Psychology - Influence: Science and Practice - Chapter 4
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Questions and Answers

What psychological phenomenon explains why people are more confident after placing their bets on a horse than just before?

  • Consistency principle (correct)
  • Social comparison theory
  • Foot in the door technique
  • Cognitive dissonance theory

    • In the Freedman & Fraser Study, what percentage of homeowners complied with the small favor request of signing a petition and installing a small sign?

  • Less than 10%
  • Approximately 80%
  • More than 50% (correct)
  • Around 30%

    • What was the key finding of the Freedman & Fraser Study when homeowners were contacted 2 weeks later for a larger favor?

  • Around 17% complied with the larger favor request
  • More than 50% complied with the larger favor request (correct)
  • The study did not test larger favor requests
  • Compliance decreased compared to the initial small favor request

    • How does putting a 'be a safe driver' sign on your car affect your attitude towards safe driving as per the interpretation of the study?

    <p>It increases your attitude towards safe driving</p> Signup and view all the answers

    What motivates individuals to be and appear consistent with their public commitments according to the text?

    <p>Desire for reputational benefits</p> Signup and view all the answers

    What makes the foot-in-the-door technique effective in gaining compliance without pressure?

    <p>It creates a sense of obligation in individuals</p> Signup and view all the answers

    What is the main idea behind the Theory of Effort Justification?

    <p>Effort justifies the worth of a goal, even if it is not achieved.</p> Signup and view all the answers

    In the Aronson and Mills Experiment, why did the group that read vulgar words rate their peers higher?

    <p>Due to the need to justify their tough initiation.</p> Signup and view all the answers

    What does Cognitive Dissonance play a role in, according to the text?

    <p>Effort Justification.</p> Signup and view all the answers

    How did the American Graffiti experiment show the effects of Authority and Reactance Arousal?

    <p>By observing how people react when told not to do something under different levels of authority.</p> Signup and view all the answers

    "You might want to go to bed soon" is an example of:

    <p>A less threatening way to evoke compliance.</p> Signup and view all the answers

    How can reactant behavior be prevented according to the text?

    <p>By evoking freedom and providing choices.</p> Signup and view all the answers

    "Do not write on these walls" is an example of what type of request in the American Graffiti experiment?

    <p>&quot;Less Authoritative&quot;</p> Signup and view all the answers

    Why do college students tolerate abuse during hazing practices?

    <p>To prove their worthiness for group membership.</p> Signup and view all the answers

    Which technique led to a higher response rate in a street survey?

    <p>Being free to accept or refuse</p> Signup and view all the answers

    What is cognitive dissonance characterized by?

    <p>Having conflicting beliefs about oneself</p> Signup and view all the answers

    How do people typically respond to information that contradicts their self-concept?

    <p>They experience emotional pain and resistance</p> Signup and view all the answers

    What is the definition of confirmation bias?

    <p>The inclination to confirm existing beliefs while ignoring opposing evidence</p> Signup and view all the answers

    How does cognitive dissonance relate to lying according to the text?

    <p>People lie to resolve cognitive dissonance</p> Signup and view all the answers

    What does the pyramid of choice concept illustrate?

    <p>A representation of how people justify unethical behavior</p> Signup and view all the answers

    How do individuals at the 'top of the pyramid' typically justify their actions according to the text?

    <p>By revisiting their decisions for alignment with their attitudes</p> Signup and view all the answers

    What is the role of the pyramid in decision-making according to the text?

    <p>'Justifies' actions based on cognitive dissonance</p> Signup and view all the answers

    'Cult victims started at the 'neutral' top of the pyramid and a sincere, deep commitment at the bottom.' What does this statement imply about cult behavior?

    <p>'Cult victims become more entrenched in their beliefs over time'</p> Signup and view all the answers

    'Good people struggle to reconcile that they have done bad things.' Why is this statement relevant in understanding decision-making?

    <p>'Good people often face internal conflicts due to their actions'</p> Signup and view all the answers

    Which technique was found to have a 43% compliance rate in the study conducted by Guégen & Fischer-Louku?

    <p>Asking for the current time then asking for 1 or 2 coins</p> Signup and view all the answers

    In the Lowball technique by Cialdini, Cacioppo, Bassett, and Miller (1978), what was the compliance rate of the control condition?

    <p>31%</p> Signup and view all the answers

    What is the main reason lowballing is effective according to research findings?

    <p>The person is lured by an attractive offer</p> Signup and view all the answers

    According to the Cognitive Dissonance Theory, what do individuals experience when they hold two inconsistent thoughts?

    <p>Cognitive dissonance</p> Signup and view all the answers

    What action can individuals take to resolve cognitive dissonance according to Festinger's Theory?

    <p>Change one of those thoughts / beliefs in order to restore consistency</p> Signup and view all the answers

    In the study involving Burger and Cornelius (2003) on raising the price of agreement, what was the experimental condition designed to prevent?

    <p>Public commitment</p> Signup and view all the answers

    Why are individuals motivated to reduce cognitive dissonance according to Festinger's Theory?

    <p>To restore consistency and avoid discomfort</p> Signup and view all the answers

    What role does choice play in the motivation to reduce cognitive dissonance?

    <p>Individuals are less motivated when their decision caused the inconsistency</p> Signup and view all the answers

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