Test Bank - Chapter 13.1 PDF

 **What is the key difference between informational influence and normative influence in conformity?** - A\) Informational influence involves adapting behavior to gain social approval, while normative influence involves relying on group expertise. - B\) Informational influence involves in...

 **What is the key difference between informational influence and normative influence in conformity?** - A\) Informational influence involves adapting behavior to gain social approval, while normative influence involves relying on group expertise. - B\) Informational influence involves internalizing group norms, while normative influence focuses on public compliance. - C\) Informational influence is based on the desire to be accepted, while normative influence is based on the desire to gain rewards. - D\) Informational influence occurs when individuals accept group beliefs as accurate, while normative influence occurs to avoid rejection.\ **Correct Answer: D**\ *Explanation: Informational influence leads to private acceptance of group norms due to perceived accuracy, whereas normative influence involves conforming to avoid social disapproval.*  **According to the elaboration likelihood model (ELM), when are individuals most likely to rely on the peripheral route to persuasion?** - A\) When they have high motivation and time to process information. - B\) When the message is clear and factual. - C\) When they lack motivation or time to process the message critically. - D\) When they encounter a message from a credible source.\ **Correct Answer: C**\ *Explanation: The peripheral route is more likely to occur when motivation or cognitive resources are low, leading individuals to focus on superficial cues rather than the message\'s content.*  **What did the Milgram obedience experiments reveal about human behavior?** - A\) Most people will resist authority if it means harming another person. - B\) Social and situational factors can strongly compel obedience to authority, even at the cost of personal morals. - C\) Only individuals with sadistic tendencies follow harmful orders. - D\) Authority figures are unlikely to influence individuals without visible power.\ **Correct Answer: B**\ *Explanation: The Milgram studies demonstrated the profound impact of authority on obedience, showing that ordinary individuals could perform harmful actions under authoritative pressure.*  **How does social facilitation affect performance on complex tasks compared to simple tasks?** - A\) It improves performance equally for both types of tasks. - B\) It improves performance on complex tasks but hinders performance on simple tasks. - C\) It enhances performance on simple tasks but may hinder performance on complex tasks. - D\) It hinders performance on both types of tasks.\ **Correct Answer: C**\ *Explanation: The presence of others enhances performance on simple tasks due to arousal strengthening dominant responses, but it can impair performance on complex tasks requiring focused attention.*  **Which of the following best illustrates cognitive dissonance?** - A\) A person avoids eye contact with someone they dislike. - B\) An individual changes their attitude about recycling after being reminded they regularly litter. - C\) A group of friends decides on a vacation destination without disagreement. - D\) A student studies harder after receiving negative feedback on their performance.\ **Correct Answer: B**\ *Explanation: Cognitive dissonance occurs when inconsistencies between actions and beliefs create discomfort, prompting individuals to change their attitudes or behaviors to resolve the tension.*  **What phenomenon describes reduced individual effort in group settings?** - A\) Social facilitation - B\) Groupthink - C\) Social loafing - D\) Bystander effect\ **Correct Answer: C**\ *Explanation: Social loafing occurs when individuals put in less effort in group tasks due to perceived diffusion of responsibility.*  **How does the foot-in-the-door technique operate in persuasion?** - A\) It uses a large initial request followed by a smaller, more reasonable request. - B\) It requires individuals to make an active public commitment. - C\) It starts with a small request to gain compliance before making a larger request. - D\) It relies on presenting information through credible sources.\ **Correct Answer: C**\ *Explanation: The foot-in-the-door technique leverages individuals\' desire for consistency by securing agreement to a small request before escalating to a larger one.*  **What is the main cause of the bystander effect, as identified in research?** - A\) Fear of personal harm - B\) Uncertainty about the severity of the situation - C\) Diffusion of responsibility among multiple witnesses - D\) Lack of empathy for the victim\ **Correct Answer: C**\ *Explanation: The bystander effect occurs because individuals in a group assume others will take responsibility for intervening, reducing their likelihood of acting.*  **Which strategy is most effective for overcoming social loafing in a group task?** - A\) Increasing group size to enhance diversity. - B\) Providing anonymous feedback to group members. - C\) Assigning specific roles and responsibilities to individuals. - D\) Using variable rewards for group achievements.\ **Correct Answer: C**\ *Explanation: Assigning clear roles and responsibilities ensures that each individual's contribution is visible and essential, reducing the tendency to loaf.*  **What does the identifiable victim effect demonstrate about human decision-making?** - A\) People are more likely to donate to causes with clear statistical data. - B\) Individuals are motivated more by personal stories than abstract statistics. - C\) Donations increase when both personal stories and statistics are presented. - D\) People value emotional appeals equally to rational arguments.\ **Correct Answer: B**\ *Explanation: The identifiable victim effect shows that specific, personal stories are more emotionally impactful and motivating than abstract numerical data.* 11. A group of five friends all agree to see the same movie. One person who initially disagreed changes their opinion to match the group. What likely influenced this change? - A\) Cognitive dissonance. - B\) Informational influence. - C\) Groupthink. - D\) Normative influence.\ **Correct Answer: D**\ *Explanation:* Normative influence involves conforming to gain social approval or avoid rejection. **Group Behavior** 12. What is one effective strategy to prevent groupthink? - A\) Increasing group size to ensure diversity. - B\) Assigning a leader to make the final decision. - C\) Encouraging group members to voice dissenting opinions. - D\) Establishing clear norms for uniformity.\ **Correct Answer: C**\ *Explanation:* Encouraging dissent reduces the pressure to conform and helps prevent groupthink. 13. During an emergency, a woman assumes others nearby will call for help, so she does not act. This scenario exemplifies: - A\) Social facilitation. - B\) Groupthink. - C\) The reciprocity principle. - D\) Diffusion of responsibility.\ **Correct Answer: D**\ *Explanation:* Diffusion of responsibility occurs when individuals assume someone else will take action in group settings, leading to inaction. **Attitudes and Cognitive Dissonance** 14. A student reflects on their behavior and realizes they've spent many hours practicing piano. They conclude they must enjoy it. This reasoning aligns with: - A\) Cognitive dissonance. - B\) The elaboration likelihood model. - C\) Self-perception theory. - D\) Social loafing.\ **Correct Answer: C**\ *Explanation:* Self-perception theory suggests individuals infer their attitudes by observing their own behavior. 15. A person feels strongly about environmental conservation but regularly uses plastic bags. To reduce discomfort, they begin using reusable bags. This scenario demonstrates: - A\) Social facilitation. - B\) Normative influence. - C\) Self-perception theory. - D\) Cognitive dissonance.\ **Correct Answer: D**\ *Explanation:* Cognitive dissonance arises from conflicting attitudes and behaviors, prompting the individual to change one to align with the other. **Persuasion and Behavior Change** 16. A charity asks for a \$500 donation but follows up with a smaller \$50 request when the first is refused. This persuasion tactic is known as: - A\) Foot-in-the-door technique. - B\) Reciprocity principle. - C\) Central route persuasion. - D\) Door-in-the-face technique.\ **Correct Answer: D**\ *Explanation:* The door-in-the-face technique involves making a large initial request to increase compliance with a smaller subsequent request. 17. A coworker brings coffee for the office and later asks for help on a difficult task. What principle of persuasion is this? - A\) Authority. - B\) Reciprocity. - C\) Social validation. - D\) Normative influence.\ **Correct Answer: B**\ *Explanation:* Reciprocity creates a sense of obligation to return favors, increasing compliance. **Real-World Applications** 18. A marketing campaign in an individualistic culture emphasizes personal success and achievement. This strategy aligns with: - A\) Social validation. - B\) Cognitive dissonance. - C\) Peripheral route persuasion. - D\) Cultural tailoring of messages.\ **Correct Answer: D**\ *Explanation:* Messages tailored to cultural values, such as individualism, resonate more strongly with the audience. 1. **A manager instructs an employee to carry out a task they find ethically questionable, but the employee complies. What most likely influenced this behavior?** - A\) Social loafing. - B\) Informational influence. - C\) Groupthink. - D\) Authority pressure.\ **Correct Answer: D**\ *Explanation:* Authority figures exert strong pressure to comply, often overriding personal ethical concerns. 2. **During a group project, one member refrains from voicing dissenting ideas because the rest of the team agrees on a course of action. This illustrates:** - A\) Social facilitation. - B\) Informational influence. - C\) Groupthink. - D\) Diffusion of responsibility.\ **Correct Answer: C**\ *Explanation:* Groupthink occurs when the desire for harmony leads individuals to suppress dissenting opinions. **Group Behavior** 3. **A company notices employees perform better during individual performance reviews than in team brainstorming sessions. What group dynamic might explain this?** - A\) Social loafing. - B\) Social facilitation. - C\) Authority pressure. - D\) Cognitive dissonance.\ **Correct Answer: A**\ *Explanation:* Social loafing occurs when individuals exert less effort in group settings compared to working individually. 4. **In a competitive setting, an athlete performs better in front of a large audience than when training alone. This is an example of:** - A\) Diffusion of responsibility. - B\) Social loafing. - C\) Social facilitation. - D\) Cognitive dissonance.\ **Correct Answer: C**\ *Explanation:* Social facilitation enhances performance on simple or well-practiced tasks in the presence of others. **Attitudes and Cognitive Dissonance** 5. **A student claims they dislike volunteering, but they find themselves regularly attending community events. To reduce the inconsistency, they decide they must enjoy volunteering after all. This scenario illustrates:** - A\) Normative influence. - B\) Self-perception theory. - C\) Cognitive dissonance. - D\) Social loafing.\ **Correct Answer: B**\ *Explanation:* Self-perception theory suggests individuals infer their attitudes by observing their own behavior. 6. **A person believes recycling is important but frequently throws recyclable materials in the trash. They begin recycling more often after feeling uncomfortable about their behavior. This change reflects:** - A\) Informational influence. - B\) Self-perception theory. - C\) Cognitive dissonance. - D\) Peripheral route persuasion.\ **Correct Answer: C**\ *Explanation:* Cognitive dissonance occurs when inconsistencies between beliefs and actions create discomfort, motivating behavioral change. **Persuasion and Behavior Change** 7. **A non-profit organization first asks people to sign a petition supporting their cause and later requests donations. This persuasion technique is known as:** - A\) Reciprocity principle. - B\) Door-in-the-face technique. - C\) Social validation. - D\) Foot-in-the-door technique.\ **Correct Answer: D**\ *Explanation:* The foot-in-the-door technique involves securing agreement to a small request to increase compliance with a larger one. 8. **A salesperson offers a customer a free product sample before trying to sell them a more expensive item. Which principle of persuasion does this illustrate?** - A\) Cognitive dissonance. - B\) Social facilitation. - C\) Reciprocity principle. - D\) Authority principle.\ **Correct Answer: C**\ *Explanation:* The reciprocity principle leverages the sense of obligation people feel after receiving a favor. 9. **An environmental campaign shows a single image of a child suffering from polluted water instead of presenting broad statistics. Why is this approach effective?** - A\) It appeals to cognitive dissonance. - B\) It relies on the identifiable victim effect. - C\) It uses the door-in-the-face technique. - D\) It focuses on reducing psychological distance.\ **Correct Answer: B**\ *Explanation:* The identifiable victim effect elicits stronger emotional responses through specific, personal stories than abstract statistics. **Cultural and Social Influences** 10. **A marketing team in an individualistic culture emphasizes personal success and self-reliance in their advertising. Why is this approach effective?** - A\) It builds authority through data. - B\) It aligns with cultural values of autonomy. - C\) It increases the impact of cognitive dissonance. - D\) It relies on peripheral cues.\ **Correct Answer: B**\ *Explanation:* Effective persuasion aligns messages with the target audience's cultural values, such as autonomy in individualistic cultures. 11. **During a team meeting in a collectivist culture, employees avoid direct criticism of a new idea to maintain harmony. This behavior reflects:** - A\) Social facilitation. - B\) Groupthink. - C\) Normative influence. - D\) Cultural display rules.\ **Correct Answer: D**\ *Explanation:* Cultural display rules dictate how emotions and disagreements are expressed based on cultural norms. **Real-World Applications** 12. **In a public health campaign, which strategy would best reduce psychological distance to increase vaccination rates?** - A\) Using abstract messages about long-term societal benefits. - B\) Sharing testimonials from local residents who were vaccinated. - C\) Providing national statistics about vaccine efficacy. - D\) Highlighting global efforts to combat disease.\ **Correct Answer: B**\ *Explanation:* Reducing psychological distance involves making messages personal and relevant, such as using local testimonials. 13. **Which of the following group structures is most likely to prevent groupthink?** - A\) A team where a strong leader makes all the decisions. - B\) A group that encourages open discussion and dissenting opinions. - C\) A committee that prioritizes reaching consensus quickly. - D\) A small group with similar expertise and experiences.\ **Correct Answer: B**\ *Explanation:* Encouraging dissent and critical thinking reduces the risk of groupthink by avoiding premature consensus.