social

Question 1

Hare Kris Society

Answer 1

reciprocity

Question 2

door in the face

Answer 2

large request, then small request, reciprocity

Question 3

nudges

Answer 3

no restriction, school canteen, enhance compliance

Question 4

jonestown

Answer 4

cult, social proof and uncertainty, enhancing compliance, people’s temple

Question 5

petrified forest national park

Answer 5

social proof uncertainty, enhacing compliance

Question 6

scarcity

Answer 6

ehance compliance, special offer

Question 7

elaboration likelihood model

Answer 7

central route, peripheral route

Question 8

foot in the door

Answer 8

consistency, enhancing compliance, small request, then large reuqest

Question 9

low ball techique

Answer 9

hidden cost after agreement, consistency, enhance compliance

Question 10

cognitive consistency

Answer 10

try to maintain internal consistency

Question 11

balance theory, who and what

Answer 11

Heider, we like people who think like is, odd number of positive relationships

Question 12

Newcomb studies

Answer 12

male student in student housing, balance theory

Question 13

Anson and Cope

Answer 13

Harsh experiment, ppl like nasty surperior, both hate their enemy

Question 14

Implicit Association test, what

Answer 14

prove prejudical reaction might be automatic

Question 15

LaPiere studies

Answer 15

Chinese couple

Question 16

Wicker & Mischel

Answer 16

found: weak connection between attitude and behavior

Question 17

how? improve a/b relationship

Answer 17

1. less social influence
2. be specific
   increase a/ strength

Question 18

Leon Festinger

Answer 18

cognitive dissonance theory

Question 19

Cognitive dissonance theory

Answer 19

rationalism, discomfort of inconsistancy action, cognitive consistency based

Question 20

Leon Festinger & Carlsmith

Answer 20

insufficient justication & dissonance

participant lie about it being fun for $1 instead of $20

Question 21

Ben Franklin

Answer 21

borrow his enemies books, lower dissonace

ppl will like the ppl who ask for a favour

insufficant justification

Question 22

Jecker & Landy

Answer 22

participant who donate money like the experi more

Question 23

Aronson & Mills

Answer 23

female doing none/mild/secere sexual stuff

the harder it is, the more they found it interesting

Question 24

Zimardo

Answer 24

grasshopper, mean and nice police, eat more for mean police

Question 25

Painting studies (insufficent justification)

Answer 25

Amnesics & dissonance love the one we picked more hate the others we didn't pick more

Question 26

cognitive dissonance require conscious awareness?

Answer 26

no

Question 27

Egan studies

Answer 27

Capchin Monkeys and M&M's, dislike the blue colour even more (didn;t pick initially)

Question 28

Hovland (Yale)

Answer 28

Message learning persuadtion

Question 29

Message learning persuation

Answer 29

ACA new incentives > old incentives

Question 30

Consideration

Answer 30

agreeing to request without a thought eg. photocopy queue

Question 31

Sherif

Answer 31

Norm formation Autokinetic illusion (spot light moved) (3 people)

Question 32

Autokinetic illusion

Answer 32

3 ppl estimate how much spot light moved beginning: alone then: group Sherif

Question 33

Asch's conformity studies

Answer 33

one participant , all are confederates no punish/reward

Question 34

factors that change the Asch studies

Answer 34

1. Group size 2.one dissenter 3.ppl experienced in non-conformity 4.anonymity (doing experi alone)

Question 35

Milgram

Answer 35

Milgram's obedience studies

Question 36

Milgram obedience studies variation what

Answer 36

cruel first study teacher and student variation: v1. victim's distance 2.closeness and legitimacy 3.Institutional authority 4. someone else shock the student

Question 37

Burger

Answer 37

Burger obedience studies

Question 38

Burger obedience studies what differences

Answer 38

same as Milgram's studies differences: 1.stop at 150 volts 2. give rewards nonetheless subject tried to disobey, but ineffective The empathy test

Question 39

The empathy test

Answer 39

in Burger's studies Tried to disobey but ineffective confusion & uncertainty increase conformity release from responsibility incremental involvement( foot in the door) increase volt step by step

Question 40

attractiveness of talker high and low credibility of talker (fast or slow talker)

Answer 40

source variable

Question 41

repetition fear (U-shape) mere exposure

Answer 41

message variables

Question 42

self esteem of people mood

Answer 42

Audience variables

Question 43

mere exposure

Answer 43

higher familiarity, like more, more persuaded but burnout: repeat but add variation in ads (e,g stories)

Question 44

Zajonc

Answer 44

Mere exposure