Name: Social Psychology 4th Edition By Tom Gilovich - Test Bank
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Social Psychology 4th Edition By Tom Gilovich – Test Bank

CHAPTER 9: Social Influence

MULTIPLE CHOICE

All of the following are examples of social influence EXCEPT a

woman choosing not to participate in an event that goes against her moral beliefs.

college student buying the same brand of jeans that her friends wear.

soldier obeying orders.

child cleaning his room because he knows it will make his parents happy.

ANS: A DIF: Easy REF: What Is Social Influence?

OBJ: 9.1A MSC: Applying

Which of the following scenarios best characterizes the concept of obedience?

Janet is making several photocopies on the library copy machine. Bill, Janet’s classmate, shows up and asks if he can make just one copy. Janet says, “Sure, no problem.”

Bob is socializing at a party and does not feel like drinking alcohol. But Bob notices that almost everyone else at the party is drinking heavily, so he ends up drinking beer as well.

David is pouring himself a cup of coffee when his boss shows up and says, “Pour me a cup.” David pours the cup of coffee and gives it to his boss.

Howard is eating dinner at his professor’s house with several other classmates. His professor asks him if he likes sushi. Howard does not, but he still says, “Yes, I sure do!”

ANS: C DIF: Moderate REF: What Is Social Influence?

OBJ: 9.1A MSC: Applying

The main difference between compliance and obedience is that obedience occurs in response to

a more powerful person or group.

a personal belief.

a request.

imagined pressure from others.

ANS: A DIF: Moderate REF: What Is Social Influence?

OBJ: 9.1A MSC: Analyzing

If you decide to buy new clothes that fit the latest fashion trend just to blend in with others, you are responding to ________ conformity pressures.

explicit

compliance

implicit

informative

ANS: B DIF: Easy REF: What Is Social Influence?

OBJ: 9.1A MSC: Applying

According to the textbook, conformity can be beneficial for society because it

encourages people to think hard about every possible action.

makes group distinctions more clear.

leads to smoother social interactions.

makes people more likely to challenge unfair laws.

ANS: C DIF: Easy REF: Conformity OBJ: 9.2A

MSC: Evaluating

Compared with people who grow up in independent cultures, people who grow up in interdependent cultures are ________ susceptible to ________ social influence.

more; normative but not informational

more; informational and normative

less; normative but not informational

less; informational and normative

ANS: B DIF: Moderate REF: Conformity OBJ: 9.2C

MSC: Analyzing

Research on gender and conformity shows that compared with women, men are

more likely to conform in stereotypically female domains (e.g., child rearing).

more likely to conform during face-to-face social interactions.

less likely to conform when the judgment at hand is ambiguous.

more likely to conform in stereotypically male domains (e.g., cars).

ANS: A DIF: Difficult REF: Conformity OBJ: 9.2C

MSC: Analyzing

Normative social influence often has a greater impact on ________ than on________.

public compliance; private acceptance

private acceptance; public compliance

private acceptance; internalization

internalization; private acceptance

ANS: A DIF: Moderate REF: Conformity OBJ: 9.2B

MSC: Understanding

People who hold a minority view tend to change the majority opinion through

normative social influence.

public compliance.

informational social influence.

guilt and shame.

ANS: B DIF: Moderate REF: Conformity OBJ: 9.2D

MSC: Remembering

Tanya Chartrand and John Bargh (1999) found that people mimic such behaviors as face rubbing and foot shaking, and that this mimicry is particularly likely to occur when

the person or people being mimicked are well liked.

the person doing the mimicking has a high need to affiliate with others.

people have lower levels of self-awareness.

Both a and b are correct.

ANS: D DIF: Difficult REF: Conformity OBJ: 9.2A

MSC: Remembering

Recall that Muzafer Sherif (1936) showed participants a point of light in a completely darkened room and participants were asked to judge the light’s movement. The results from this study suggest that people

rarely experience conflict when their own judgments differ from those of other people.

adopt more extreme judgments with the passage of time.

often change their own judgments in accordance with others’ judgments.

often ignore others’ judgments, even when these judgments are obviously accurate.

ANS: C DIF: Difficult REF: Conformity OBJ: 9.2B

MSC: Understanding

Gerald has been spending a good deal of time at work reading about elderly nursing-home patients, their ailments, and the physical decline that they experience. When he returns home, his wife comments that Gerald is walking slowly and seems to be stooped over, as though he were physically weaker. Gerald has probably been influenced by

ideomotor action.

self-hypnosis.

autosuggestion.

an excessive empathic response.

ANS: A DIF: Easy REF: Conformity OBJ: 9.2A

MSC: Applying

According to research on informational social influence, Anton is more likely to agree with the recommendations of others on the best tax-preparation company to use if he

is in a bad mood.

does not know much about tax preparation.

wants to be liked.

has internalized cultural norms.

ANS: B DIF: Moderate REF: Conformity OBJ: 9.2B

MSC: Applying

“Tight” cultures differ from “loose” cultures in that they

have strong norms about how people should behave.

have weak norms about how people should behave.

demand that group members are tolerant and caring toward one another.

encourage self-reliance and self-discipline.

ANS: A DIF: Moderate REF: Conformity OBJ: 9.2C

MSC: Analyzing

Janet has a minority opinion about dorm curfew and is afraid she will feel pressured to conform to the majority opinion at an upcoming dorm meeting. To resist conformity pressures, Janet should

express strong negative emotions during the meeting.

bring an ally to the meeting.

bring cookies to the meeting.

adopt an interdependent mind-set right before the meeting.

ANS: B DIF: Moderate REF: Conformity OBJ: 9.2D

MSC: Applying

Going into a group meeting at work, you are concerned that you will end up conforming to the rest of the group on decisions, even when you disagree. Which of the following factors could influence whether you conform?

feeling uncertain about the topic at hand

recognizing that other group members have more status than you do

having to share your opinion with group members

All of the above are correct.

ANS: D DIF: Easy REF: Conformity OBJ: 9.2D

MSC: Applying

Glenda has just heard a compelling statement from Rhonda about why she should fasten her seatbelt. Glenda believes Rhonda’s statement is accurate and fastens her seatbelt as a result. This type of conformity is a form of ________ social influence.

informational

automatic

educational

normative

ANS: A DIF: Easy REF: Conformity OBJ: 9.2B

MSC: Applying

Hank attends a focus group where he and five other men are asked to rate three lawn mowers. Hank knows a lot about lawn mowers and is certain that lawn mower A is superior and deserves the highest rating. However, the rest of the men say that lawn mower B is the best. If Hank ends up publicly agreeing with the rest of the group, he has probably succumbed to

the autokinetic effect.

normative social influence.

informational social influence.

the chameleon effect.

ANS: C DIF: Moderate REF: Conformity OBJ: 9.2B

MSC: Applying

In his attempts to persuade Roger to get a fraternity tattoo on his arm, Dan assembles one hundred tattooed fraternity members. Dan probably wasted a lot of effort in doing so, because

the effect of group size on conformity is relevant only for women.

group size matters for informational social influence, but not normative social influence.

the effect of group size on conformity levels off when group size reaches about three to four people.

group size does not affect conformity levels.

ANS: C DIF: Moderate REF: Conformity OBJ: 9.2C

MSC: Applying

John is a mathematics graduate student, whereas Lisa is a local celebrity. Although both John and Lisa are likely to have some increased ability to elicit conformity from others, Lisa is more likely to influence conformity through

informational social influence.

reciprocal concessions.

internalization.

normative social influence.

ANS: D DIF: Moderate REF: Conformity OBJ: 9.2B

MSC: Applying

Jillian heard that city officials wanted to construct a new highway near her house. Initially, she thought this was a bad idea. Then she attended a city council meeting where she heard several viewpoints and obtained detailed information about the highway project. After the meeting, she told her neighbors that the new highway seemed like a good idea. Jillian’s endorsement of the project is best characterized as an instance of

public compliance.

normative social influence.

internalization.

the chameleon effect.

ANS: B DIF: Difficult REF: Conformity OBJ: 9.2C

MSC: Applying

The principle of ideomotor action states that

pretending to feel a certain way can make one truly feel that way.

thinking about a behavior can make its actual performance more likely.

people intentionally mimic each other’s behavior.

most behavior is consciously determined and deliberative.

ANS: B DIF: Easy REF: Conformity OBJ: 9.2A

MSC: Remembering

The main difference between Sherif’s conformity study and Asch’s conformity study is that Asch’s study

examined situations in which one’s own beliefs clearly conflict with those of the group.

demonstrated the powerful effects of social influence.

showed higher rates of conformity.

measured participants’ judgments of visual stimuli.

ANS: A DIF: Moderate REF: Conformity OBJ: 9.2B

MSC: Analyzing

Juliet is in a committed romantic relationship with Romeo, but her parents have forbidden her to date him any longer. According to reactance theory,

Juliet will become even more committed to Romeo.

Juliet will become less committed to Romeo but will not break up with him.

Juliet will break up with Romeo.

Juliet’s commitment to Romeo will remain unchanged.

ANS: A DIF: Moderate REF: Conformity OBJ: 9.2D

MSC: Applying

Reactance theory suggests that compliance may be ________ likely if people ________.

more; are aware that others are trying to influence their behavior.

less; perceive that their freedom of choice is being threatened.

more; are motivated to feel better about themselves.

less; are motivated to feel better about themselves.

ANS: B DIF: Moderate REF: Conformity OBJ: 9.2D

MSC: Understanding

Minorities influence majority opinion primarily through

normative social influence.

informational social influence.

descriptive norms.

prescriptive norms.

ANS: B DIF: Easy REF: Conformity OBJ: 9.2D

MSC: Remembering

All of the following statements about automatic mimicry are true EXCEPT people

tend to like those who mimic them more than those who do not.

who have been mimicked tend to engage in more prosocial behavior afterward.

who have been mimicked tend to feel irritated with the person who mimicked them.

tend not to mimic individuals toward whom they hold negative attitudes.

ANS: C DIF: Easy REF: Conformity OBJ: 9.2A

MSC: Remembering

A study conducted by Jeffrey Sanchez-Burks and his colleagues (2009) found that ________ participants performed better and reported less anxiety in a mock job interview when the interviewer deliberately ________ the interviewee’s behavior.

Hispanic American; mirrored

Anglo-American; mirrored

Hispanic American; refrained from mirroring

Anglo-American; refrained from mirroring

ANS: A DIF: Difficult REF: Conformity OBJ: 9.2A

MSC: Remembering

Researchers asked Catholics to donate to the March of Dimes either when they were on their way into church for confession or on their way out. In support of the argument that ________ influences compliance, results revealed that ________.

a positive mood; people gave more money before confession

guilt; people gave more money before confession

a positive mood; people gave less money before confession

guilt; people gave less money before confession

ANS: B DIF: Moderate REF: Compliance OBJ: 9.3B

MSC: Understanding

Dave’s roommates call him a “moocher,” a “parasite,” and a “leech.” These names suggest that Dave

is an exceptionalist.

violates the norm of reciprocity.

lacks negative state relief.

is reactive.

ANS: B DIF: Easy REF: Compliance OBJ: 9.3A

MSC: Applying

Anya needs $500 to help pay for a trip to Europe. She calls her parents to see if they will give her $5,000 for her trip, and they say no. She then asks if she can have just $500, and they say yes. This demonstrates the effectiveness of the ________ technique.

door-in-the-face/reciprocal concessions

foot-in-the-door

that’s-not-all

negative state relief

ANS: A DIF: Easy REF: Compliance OBJ: 9.3A

MSC: Applying

A television infomercial tells viewers that they can get the world’s best steak knives for only $25. Right before the infomercial ends, viewers are told that if they call within the next thirty minutes, they will also receive a can opener for free. This example demonstrates the ________ technique.

door-in-the-face

lowball

foot-in-the-door

that’s-not-all

ANS: D DIF: Easy REF: Compliance OBJ: 9.3A

MSC: Applying

Imagine that you work for a local animal shelter and your goal is to increase the number of people who are willing to adopt a dog from the shelter. According to the ________ technique, one approach could be to first ask people if they would be willing to wear a button that says, “Adopt a dog today,” and then a couple of weeks later ask them if they would be willing to adopt a dog themselves.

door-in-the-face

that’s-not-all

foot-in-the-door

lowball

ANS: B DIF: Easy REF: Compliance OBJ: 9.3A

MSC: Applying

Parker has just been named Employee of the Month at the grocery store where she works and is delighted. Coincidentally, her younger brother Marty decides to ask her for $20 so he can take his girlfriend to the movies. Compared to any other day, Parker would be ________ likely to comply with his request today, because ________ compliance.

more; positive mood increases

less; negative mood increases

just as; mood state has no influence on

less; only reason-based requests increase

ANS: A DIF: Easy REF: Compliance OBJ: 9.3B

MSC: Applying

Emily is in a good mood. This means that she is most likely to comply with which of the following requests?

a request to donate to a charitable organization

a request to give electric shocks to another person as part of a research study

a request to deliver bad news to someone

All of the above are correct.

ANS: A DIF: Moderate REF: Compliance OBJ: 9.3B

MSC: Applying

A social norm that reflects how things are typically done is considered ________, whereas a social norm that reflects what behaviors are approved is considered ________.

descriptive; prescriptive

normative; informational

prescriptive; descriptive

informational; normative

ANS: A DIF: Easy REF: Compliance OBJ: 9.3C

MSC: Remembering

To increase compliance, descriptive and prescriptive norms should

be aligned with one another.

highlight other people’s failure to engage in the desired behavior.

encourage individuals to exert minority influence.

All of the above are correct.

ANS: A DIF: Difficult REF: Compliance OBJ: 9.3A

MSC: Applying

Jim just received an “A” on his statistics exam. While he is still happy about this, a classmate asks to borrow his lecture notes. According to research on emotion-based appeals for compliance, why is Jim likely to comply with this request?

The request will seem less threatening to Jim.

Jim will feel guilty if he does not comply.

Granting the request will help Jim sustain his good mood.

Both a and c are correct.

ANS: D DIF: Moderate REF: Compliance OBJ: 9.3B

MSC: Applying

According to the principle of reciprocal concessions, Amal’s dad is more likely to comply with her request to buy her a used car if Amal

previously asked her dad for a new car and her dad said no to that request.

has never asked her dad for a car before.

previously asked her dad for a used car and her dad said no to that request.

has been generous when her dad needed help in the past.

ANS: A DIF: Difficult REF: Compliance OBJ: 9.3A

MSC: Applying

After successfully requesting that his neighbor loan him his jumper cables to start his car, Jeremy then persuades his neighbor to drive him the ten miles to where his car is stalled. This kind of foot-in-the-door technique works because people

feel obligated to reciprocate a favor.

want to be liked.

perform certain actions because they are consistent with their self-images.

engage in mindless obedience.

ANS: C DIF: Difficult REF: Compliance OBJ: 9.3A

MSC: Applying

According to the norm of reciprocity,

people should agree to others’ requests.

people rarely return favors.

people should benefit those who benefit them.

emotions lead to compliance.

ANS: C DIF: Easy REF: Compliance OBJ: 9.3A

MSC: Understanding

________ is the first step in the foot-in-the-door technique.

Giving people a small gift

Making a small request

Giving people a large gift

Making a large request

ANS: C DIF: Easy REF: Compliance OBJ: 9.3A

MSC: Understanding

According to the negative state relief hypothesis,

positive moods increase compliance.

negative moods decrease compliance.

granting someone’s request decreases negative mood states.

granting someone’s request increases negative mood states.

ANS: C DIF: Moderate REF: Compliance OBJ: 9.3B

MSC: Understanding

Using a ________-based approach to reduce destructive behavior is likely to be most effective when people ________ the popularity of the behavior.

norm; overestimate

reason; overestimate

norm; underestimate

reason; underestimate

ANS: A DIF: Moderate REF: Compliance OBJ: 9.3C

MSC: Understanding

In the original Milgram experiment, the experimenter asked participants to shock someone else whenever that person made a mistake on a learning task. The results of this experiment showed that people

learned better when they were punished.

did not experience distress when other people were in pain.

were unwilling to advance science if it meant hurting someone else.

were willing to inflict pain on strangers.

ANS: D DIF: Easy REF: Obedience to Authority

OBJ: 9.4A MSC: Understanding

In the original Milgram experiment, participants found themselves in an agonizing conflict. Forces compelling them to complete the experiment included all of the following EXCEPT

advancing science.

avoiding the experimenter’s disapproval.

a sense of fair play.

feeling empathy for the victim.

ANS: D DIF: Easy REF: Obedience to Authority

OBJ: 9.4A MSC: Understanding

Which of the following is true about the original Milgram experiment?

Nearly all participants called the experimenter’s attention to the learner’s suffering.

Many participants stated explicitly that they refused to continue.

Both a and b are correct.

None of the above are correct.

ANS: C DIF: Easy REF: Obedience to Authority

OBJ: 9.4A MSC: Remembering

Following his initial experiment, Milgram conducted several additional experiments to examine factors that might increase or decrease obedience to authority. In one of these experiments, Milgram showed that participants were less likely to obey the experimenter’s orders if

they thought the learner would perform better without getting shocked.

the experimenter’s requests to continue were issued over a telephone.

they thought the experimenter was responsible for the learner’s welfare.

they were put into a sad mood.

ANS: B DIF: Moderate REF: Obedience to Authority

OBJ: 9.4A MSC: Remembering

The results of the Milgram experiments are less surprising to us when we consider the

stepwise nature of the experimenter’s commands.

participants’ attempts to terminate the experiment.

participants’ ability to view the experimenter as responsible for their actions.

All of the above are correct.

ANS: D DIF: Easy REF: Obedience to Authority

OBJ: 9.4B MSC: Understanding

About ________ percent of the participants in Milgram’s original experiment delivered the maximum shock of 450 volts.

ANS: C DIF: Difficult REF: Obedience to Authority

OBJ: 9.4A MSC: Remembering

Technological advances such as long-range missiles mean that countries can to inflict harm on each other from great distances. Research conducted by ________ suggests that these advances make it considerably ________ likely that people will be willing to inflict harm.

Asch; more

Milgram; more

Asch; less

Milgram; less

ANS: C DIF: Easy REF: Obedience to Authority

OBJ: 9.4A MSC: Applying

A prison warden has instructed his prison guards to hose down the prisoners with icy cold water as punishment, despite the fact that this is likely illegal. When one of the guards protests, the warden informs the guards that he himself will take personal responsibility for any negative consequences. This will make the guards more likely to obey because it

reduces the guards’ stress about what they are doing.

reduces the guards’ empathy for the prisoners.

distracts guards from the prisoners’ distress.

increases the guards’ decisiveness.

ANS: A DIF: Difficult REF: Obedience to Authority

OBJ: 9.4B MSC: Applying

Hideous crimes against humanity include the Holocaust in Nazi Germany, the “ethnic cleansing” in Bosnia, and the tribal massacres in Rwanda. According to the textbook, there are two different ways of explaining such crimes. One of these explanations, the normalist thesis, holds that

only highly sadistic, desperate, or ethnocentric people harm others.

under certain circumstances, almost anyone has the capacity to harm others.

evolutionary pressures favored traits that involved a greater willingness to harm others.

the media (television, movies, video games) have made violence commonplace.

ANS: B DIF: Moderate REF: Obedience to Authority

OBJ: 9.4B MSC: Remembering

The foot-in-the-door studies and the Milgram studies are similar in that they both

ask people to comply with a small, relatively unobjectionable action at first.

need to use authority figures to induce compliance.

involve a reduction in stress.

ask people to comply with large, objectionable actions right off the bat.

ANS: A DIF: Moderate REF: Obedience to Authority

OBJ: 9.4A MSC: Understanding

In which of the following ways do the results of the Milgram experiments parallel the events in Nazi Germany leading up to the Holocaust?

In both situations, perpetrators largely took responsibility for their own actions.

In both situations, perpetrators had no opportunity to exercise choice or free will.

In both situations, harmful actions occurred in an incremental, step-by-step manner.

In both situations, most perpetrators had sadistic dispositions and enjoyed harming others.

ANS: C DIF: Moderate REF: Obedience to Authority

OBJ: 9.4B MSC: Understanding

SHORT ANSWER

Define conformity, compliance, and obedience and provide an example of each.

ANS:

Conformity involves changing one’s behavior or beliefs in response to explicit or implicit pressure (real or imagined) from others. Compliance involves responding favorably to an explicit request by another person. Obedience involves submitting to the demands of a person in authority in the context of an unequal power relationship. Examples will vary. An example given in the textbook for conformity is deciding to buy a certain type of jeans because other people are wearing them. An example given for compliance is to agree to a classmate’s request to borrow one’s notes. An example given for obedience is the willingness of the majority of participants in the Milgram experiment to deliver the maximum level of shock to the learner when instructed to do so by the experimenter.

DIF: Easy REF: What Is Social Influence? OBJ: 9.1A

MSC: Understanding

Drawing on research described in the textbook, evaluate the claim that women conform more than men. Be sure to address the role of situational factors.

ANS:

Research suggests that women tend to conform more than men, but only slightly. Women are more likely to conform than men particularly in situations that involve face-to-face contact. In addition, analyses of the specific contexts in which men and women differ in the tendency to conform reveal that women tend to conform more in stereotypically male domains whereas men tend to conform more in stereotypically female domains. This difference is explained by the idea that people are more likely to stand their ground (i.e., resist conformity) in more familiar domains.

DIF: Difficult REF: Conformity OBJ: 9.2C MSC: Evaluating

Describe three specific strategies a person could use to resist social influence in a situation where he or she has a minority opinion.

ANS:

To resist social influence, a person could practice engaging in positive behaviors that differ from others’ behavior (e.g., helping members of persecuted groups) so that he or she is better able to engage in these behaviors effectively when needed. A second approach is to bring an ally into a situation expected to involve social pressure, as research suggests that the presence of just one additional person who departs from the majority is enough to drastically reduce conformity (Asch, 1956). A third approach is to put off a response rather than allowing current emotions to sway one’s decision, since emotions may change over time.

DIF: Difficult REF: Conformity OBJ: 9.2D MSC: Applying

Define informational and normative social influence and describe two circumstances under which people are more likely to be swayed by informational as opposed to normative social influence.

ANS:

Informational social influence refers to the influence of other people that results from taking their comments or actions as a source of information about what is correct, proper, or effective. Normative social influence refers to the influence of other people that comes from the desire to avoid their disapproval and other social sanctions (ridicule, barbs, ostracism). People are more likely to be influenced by informational as opposed to normative social influence in situations involving anonymity, as these situations eliminate concerns about social disapproval. In addition, expertise primarily affects informational social influence, whereas status primarily affects normative social influence.

DIF: Moderate REF: Conformity OBJ: 9.2B MSC: Analyzing

Describe the phenomenon of automatic mimicry and give two reasons why it occurs.

ANS:

Automatic mimicry refers to the tendency for people to reflexively mimic the posture, mannerisms, facial expressions, and other actions of those around them. For example, in one study (Chartrand & Bargh, 1999) participants were more likely to rub their faces or shake their feet when a confederate was performing that behavior. Mimicry is believed to occur for two main reasons. First, according to the principle of ideomotor action, merely thinking about a behavior makes its performance more likely. This principle is supported by research showing that brain regions responsible for perception overlap with those responsible for action. Second, mimicry is a way of establishing rapport and laying the groundwork for a smooth, gratifying social interaction. Indeed, people tend to like those who mimic them more than those who do not.

DIF: Moderate REF: Conformity OBJ: 9.2A MSC: Understanding

Describe how participants’ construal of the social context in the Asch experiment could have led to greater conformity than what could be expected to occur in everyday life.

ANS:

Participants in the Asch experiment had no basis for understanding why everyone else saw things differently than they did. Knowing why our opinions are different (e.g., knowing that others are wearing distorted glasses) lessens both informational and normative social influence. Because such knowledge was not available in the Asch experiment, participants faced the reasonable fear that if they departed from everyone else’s judgment, their behavior would seem bizarre. In real-life contexts where disagreements are more likely to have logical explanations, people are typically better able to act independently and decisively rather than conforming.

DIF: Difficult REF: Conformity OBJ: 9.2B MSC: Evaluating

A study conducted by Sanchez-Burks and his colleagues (2009) found that Hispanic American and Anglo-American participants differed in their responses to mimicry during a mock job interview. Describe these differences and interpret them in light of cultural differences in the importance of attunement to the emotions and behavior of others.

ANS:

Results of this study showed that Hispanic American participants performed better and reported less anxiety in a mock job interview when the interviewer deliberately mimicked their behavior, whereas this was not the case for Anglo-American participants. In Hispanic American culture, attunement to the emotions and behavior of others (sympatia) is valued, and a high degree of mimicry is expected in social interactions; therefore, Hispanic American participants may have been more likely to be thrown off by a lack of mimicry in the interview context.

DIF: Difficult REF: Conformity OBJ: 9.2A MSC: Analyzing

Explain how norm-based social influence can play a role in increasing symptoms of bulimia (binge eating and purging) in sororities.

ANS:

A study of sorority women at a large university (Crandall, 1988) found that the more symptoms of bulimia a woman’s friends showed, the more symptoms she was likely to show. In addition, popularity was related to the extent to which women conformed to the norms of their specific sororities, whether these norms involved moderate or extreme behaviors. Women who more closely conformed to their sororities’ norms were rewarded with greater social acceptance and therefore may have been more motivated to continue their behavior.

DIF: Difficult REF: Conformity OBJ: 9.2C MSC: Understanding

Imagine that you work for a student newspaper, and your job is to sell ad space to local shops. Explain how you could increase your chances of getting a shop to buy ad space if you used (a) the that’s-not-all technique and (b) the reciprocal concessions (door-in-the-face) technique. In your answer, first define each of these techniques. Then, for each technique, describe what you would do to convince shop managers to buy ad space.

ANS:

The that’s-not-all technique involves adding something to an original offer, thus creating pressure to reciprocate. The reciprocal concessions (door-in-the-face) technique involves asking someone for a very large favor that he or she will almost certainly refuse and then following that request with one for a smaller favor (which tends to be seen as a concession the target feels compelled to honor). Examples will vary. One way to use the that’s-not-all technique could be to add a special discounted price for a second purchase or for continued purchase of ad space. One way to use the door-in-the-face technique could be to first tell the shop managers about an opportunity to purchase a full page ad and then offer a less expensive option instead when they decline.

DIF: Easy REF: Compliance OBJ: 9.3A MSC: Creating

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