EXAM 3

Question 1

likelihood of responding to social influence depends on strength, immediacy, and number

Answer 1

social impact theory

Question 2

starting with a huge request that will be refused, then asking for what you really want

Answer 2

door-in-the-face

Question 3

reducing dissonance by changing something about yourself

Answer 3

internal justification

Question 4

deliberate, systematic attempt to shape perceptions, manipulate cognitions, and direct behavior

Answer 4

propaganda

Question 5

the combination of excessive self-love and lack of empathy toward others

Answer 5

narcissism

Question 6

conforming to be liked and accepted

Answer 6

normative social influence

Question 7

acting in a way that contradicts your private beliefs

Answer 7

counterattitudinal behavior

Question 8

implicit rules for acceptable behaviors, values, and beliefs

Answer 8

social norms

Question 9

experiencing dissonance in relationships when you feel close to someone who outperforms you in an area central to your self esteem

Answer 9

self evaluation maintenance theory

Question 10

the tolerance earned over time by conforming, allows occasional deviation without serious consequences

Answer 10

idiosyncrasy credits

Question 11

beahvior change resulting from a direct request

Answer 11

compliance

Question 12

the discomfort people feel after making a decision, not the conflict felt before deciding

Answer 12

post-decision dissonance

Question 13

what people approve/disapprove of

Answer 13

injunctive norms

Question 14

changing behavior due to real or imagined influence of others

Answer 14

conformity

Question 15

self-esteem serves as a buffer against terrifying thoughts about death

Answer 15

terror management theory

Question 16

creating dissonance by having people make statements contrary to their behaviors and then reminding them of the inconsistency

Answer 16

hypocrisy induction

Question 17

found people sometimes gave wrong answers to match the group

Answer 17

asch line judgment

Question 18

focusing on and affirming competence in areas unrelated to the threat

Answer 18

self affirmation theory

Question 19

feeling obligated to reapy actions in kind

Answer 19

reciprocity

Question 20

getting a small agreement first, then asking for more

Answer 20

foot-in-the-door

Question 21

behavior change due to direct influence of an authority figure

Answer 21

obedience

Question 22

the discomfort caused when two cognitions conflict, or when behavior conflicts with attitudes

Answer 22

cognitive dissonance

Question 23

an individual or minority can influence the majority’s behavior or beliefs

Answer 23

minority influence

Question 24

showed people change behavior in response to authority, administering what they thought were dangerous shocks

Answer 24

milgram study

Question 25

explaining contradictory behavior as due to something in the situation or environment

Answer 25

external justification

Question 26

conforming because you believes others know the correct action

Answer 26

informational social influence

Question 27

the dissonance aroused when individuals lack sufficient external justification for resisting something desirable

Answer 27

insufficient punishment

Question 28

perceptions of how people actually behave, regardless of approval

Answer 28

descriptive norms