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Topic1: Aronson, Social Psychology, 7/e

Chapter 8: Conformity: Influencing Behavior

Practice Test

Practice Test

This activity contains 23 questions.

	Much of the research on conformity was conducted in the 1920s and 1030s.    True  False

	Seeing another student picking up litter in a parking lot on campus discourages many other students from littering.    True  False

	Normative social influence is based on our desire to be liked or accepted by others.    True  False

	Women are generally more easily influenced by social pressures than are men.    True  False

	The principle of reciprocity is based on the observation that most individuals are more likely to comply with requests from someone who holds legitimate authority.    True  False

	The door-in-the-face technique for gaining compliance involves offering additional benefits to the target person before the person has decided whether or not to comply with a specific request.    True  False

	Symbolic social influence results from our mental representations of others.    True  False

	Knowledge of the power of authority figures to command obedience is not sufficient to help people resist blind obedience to authority.    True  False

	_____ is a form of social influence in which individuals change their attitudes or behavior in order to adhere to existing social norms.   Social influence Obedience Ingratiation Individuation Conformity

	_____ includes all efforts to change the attitudes, beliefs, perceptions, or behaviors of others.   Ingratiation Compliance Social influence Obedience Conformity

	Behavioral rules that indicate how people are expected to act in particular situations are _____.   cohesiveness regulations social norms descriptive norms normative focus compliance mores

	Public conformity involves _____; private acceptance involves _____.   behaving as others tell us we should behave; behaving as we wish to behave doing or saying what others around us say or do; coming to feel or think as others do doing what others think we should do; accepting as our own the beliefs that others provide for us wanting to act as others think we should; wanting to act as others act coming to feel or think as others do; doing or saying what others around us say or do

	_____ are social norms that indicate what the majority of people do in a particular situation.   Conformity norms Injunctive norms Descriptive norms Focus norms Individuation norms

	_____ specify which behaviors are approved or disapproved in a particular situation.   injunctive norms Conformity norms Descriptive norms Focus norms Obedience norms

	_____ guide our behavior in particular situations or environment, sometimes without our awareness.   Focus norms Situational norms Individual norms Injunctive norms Descriptive norms

	Social influence that is based on the desire to be liked or accepted by others is _____.   compliance social influence informational social influence normative social influence conformity social influence individuation social influence

	Greater conformity occurs _____, while greater individuation occurs _____.   in individuals with greater needs for personal control; in individuals with greater needs for acceptance in individualistic societies; in collectivist societies in collectivist societies; in individualistic societies when individuation pressures are great; when deindividuation pressures are great when the deadline technique is used; when other persuasive techniques are used

	Karen and Josh are planning to have dinner at an upscale restaurant near where Josh works. They have both eaten at this restaurant before, but this will be the first time they have been to the restaurant together. Research on gender differences in conformity suggest that _____.   Josh will be more conscious of and obedient to social norms governing dining at fancy restaurants they will both be aware of the appropriate social norms, but Karen will be more likely to violate these norms they will both conform to the social norms that govern dining at such places Karen will be more conscious of and obedient to social norms governing dining at fancy restaurants they will both be aware of the appropriate social norms, but Josh will be more likely to violate these norms

	One principle for gaining someone's compliance with a request is _____.   injunctive norms scarcity resistance to authority individuation disjunctive norms

	_____ is a procedure for gaining compliance by first securing compliance with a small request, then escalating to a larger one.   The door-in-the-face technique allows an individual to gain compliance by first securing compliance with a small request, then escalating to a larger one. The low-ball technique The conformity technique The compliance technique The foot-in-the-door technique

	The low-ball procedure rests on the principles of _____.   social validation reciprocity friendship/liking authority commitment

	One way in which individuals may influence our behavior when they are not present is through our mental representations of the people with whom we have relationships -- known as _____.   normative social influence subverted goals relational schemas obedience injunctive social influence

	One reason for Milgram's (1965) surprising findings of very high levels of obedience to an authority figure is that _____.   persons in authority frequently use the door-in-the-face technique to gain compliance authority figures either explicitly or implicitly relieve individuals of responsibility for their own actions authority figures frequently threaten to harm individuals who do not comply with requests or instructions authority figures appear to control information about the situation or circumstances and people are willing to comply with authorities in order to gain additional information many situations requiring obedience to authorities are dangerous for the person taking action

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