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13 Social Psychology

Key: Answer, Page, Type, Learning Objective, Level

Type A=Applied C=Conceptual F=Factual Level (1)=Easy; (2)=Moderate; (3)=Difficult

LO=Learning Objective SG=Used in Study Guide p=page

MULTIPLE CHOICE Social Influence: Conformity, Compliance, and Obedience

Learning Objective 13.1- What makes people want to conform to the actions of others?

1. Social psychology is the scientific study of how a person’s behavior, thoughts, and feelings are influenced by ______. a) cognition b) mental processes c) the real or imagined presence of others Correct. Social psychology is the scientific study of how a person’s behavior, thoughts, and feelings are influenced by a group. d) psychology Incorrect. Psychology is the scientific study of behavior and mental processes; social psychology is a separate field that focuses on an individual within the social world. ANS: c, p. 480, F, LO=13.1, (1)

2. Social psychology differs from psychology in its focus on ______. a) people’s susceptibility to clever advertising b) the individual within a group Correct. Social psychology differs from psychology in its focus on the individual within a group. c) abnormal behavior d) conformity Incorrect. Conformity is one aspect of social psychology, but social psychology’s main distinction from psychology is its focus on the individual within a group. ANS: b, p. 480, F, LO=13.1, (1)

175 3. “Look! Up in the sky! It’s a bird. It’s a plane. It’s Superman!” If you looked up, would you be conforming? a) Yes. You would be looking up because you were told to do so. Incorrect. Looking up because you are being told to look up is more like compliance. You have to look up because everyone else is if it is to be considered conformity. b) No. Conformity requires that you base your behavior on what other people are doing, not being told to do so. Correct. Conformity requires that you base your behavior on what other people are doing, not being told what to do. c) Yes. Conformity means doing what you are told or else. d. No. Looking up only means you are curious. ANS: b, p. 481, C, LO=13.1, (3)

4. Vince has always believed children deserve the best prenatal care available. During a class discussion, he hears the first of several speakers express very negative attitudes toward spending tax money on prenatal care for the poor. When it is his turn to speak, he voices an opinion more in keeping with the previous speakers. Vince’s behavior is an example of ______. a) compliance Incorrect. Compliance would be the case if someone had asked him to voice an opinion in keeping with the previous speakers. In this case, Vince did it on his own as a result of internal pressure to conform. b) persuasion c) conformity Correct. Conformity involves going along with the group despite one’s real opinion. d) obedience ANS: c, p. 481, A, LO=13.1, (2) SG

5. Giving in to indirect pressure to change your behavior and/or thoughts is called ______. a) obedience b) persuasion c) compliance Incorrect. Compliance occurs if you give in to a direct request. d) conformity Correct. Giving in to indirect pressure to change your behavior and/or thoughts is called conformity. ANS: d, p. 481, F, LO=13.1, (1)

6. In Solomon Asch’s study, which factor increased the rate of conformity? a) The task difficulty was increased. b) The confederates were all adults. Incorrect. The factor that increased the rate of conformity was the addition of confederates. c) The number of confederates increased. Correct. The more confederates, the greater was the rate of conformity. d) The participants were given two chances at responding. ANS: c, p. 481, F, LO=13.1, (2)

7. Which factor significantly decreased the likelihood of conformity in Solomon Asch’s studies? a) The task difficulty was increased. b) The confederates were all adults. Incorrect. The factor that decreased the likelihood of conformity was having one confederate who gave a correct response. c) One confederate gave a correct response. Correct. If even one confederate gave a correct response, the likelihood of conformity decreased. d) The participants were given two chances at responding. ANS: c, p. 481, F, LO=13.1, (2)

176 8. It is 1951, and you are required to participate in a perception experiment. You join seven others seated in a room. You are shown a 10-inch test line and must choose the line that matches it in length from a choice of three lines. The experimenter, Solomon Asch, is studying ______. a) bystander apathy b) social loafing c) groupthink Incorrect. Asch studied conformity, not groupthink, by using the 10-inch line. d) conformity Correct. Asch’s studied conformity by using a 10-inch line. ANS: d, p. 481, A, LO=13.1, (2)

9. Voluntarily yielding to social norms, even at the expense of one’s own preference, is called ______. a) obedience Incorrect. Obedience occurs when someone changes behavior in response to a command by an authority figure. b) submission c) conformity Correct. Conformity involves yielding to social norms despite one’s true preference. d) compliance ANS: c, p. 481, F, LO=13.1, (2)

10. ______is a response to pressure exerted by often unstated group norms. a) Conformity Correct. Conformity occurs when someone changes his or her behavior or thinking in order to be in accord with often unstated group norms. b) Obedience c) Compliance Incorrect. Compliance involves giving in to a direct request. d) Deindividuation ANS: a, p. 481, F, LO=13.1, (2)

11. Experiments showing the effects of group pressure on conformity were conducted by ______. a) Asch Correct. Solomon Asch first did experiments showing the effects of group pressure on conformity. b) Milgram Incorrect. Milgram studied obedience. c) Luchens d) Singer ANS: a, p. 481, F, LO=13.1, (2)

12. Asch’s studies showed that overall conformity to group pressure occurred about ______of the time. a) one-fifth b) one-third Correct. Asch’s studies showed that overall conformity to group pressure occurred about one-third of the time. c) one-half Incorrect. Asch’s studies showed that overall conformity to group pressure occurred about one-third of the time. d) three-fourths ANS: b, p. 481, F, LO=13.1, (2)

177 13. Asch found that the likelihood of conformity increased with group size until ______confederates were present. a) three b) four Correct. Asch found that the likelihood of conformity increased with group size until four confederates were present. c) five Incorrect. Asch found that the likelihood of conformity increased with group size until four confederates were present. d) six ANS: b, p. 481, F, LO=13.1, (1)

14. Recent research using the Asch paradigm has found less conformity in the United States than the original study found in the 1950s. The reason for this decrease in conformity may be that _____. a) the nature of the people in 1950s seemed to be more conforming Correct. The culture of the 1950s was more conformist than is today’s culture. b) people today are more obedient Incorrect. The decrease in conformity since the 1950s is believed to be due to the change of American culture into one that is less conformist. c) people in the 1950s had less money d) people today watch more television ANS: a, p. 481, F, LO=13.1, (2)

15. Which aspect of culture tends to decrease rates of conformity? a) sex-role stereotypes b) low socioeconomic status Incorrect. Low socioeconomic status actually increases conformity. c) high level of individualism Correct. People in individualistic cultures are less likely to conform than are people in collectivist cultures. d) high levels of societal dependence ANS: c, p. 481, C, LO=13.1, (2)

Learning Objective 13.2- What is groupthink?

16. When members of a group give priority to the cohesiveness of the group over the facts of a situation, they are engaging in what social psychologists call _____. a) groupthink Correct. When members of a group give priority to the cohesiveness of the group over the facts of a situation, they are engaging in groupthink. b) mass thought Incorrect. Mass thought sounds plausible but is not the term social psychologists use. c) consumerism d) solidarity think ANS: a, p. 482, F, LO=13.2, (1)

17. Close, friendly groups usually work well together, but they may face a problem involving an extreme form of conformity called ______. a) fundamental attribution error Incorrect. A fundamental attribution error is what occurs when people overestimate the influence of another person’s internal characteristics on behavior and underestimate the influence of the person’s situation. b) groupthink Correct. Members of a close, friendly group may engage in groupthink –(i.e., give priority to the cohesiveness of the group over the facts of a situation). c) generational identity

178 d) self-serving bias ANS: b, p. 482, F, LO=13.2, (1)

18. Which of the following is NOT an example of “groupthink?” a) the Challenger disaster b) the Titanic c) the Boston Red Sox Correct. This is a group that works together as a team and considers facts realistically. d) Bay of Pigs Incorrect. The Bay of Pigs fiasco IS an example of groupthink. ANS: c, p. 482, F, LO=13.2, (2)

19. Carlos and his work associates form a close, friendly group, and they usually work well together. However, they may face a problem involving an extreme form of conformity called ______. a) fundamental attribution error Incorrect. A fundamental attribution error is what occurs when people overestimate the influence of another person’s internal characteristics on behavior and underestimate the influence of the person’s situation; it is not a form of conformity. b) generational identity c) groupthink Correct. Members of a close, friendly group may engage in groupthink –(i.e., give priority to the cohesiveness of the group over the facts of a situation). d) self-serving bias ANS: c, p. 482, C, LO=13.2, (2)

20. The prime minister notices that her closest advisors never seem to disagree with her or with each other on a lot of important issues, such as arms control. She worries that she is not getting the pros and cons of different issues because her advisors are engaging in ______. a) compliance Incorrect. Compliance is doing what you are told to do. In this case, the group is just not getting the facts. b) intrinsic reinforcement c) latent learning d) groupthink Correct. Members of a close, friendly group may engage in groupthink –(i.e., give priority to the cohesiveness of the group over the facts of a situation). ANS: d, p. 482, A, LO=13.2, (2)

21. All of the following are causes for groupthink EXCEPT ______. a) the belief that the group can do no wrong Incorrect. This is a cause of groupthink. b) the belief that the group is invulnerable c)the belief that opposition to the group is unsound d) openness to differing opinions Correct. Groupthink results in lack of differing opinions. ANS: d, p. 482, F, LO=13.2, (2) SG

22. In what way is compliance different from conformity? a) Compliance is a response to a direct request, whereas conformity is a response to indirect social pressure. Correct. Compliance is a response to a direct request, whereas conformity is a response to indirect social pressure. b) Conformity and compliance are very similar; the distinction depends on whether one is a male of female. c) Conformity involves direct group pressure for change, whereas compliance involves orders or commands. Incorrect. Conformity does not involve direct group pressure. The group pressure is always indirect. d) Compliance involves eliciting reactance on the part of group members, whereas conformity involves subliminal persuasion. ANS: a, p. 483, C, LO=13.2, (3)

179 23. Behavior that is initiated or changed in response to a request as opposed to a command or direct order is an example of ______. a) obedience b) compliance Correct. Compliance is a response to a request. c) conformity Incorrect. Conformity involves adhering to often unstated group norms despite one’s own preferences. It does not involve a request or a command. d) persuasion ANS: b, p. 483, F, LO=13.2, (1)

24. ______is a change of behavior in response to an explicit request. a) Conformity b) Obedience Incorrect. Obedience is a change of behavior in response to a command or direct order. c) Compliance Correct. Compliance is a change of behavior in response to an explicit request. d) Deindividuation ANS: c, p. 483, F, LO=13.2, (1)

Learning Objective 13.3- What are four common ways to gain the compliance of another?

25. Many people hang up on telemarketers, but others will listen politely to their pitches even if they are not interested in the product. Telemarketers know that anyone who agrees to listen to a pitch is more likely to buy the product, thanks to the ______phenomenon. a) risky shift b) polarization c) foot-in-the-door Correct. The foot-in-the door phenomenon operates on the principle that after someone has complied with a small request (to listen to the pitch), that person is more likely to then comply with a larger request that follows (buying the product) because he or she wants to behave consistently. d) door-in-the-face Incorrect. The door-in-the-face phenomenon operates on the principle that after someone has turned down a large request, that person is more likely to then comply with a smaller request that follows because he or she wants to make up for refusing the first request. ANS: c, p. 483, A, LO=13.3, (1)

26. What term is used to describe compliance with an initial small request followed by compliance with a larger request? a) risky shift b) foot-in-the-door effect Correct. The foot-in-the door effect occurs when someone complies with a small request and then with a larger request that follows. c) door-in-the-face effect Incorrect. The door-in-the-face effect occurs when someone complies with a small request after having refused an initial large request. d) polarization phenomenon ANS: b, p. 483, F, LO=13.3, (1)

180 27. The tendency of people to comply with a second, larger request after complying with a small request is called the ______effect. a) lowball b) door-in-the-face Incorrect. The door-in-the-face effect occurs when someone complies with a small request after having refused an initial large request. c) foot-in-the-door Correct. The tendency of people to comply with a second, larger request after complying with a small request is called the foot-in-the-door effect. d) response cue ANS: c, p. 483, F, LO=13.3, (1)

28. You are in the market for a new car. You go from dealer to dealer and find they all follow the same procedure: every salesperson offers you a soda and asks you to take a test drive. Which two psychological techniques are behind the offer of the soda and the test drive? a) that’s-not-all and foot-in-the-door b) norm of reciprocity and foot-in-the-door Correct. The soda is an example of the norm of reciprocity, as you are supposed to feel as though you owe the salesperson something in return; the test drive is an example of the foot-in-the-door technique because you agree to a small request that the salesperson hopes will be followed by an agreement to buy the car. c) social facilitation and norm of reciprocity Incorrect. Social facilitation refers to a positive effect on one’s performance due to the presence of others. There is no social facilitation in the car dealership example. d) groupthink and social facilitation ANS: b, p. 483–484, A, LO=13.3, (2)

29. The tendency of people to comply with a second, lesser request after refusing a larger one is called the ______effect. a) lowball b) door-in-the-face Correct. The tendency of people to comply with a second, lesser request after refusing a larger one is called the door-in-the-face effect. c) foot-in-the-door Incorrect. The tendency of people to comply with a second, larger request after complying with a small one is called the foot-in-the-door effect. d) bait-and-switch ANS: b, p. 483–484, F, LO=13.3, (1)

30. A person asks you if you would volunteer to counsel delinquent youths at a detention center for two years. When you refuse, she asks you if you could supervise the youths during a trip to the zoo. She is using the ______effect. a) lowball b) door-in-the-face Correct. The door-in-the-face effect occurs when someone complies with a small request (the zoo trip) after having refused an initial large request (two years of volunteer work). c) foot-in-the-door Incorrect. The foot-in-the-door effect would occur if you were first asked to supervise the zoo trip and said yes and then were asked to do the two years of volunteer work and said yes. d) bait-and-switch ANS: b, p. 483–484, A, LO=13.3, (1)

181 31. You get a free sample of a new cereal in the mail. The company hopes you will try the cereal and then feel obligated to buy it. What term do psychologists use to describe this phenomenon? a) norm of reciprocity Correct. The norm of reciprocity involves the tendency of people to feel obligated to give something in return after they have received something. b) indebtedness c) augmented return d) social facilitation Incorrect. Social facilitation is an increase in performance caused by greater arousal. ANS: a, p. 484, A, LO=13.3, (2)

32. At the supermarket, a demonstrator gives away free samples of a new pizza. He also gives each taster a coupon worth $1 off his or her grocery bill. This manufacturer is depending on the social process of ______to increase sales. a) the norm of reciprocity Correct. The norm of reciprocity involves the tendency of people to feel obligated to give something in return after they have received something. b) deindividuation c) group polarization d) social facilitation Incorrect. Social facilitation is an increase in performance caused by greater arousal. ANS: a, p. 484, A, LO=13.3, (2) SG

33. A consultant was telling newly hired salespeople about techniques they can use to increase sales. At one point he was talking about increasing compliance by creating a sense of obligation. Because one of the last classes you took before you graduated was Social Psychology, you recognize the concept as ______. a) the norm of reciprocity Correct. The norm of reciprocity involves the tendency of people to feel obligated to give something in return after they have received something. b) indebtedness c) foot-in-the-door effect Incorrect. Foot-in-the-door effect occurs when you comply with a lesser request first and then feel obligated to comply with a larger one that follows. d) returning a favor ANS: a, p. 484, A, LO=13.3, (2)

34. A dealer persuades a customer to buy a new car by reducing the price to well below that of his competitors. Once the customer has agreed to buy the car, the terms of the sale are shifted by lowering the value of the trade-in and requiring the purchase of expensive extra equipment. Now the car costs well above the current market rate. This is an example of the ______procedure. a) lowball Correct. Lowball occurs when the cost of something increases after the commitment to buy has been made. b) foot-in-the-door Incorrect. Foot-in-the-door effect occurs when you comply with a lesser request before complying with a greater one. c) primacy d) bait-and-switch ANS: a, p. 484, A, LO=13.3, (2)

182 35. One form of the norm of reciprocity is when the merchant offers more than the consumer asks for. This is called the ______technique. a) that’s-all-folks b) one-mo’-time c) that’s-not-all Correct. The that’s-not-all technique occurs when the merchant throws in something extra that the consumer did not even ask for to make the consumer feel obligated to buy the product. d) there’s-still-more Incorrect. There’s-still-more sounds like it could mean the same thing as that’s-not-all, but it is not a term social psychologists use. ANS: c, p. 484, F, LO=13. 3, (1)

Learning Objective 13.4- What makes people obey the instructions or orders of others?

36. What is the main difference between obedience and compliance? a) There really is no difference. b) The perceived consequences are worse if you do not comply. Incorrect. The consequences are generally worse if you do not obey. c) The perceived consequences are worse if you do not obey. Correct. Obedience implies that the consequences will be bad if one does not obey. d) In compliance there usually is an authority figure but in obedience there is not. ANS: c, p. 485, F, LO=13.4, (1)

37. What is a difference between obedience and conformity? a) In obedience there is a perceived difference in status between the one who obeys and the one who makes the request. Correct. In obedience there is a perceived difference in status between the one who obeys and the one who makes the request. b) Conformity requires strict adherence to the rules whereas obedience does not. c) Obedience is an indirect request whereas conformity is a direct request. d) In conformity there is a perceived difference in status between the one who conforms and the group. Incorrect. In obedience there is a perceived difference in status between the one who obeys and the one who makes the request. This is not the case with conformity. ANS: a, p. 485, F, LO=13.4, (2) SG

38. Which statement correctly characterizes one aspect of Stanley Milgram’s study of obedience? a) Subjects were shown an ominous-looking shock machine that was marked 0 to 450 volts. Correct. Subjects were shown an ominous-looking shock machine that was marked 0 to 450 volts; they were told it was real. b) Participants in the study were randomly assigned to be teachers or learners. Incorrect. The assignments were not random: The learner was always a confederate. c) Participants were shocked when they made errors in reciting word pairs. d) A learner and the teacher sat side –by side across from the shock machine. ANS: a, p. 485, F, LO=13. 4, (1)

39. Imagine 100 individuals are asked to take part in a replication of Milgram’s famous study on obedience. How are these 100 people likely to respond? a) The majority would administer 450 volts as instructed. Correct. The Milgram experiment has been repeated at various times, in the United States and in other countries, and the percentage of participants who went all the way consistently remained between 61 and 66 percent. b) The majority would immediately realize the use of deception and leave. c) Most of the women would refuse to obey, whereas almost all of the men would obey. Incorrect. The Milgram study showed few sex differences. d) Most of the participants would work together to force the experimenter to end the experiment. ANS: a, p. 486, A, LO=13. 4, (3) SG

183 40. A social psychologist has been invited to give a community lecture on the importance of Milgram’s research. He asks a social psychology class for suggested titles. Which of the following titles might they suggest as the most appropriate? a) “Obedience and Aggression Are Inborn” Incorrect. Milgram did not find that obedience and aggression are inborn. b) “Do Not Underestimate the Power of Obedience” Correct. Milgram found that more people obeyed than he expected. c) “Training in Ethics Can Overcome the Pull of Obedience” d) “Make a Small Request First and the World Can Be Yours” ANS: b, p. 486–487, C, LO=13. 4, (3)

41. Which statement best describes an important finding of Milgram’s classic research? a) Individuals easily conform to group norms. Incorrect. Milgram’s study focused on obedience, not conformity. b) The presence of other people makes aggression more likely. c) People will easily obey an authority figure and do harm to others. Correct. Milgram did find that people will easily obey authority and do harm to others. d) Agreeing to a small request makes it more likely you will agree to a big request. ANS: c, p. 486–487, A, LO=13.4, (3)

42. What circumstance increases the likelihood of someone obeying an authority? a) the authority figure being absent b) personality traits Incorrect. There is no evidence of personality traits increasing obedience. c) the experimenter assuming responsibility Correct. If the experimenter assumes responsibility, the subjects feel less responsible and obey more easily. d) close proximity to the target of the behavior ANS: c, p. 486, A, LO=13. 4, (3)

43. Some have suggested that the results of Milgram’s obedience study may have been due to the ______effect. a) reciprocity Incorrect. The situation was not one in which the participant was made to feel he or she owed anyone anything. b) indebtedness c) foot-in-the-door Correct. Some thought the participants felt obliged to continue with each level of shock because they had already complied with the previous ones. d) returning-a-favor ANS: c, p. 487, F, LO=13.4, (1)

Learning Objective 13.5- How does the presence of other people affect a person’s performance on a task?

44. What is the term for an improvement in performance caused by the perception that others are watching? a) social loafing b) social idleness c) social facilitation Correct. Social facilitation is the term for the positive effect on one’s performance caused by the perception that others are watching. d) social productivity Incorrect. There is no such term as social productivity to refer to the positive effect on performance caused by the perception that others are watching. ANS: c, p. 487, F, LO=13.5 (1)

184 45. Dan really doesn’t feel like riding the stationary bicycle today, but he doesn’t want the people around him to think he is a slacker. If he decides to continue exercising, what concept might explain his actions? a) social loafing Incorrect. Social loafing is what occurs when someone slacks off of a task to let others carry the workload. b) social idleness c) social facilitation Correct. Social facilitation is the term for the positive effect on one’s performance caused by the perception that others are watching. Dan does more exercise because of this perception. d) social productivity ANS: c, p. 487, F, LO=13.5, (1)

46. John has practiced his difficult trumpet solo over and over before his performance. He has played it perfectly in his practice room. However, when he performs in public he makes mistakes due to his anxiety. John is a victim of ______. a) performance-in-public syndrome b) social impairment Correct. Social impairment occurs when a task is not as well performed due to arousal caused by the perception that others are watching. c) social facilitation Incorrect. Social facilitation is the term for the positive effect on performance caused by the perception that others are watching. d) social loafing ANS: b, p. 487, A, LO=13.5, (2)

47. In both social facilitation and social impairment, the key factor is ______. a) time b) the number of people Incorrect. The number of people is important only if it affects arousal. c) arousal Correct. Arousal interferes with performance. d) task difficulty ANS: c, p. 487, F, LO=13.5, (1)

48. People who exert less effort on a task when working in a group than they do when working individually are engaging in ______. a) groupthink b) social loafing Correct. People who exert less effort on a task when working in a group than when working individually are engaging in social loafing. c) social conformity Incorrect. Social conformity occurs when people behave according to group norms as opposed to their own preferences. d) malingering ANS: b, p. 487, F, LO=13.5, (1)

185 49. An individual who exerts less effort when working on a group task if individual contributions will not be evaluated is engaging in what is called _____. a) social loafing Correct. An individual who exerts less effort when working on a group task if individual contributions will not be evaluated is engaging in social loafing. b) social idleness c) social facilitation Incorrect. Social facilitation is the term for the positive effect on one’s performance caused by the perception that others are watching. d) the goof-off phenomenon ANS: a, p. 487, F, LO=13.5, (1)

50. A teacher decides against assigning group projects in which all group members get the same grade. What social psychological phenomenon might the teacher be concerned about? a) conformity b) social loafing Correct. The teacher knows that some students will slack off if they are not being evaluated for their individual performance due to a phenomenon known as social loafing. c) social influence d) social facilitation Incorrect. Social facilitation is the term for the positive effect on one’s performance caused by the perception that others are watching. ANS: b, p. 487, A, LO=13.5, (2) SG

51. How can a coach get his football team to perform better if he suspects they are exhibiting social loafing? a) introduce new challenges b) get the captain to apply pressure Incorrect. Getting the captain to apply pressure might help but is not the solution specifically for the problem of social loafing. c) grade their performance Correct. Social loafers stop their loafing when they are being evaluated on their individual performance. d) ignore the behavior ANS: c, p. 487, A, LO=13.5, (3)

Attitudes

Learning Objective 13.6- What are the three components of an attitude and how are attitudes formed?

52. A response, either positive or negative, toward a certain person, idea, or object is called ______. a) bystander apathy b) an attitude Correct. Attitude is a response, either positive or negative, toward a certain person, idea, or object. c) groupthink d) conformity Incorrect. Conformity is indirect compliance due to group pressure. ANS: b, p. 488, F, LO=13.6, (1)

186 53. What do we call judgments about people, objects, or thoughts? a) cognitions b) stereotypes c) attitudes Correct. Attitudes are responses, or judgments, either positive or negative, toward people, ideas, or objects. d) attributions Incorrect. Attributions are the explanations one comes up with for one’s own or other people’s behavior. ANS: c, p. 488 F, LO=13.6, (1)

54. Which of the following is the best example of the behavioral component of an attitude? a) Bea feels recycling is a great concept. b) Bob is upset when he hears a corporation plans to build a polluting plant near his home. c) Bill struggles to understand the arguments both sides present in a debate over a new manufacturing plant. Incorrect. The fact that Bill struggles to understand indicates that what he is doing is cognitive. d) Betty writes a letter to her senator asking for support of a law making corporations responsible for the pollution they cause. Correct. Writing is an action, or behavior. ANS: d, p. 489, C, LO=13.6, (2) SG

55. Attitudes are ______. a) innate b) generally positive Incorrect. Attitudes tend to be both positive and negative. c) learned Correct. Attitudes are learned from experience with the environment. d) unchangeable ANS: c, p. 489, F, LO=13.6, (1)

56. An attitude has ______major components. a) two b) four Incorrect. An attitude has three major components: thinking, behaving, and feeling. c) three Correct. An attitude has three major components: thinking, feeling, and behaving. d) five ANS: c, p. 489–490, F, LO=13.6, (1)

57. Which of the following is NOT one of the three major components of attitudes? a) beliefs Incorrect. The cognitive component of attitude involves thoughts and beliefs. b) feelings c) goals Correct. An attitude has three major components: thinking, behaving, and feeling. d) behaviors ANS: c, p. 489–490, C, LO=13.6, (2)

58. You want to visit Argentina but your attitude about Argentina is changing as you read the news about the kidnappings that have occurred there. Which component of attitude is being affected? a) affective b) cognitive Correct. You are developing new thoughts as you read facts about Argentina. c) behavioral Incorrect. Reading the newspaper is changing your thinking, not behavior. d) situational ANS: b, p. 490, A, LO=13.6, (2)

187 59. Roberta is trying to decide whether to vote for a political candidate. Based on what she has read about him, she has concluded that he is not qualified for the position, but she agrees with his political positions. Also, she trusts him and likes his decisive personality. In fact, she likes him so much that she sent a small donation to his campaign. Her opinion that the candidate is not qualified represents the ______component of her attitude toward him. a) cognitive Correct. Roberta’s thought process in evaluating the candidate’s qualifications is a cognitive one. b) feeling Incorrect. Roberta’s positive feeling about the candidate is affective, but her evaluation of his qualifications is cognitive. c) intuition d) behavioral ANS: a, p. 489–490, A, LO=13.6, (2)

60. Roberta is trying to decide whether to vote for a political candidate. Based on what she has read about him, she has concluded that he is not qualified for the position, but she agrees with his political positions. Also, she trusts him and likes his decisive personality. In fact, she likes him so much that she sent a small donation to his campaign. Her trust of the candidate represents the ______component of her attitude toward him. a) affective Correct. Trust is emotional and, therefore, is an affective component of attitude. b) cognitive Incorrect. Trust is emotional and, therefore, is an affective, not a cognitive, component of attitude. c) behavioral d) situational ANS: a, p. 489–490, A, LO=13.6, (3)

61. Roberta is trying to decide whether or not to vote for a political candidate. Based on what she has read about him, she has concluded that he is not qualified for the position, but she agrees with his political positions. Also, she trusts him and likes his decisive personality. In fact, she likes him so much that she sent a small donation to his campaign. Her sending a donation to the campaign represents the ______component of her attitude toward him. a) affective b) cognitive Incorrect. Sending a donation is an action and is, therefore, a behavioral, not a cognitive, component of attitude. c) behavioral Correct. Since sending a donation is an action, it is a behavioral component of attitude. d) situational ANS: c, p. 489–490, A, LO=13.6, (3)

62. Attitude formation is the result of a number of influences. What they have in common is that they are all forms of ______. a) learning Correct. You learn the components of the attitude you have. b) intuition c) reinforcement Incorrect. Reinforcement is only one part of a learning process. d) conformity ANS: a, p. 490–491, F, LO=13.6, (1)

188 63. “I hate Disneyworld. Whenever I take the kids there, I realize how much I hate that place.” Which method of attitude formation is involved in this example? a) direct contact Correct. The phrase “whenever I take the kids” shows that direct contact is the cause of the attitude. b) direct instruction c) vicarious conditioning d) observational learning Incorrect. The attitude comes from a direct experience, not an observation of someone else’s attitude. ANS: a, p. 490, F, LO=13.6, (1)

64. Kerry’s positive attitude toward China, even though she has never been there, seems to be related to the fact that her mother is Chinese and talks about China all the time with Kerry. Which method of attitude formation is involved in this example? a) direct contact b) direct instruction c) interaction with others Correct. The fact that Kerry’s mother talks about China all the time with Kerry and is Chinese indicates that her attitude is the result of interaction with her mother. d) classical conditioning Incorrect. Classical conditioning occurs when someone learns through repetition to respond in a certain way to a stimulus. ANS: c, p. 491, F, LO=13.6, (1) SG

Learning Objective 13.7- How can attitudes be changed?

65. Which communicator would likely be the most persuasive? a) an attractive person who is an expert Correct. Attractiveness and expertise have been shown to increase persuasiveness. b) a moderately attractive person who is an expert c) an attractive person who has moderate expertise d) a moderately attractive person who has moderate expertise Incorrect. The more expertise and the more attractive someone is, the more effective he or she can be as a persuader. ANS: a, p. 491, C, LO=13.7, (2) SG

66. What is the relationship between expertise and persuasion? a) Expertise has no effect on persuasion. b) Nonexperts tend to be the most persuasive. c) Greater expertise leads to greater persuasion. Correct. Expertise makes the persuader credible. d) Communicators with moderate expertise are the most persuasive. Incorrect. The more expertise, the better for the persuader. ANS: c, p. 491, C, LO=13.7, (2)

67. Expertise, attractiveness, and trustworthiness all relate to which factor of persuasion? a) channel b) message Incorrect. Attractiveness, expertise, and trustworthiness are aspects of the person trying to persuade, not aspects of the message. c) source Correct. Attractiveness, expertise, and trustworthiness are source characteristics, that is, characteristics of the persuader. d) audience ANS: c, p. 491, F, LO=13.7, (1)

189 68. Which of the following statements about sending a persuasive message is true? a) The greater the level of fear in a message, the more effective it will be in changing attitudes. b) It is best to give only your side of the argument. Incorrect. Research supports the idea that it is better to present both sides of the argument. c) Fear has not been properly investigated as a factor in attitude change. d) Too much fear in a message can create too much anxiety in the receiver for the the message to have the desired effect. Correct. Messages that induce too much fear are met with denial and are, therefore, ineffective. ANS: d, p. 491, C, LO=13.7, (2)

69. Which of the following qualities would make members of a target audience easier to persuade? a) highly educated members b) experts in the field c) younger members Correct. A younger target audience seems to be more likely to be easily persuaded. d) older members Incorrect. Older members of an audience seem to be harder to persuade. ANS: c, p. 491, F, LO=13.7, (1)

70. When George Bush said, “Everything in Iraq is going as planned. Trust me, I am the president,” he was using what form of the elaboration likelihood model? a) under-route processing b) peripheral route processing Correct. In peripheral-route processing one focuses on the source of the message rather than the content. c) central-route processing Incorrect. In central-route processing one focuses on the content rather than the source. d) classic-route processing ANS: b, p. 492, A, LO=13.7, (1)

71. The advice to “keep it simple stupid” suggests that political and other messages should be simple so that the audience will understand the content without distractions. This is an example of which type of processing suggested by the elaboration likelihood model? a) under-route processing b) peripheral-route processing Incorrect. In peripheral-route processing one focuses on the source of the message rather than the content. c) central-route processing Correct. In central-route processing one focuses on the content rather than the source. d) classic-route processing ANS: c, p. 492, C, LO=13.7, (2)

72. What process describes the use of social influence to cause other people to change their attitudes and behavior? a) enticement b) persuasion Correct. Persuasion is the use of social influence to cause other people to change their attitudes and behavior. c) conversion Incorrect. Conversion is the actual process of changing. The use of social influence to cause other people to change their attitudes and behavior is persuasion. d) affectance ANS: b, p. 491, F, LO=13.7, (1)

190 Learning Objective 13.8- What happens when a person’s attitudes don’t match the person’s actions?

73. Which of the following is the correct definition of cognitive dissonance? a) a state of tension that occurs when a person’s behavior does not correspond to the person’s attitude Correct. Cognitive dissonance is a state of tension that occurs when a person’s behavior does not correspond to the person’s attitude. b) the tendency for members of a group to avoid taking responsibility for their actions because they assume that others will do so Incorrect. The tendency for members of a group to avoid taking responsibility for their actions because they assume that others will do so is called diffusion of responsibility. c) the tendency for members of a close-knit group to think alike for the sake of harmony and to suppress disagreement d) a belief that a statement is true just because the person has heard it repeated over and over again ANS: a, p. 493, F, LO=13.8, (1)

74. A state of tension that occurs when a person’s attitudes do not match the person’s actions is called ______. a) cognitive dissonance Correct. Cognitive dissonance is a state of tension that occurs when a person’s behavior does not correspond to the person’s attitude. b) the validity effect c) the fundamental attribution error Incorrect. A fundamental attribution error occurs when people overestimate the influence of another person’s internal characteristics on behavior and underestimate the influence of the situation. d) routinization ANS: a, p. 493, F, LO=13.8, (1)

75. Which one of the following activities will NOT reduce cognitive dissonance? a) changing the behavior to match the attitude b) changing the thought to justify the behavior Incorrect. This activity will reduce cognitive dissonance. c) developing new thoughts to justify the behavior d) continuing the behavior in spite of the conflicting thoughts Correct. This activity will do nothing to reduce cognitive dissonance. ANS: d, p. 493, F, LO=13.8, (2)

76. Luis picks up a pack of cigarettes and reads, “Cigarette smoking is harmful to your health.” Which one of the following statements leads one to believe Luis is actually having cognitive dissonance? a) “I’ve been smoking my whole life and I don’t have health problems.” Incorrect. There is no conflict between what Luis is doing and how he thinks. b) “No one I know who smokes is sick.” c) “I know these cigarettes are killing me but I just can’t stop.” Correct. Luis is demonstrating that there is a clear conflict between what he is doing and what he is thinking. d) “That is not true. Cigarettes are not that harmful.” ANS: c, p. 493, A, LO=13.8, (2)

191 77. The World-Will-End-on-June-7 group got together on June 7 to pray as the world ended. The next day the world did not end. The leader of the group said, “Our prayers saved the world.” What process was responsible for the attitude change? a) operant conditioning Incorrect. There was no reinforcement or punishment in effect in this situation. b) cognitive dissonance Correct. The dissonance of the world not ending and their original beliefs made the necessity of reducing the dissonance. Saying their prayers saved the world served that purpose. c) classical conditioning d) positive reinforcement ANS: b, p. 493, A, LO=13.8, (3)

78. Which of the following is an example of cognitive dissonance? a) You are a lousy cook but you keep trying different recipes. b) You believe TV is for morons but are addicted to a sitcom that you watch every Tuesday night. Correct. If you think TV is for morons, then you must think that you yourself are a moron for watching TV. Cognitive dissonance occurs when your actions don’t match your attitudes. c) You dislike doing exercise but do it anyway to improve your health. Incorrect. There is no cognitive dissonance in doing exercise even though you don’t like to; you know that you are doing it solely for the health benefit, not for enjoyment. d) You are polite and civil to people you dislike. ANS: b, p. 493, A, LO=13.8, (2)

79. Which of the following would result in cognitive dissonance? a) Wearing glasses is dignified; a respected political leader wears glasses. b) Dresses are feminine; Britney Spears wears dresses. Incorrect. Britney Spears is feminine so these are consistent statements. c) Pink shirts are effeminate; Mel Gibson wears pink shirts. Correct. Mel Gibson is not effeminate so the first statement creates dissonance. d) Orange juice is healthy; I love orange juice. ANS: b, p. 493, A, LO=13.8, (2)

80. Which of the following would result in cognitive dissonance? a) I believe smoking is bad for my health; I love to smoke. Correct. These statements are dissonant. b) I believe exercising is healthy; I love to exercise. c) I believe dresses are feminine; Nicole Kidman sometimes wears pants. d) I believe profanity is childish; my father uses profanity. Incorrect. There is no conflict between attitude and actions in this example, since it is the father who uses profanity, not the person who believes profanity is childish. ANS: a, p. 493, C, LO=13.8, (2)

192 81. You’ve always disliked a particular coworker who strikes you as dishonest, but he is nice to you and does you favors, so you become friendly with him despite your misgivings. One day you learn that he stole personal items from your desk. You now decide to discontinue the friendship. Your negative attitude toward this coworker is strengthened through ______. a) operant conditioning b) instrumental learning c) classical conditioning Incorrect. Classical conditioning applies to the kind of learning that occurs with involuntary, reflexive behavior; befriending a coworker requires voluntary behavior. d) reduction of cognitive dissonance Correct. Cognitive dissonance occurred due to the conflict between your attitude (i.e., mistrust of this person) and your actions (i.e., being friendly). Once your suspicion about his dishonesty is confirmed and you discontinue acting friendly, there is no longer any cognitive dissonance. ANS: d, p. 493, A, LO=13.8, (2)

82. Which of the following was a finding in the classic study by Festinger and Carlsmith (1959)? a. Those who got $1 to perform a boring task said the task was more interesting than did those who got $20. Correct. They used cognitive dissonance to justify their poor pay. b) Those who got $20 to perform a boring task said the task was more interesting than did those who got $1. Incorrect. Contrary to popular belief, cognitive dissonance was supported.. c) Paid groups said the task was less boring than did nonpaid groups. d) Women performed the tasks for less money than men. ANS: a, p. 493, F, LO=13.8, (2) SG

83. Dr. Cirillo divided her first-period class into two groups. One group had to read 20 pages in a boring psychology text but would get 2 extra points on the next test. The other group also read 20 pages but were given 25 points added to the next test. The class members were then asked to tell the second-period class how interesting the book was. According to the results of the Festinger and Carlsmith study, what predictions could one make about the remarks of the first-period class? a) Both groups would say the pages were boring. Incorrect. According to Festinger and Carlsmith, there would be differences in how the groups perceived the reading. b) The first-period class would say the pages were boring but the second-period class would not. c) Both groups would say the pages were interesting. d) The first-period class would say the pages were interesting but the second-period class would say the pages were boring. Correct. The group that got such a small reward would reduce dissonance and say it was not so bad reading the pages. ANS: d, p. 493, A, LO=13.8, (3)

Impression Formation and Attrubution

Learning Objective 13.9- What are social categorization and implicit personality theories?

84. What is the term for the process of developing an opinion about another person? a) social interaction b) stereotyping Incorrect. Although stereotyping may be a component of impression formation, it is not the term for the process of developing an opinion about another person. c) impression formation Correct. Impression formation is the term for the process of developing an opinion about another person. d) interpersonal judgment ANS: c, p. 494, F, LO=13.9, (1) SG

193 85. Which of the following statements concerning social categorization is correct? a) It occurs without conscious awareness. Correct. Social categorization does occur without conscious awareness, which is the reason so many people don’t think they do it. b) It is deliberate and conscious. Incorrect. Social categorization does occur without conscious awareness. c) People who do it tend to be young and naïve. d) Social categorization is a relatively new phenomenon. ANS: a, p. 495, F, LO=13.9, (1)

86. Which term refers to a set of characteristics believed to be shared by all members of a particular group? a) stereotype Correct. The term stereotype refers to a set of characteristics believed to be shared by all members of a particular group. b) expectation Incorrect. Expectation may be a component in stereotyping but it is only one part of a bigger process. c) classification d) categorization ANS: a, p. 495, F, LO=13.9, (1)

87. Why do we engage in the stereotyping of people? a) to validate our assumptions Incorrect. Stereotyping is a cognitive process that all people engage in to reduce the amount of information we need to process. b) to help us perceive people more accurately c) to reduce the amount of information we need to process Correct. We engage in stereotyping in order to reduce the amount of information we need to process. d) to provide more complete information about individuals ANS: c, p. 495, C, LO=13.9, (2)

88. “We” have all different types of personalities and lots of endearing little quirks, whereas “they” all think and act alike. This assumption would be an example of the cognitive schema called______. a) mindlessness b) a stereotype Correct. Stereotyping helps us to reduce the complexity of our perceptions. c) a fundamental attribution error Incorrect. A fundamental attribution error is what occurs when people overestimate the influence of another person’s internal characteristics on behavior and underestimate the influence of the person’s situation. d) mental set ANS: b, p. 495, A, LO=13.9, (2)

89. Dave believes all college professors are irritable, impatient, and uninterested in whether students learn. His belief is an example of ______. a) consensus b) impressions Incorrect. Dave has taken his impressions and created a stereotype, or a set of characteristics that he believes are shared by all college professors. c) an attitude d) a stereotype Correct. A stereotype is a set of characteristics believed to be shared by all members of a particular group. ANS: d, p. 495, A, LO=13.9, (2)

194 90. According to the research on implicit personality theory, who among the following is most likely to think that personality is a changeable thing? a) Mark, an Irish American born in Kansas b) Yonghang, a Chinese American born in Hong Kong Correct. People native to Honk Kong seem to believe that personality is changeable. c) Tony, an Italian American born in New York d. Shireese, an African American born in New Jersey Incorrect. American-born individuals do not seem to believe personality is changeable. ANS: b, p. 495, F, LO=13.9, (1)

91. Which of the following descriptions best defines implicit personality theory? a) the set of assumptions people have about people, their actions, and their personality traits Correct. Implicit personality theory is the set of assumptions people have about people, their actions, and their personality traits. b) personal insights c) objective ideas about maladaptive behavior d) unconscious motives for aggressive behavior Incorrect. Implicit personality theory is the set of assumptions people have about people, their actions, and their personality traits. ANS: a, p. 495, F, LO=13.9, (1)

Learning Objective 13.10- How do people try to explain the actions of others?

92. Attributions are ______. a) reasons people make for why they and others do what they do Correct. Attributions are reasons people have to explain the behavior of themselves and others. b) innate personality traits c) genetic predispositions to behave a certain way Incorrect. Attributions are reasons people have to explain the behavior of themselves and others. d) physical qualities people have such as attractiveness ANS: a, p. 496, F, LO=13.10, (1)

93. Your best friend has been acting rather cool toward you lately. As you try to figure out why, you are engaging in the process called ______. a) attribution Correct. You are attributing motivations for your friend’s behavior. b) causal analysis Incorrect. Causal analysis is not a term used in social psychology. c) ascribing values d) nonverbal communication ANS: a, p. 496, F, LO=13.10, (1)

94. A group of Ray’s friends have been waiting for Ray for an hour. One says, “He never remembers anything.” Another says, “He’s probably caught in rush hour traffic.” What are these friends doing that might be of interest to a social psychologist? a) They are making attributions. Correct. They are attributing motivations for Ray’s behavior. b) They are reducing dissonance levels. c) They are conforming to the group’s norms. d) They are forming initial impressions of Ray. Incorrect. They are attributing motivations for his behavior. ANS: a, p. 496, F, LO=13.10, (1)

195 95. The study of the judgments people make as to whether someone else’s behavior is due to something about that person or due to the person’s situation is called ______. a) the primacy effect b) cognitive dissonance Incorrect. Cognitive dissonance theory focuses on how people justify their behavior. c) attribution theory Correct. The study of the judgments people make as to whether someone else’s behavior is due to something about that person or due to the person’s situation is called attribution theory. d) stereotyping ANS: c, p. 496, F, LO=13.10, (1)

96. “Look, Officer, I didn’t see the stop sign back there because the sun was in my eyes.” The police officer responds, “You were not paying attention.” How would a social psychologist describe this situation? a) Both individuals were making fundamental attribution errors. b) Both individuals were making situational attributions. c) The driver was making a dispositional attribution; the officer was making a situational attribution. Incorrect. The driver attributed his error to something in his situation, that is, the sun, whereas the officer attributed his error to something internal to him, that is, his lack of attention. d) The driver was making a situational attribution; the officer was making a dispositional attribution. Correct. The driver attributed his error to something in his situation, that is, the sun, whereas the officer attributed his error to something internal to him, that is, his lack of attention. ANS: d, p. 496, A, LO=13.10, (2) SG

97. Alex is standing in line at Wal-Mart waiting to pay for his purchases. A man cuts in front of the line and drops his items on the counter. Alex says to his friend, “That man is incredibly rude.” A social psychologist who is within earshot jots down a note so she can use the example in class. What does she write concerning Alex? a) He made a situational attribution. Incorrect. A situational attribution would be an assumption that the man had an externalreason why he had to cut the line. b) He made a dispositional attribution. Correct. Alex’s judgment that “the man is rude” is a dispositional attribution, as it assumes his behavior is due to his character. c) His remark is based on a stereotype. d) His remark is considered a collectivistic remark. ANS: b, p. 496, A, LO=13.10, (2)

98. When we make situational attributions we are identifying the cause of an action as something _____. a) in the environment Correct. When we make situational attributions, we are identifying the cause of an action as something “out there” in the environment. b) in the person’s disposition Incorrect. Identifying the cause of an action as something in a person’s disposition is what we do when we make a dispositional attribution. c) that is a biological trait d) something with an unconscious motivation ANS: a, p. 496, C, LO=13.10, (2)

196 99. Why is Jane laughing? The comedy club was full of people waiting for Bill, the comic of the evening. Many people were drinking alcohol. Jane does not drink. She laughs a lot though. No matter what happens Jane always laughs. When Bill the comic started his act, no one laughed but Jane. According to the fundamental attribution error, to what would we attribute Jane’s laughing? a) Bill is funny. b) The other people don’t like Bill. c) Jane has a laughing disposition. Correct. Given the situational information, we attribute Jane’s laughing to personal disposition. d) Jane knows Bill. Incorrect. No information would lead one to that conclusion. ANS: c, p. 497, C, LO=13.10, (2)

100. You observe a person at the grocery store get angry and yell at the cashier. Which of these attributions illustrates the fundamental attribution error? a) The yeller is a mean, angry person. Correct. A fundamental attribution error is what occurs when people overestimate the influence of another person’s internal characteristics on behavior and underestimate the influence of the person’s situation. In this case, it may be an error to assume that the person is mean and angry and overlook the possibility that he has a good reason to be angry and/or that he had a horrible day b) The cashier is overworked. c) The yeller has had a bad day. Incorrect. Making a situational attribution is not a fundamental attribution error. d) The cashier has had a bad day. ANS: a, p. 496, A, LO=13.10, (1)

101. Which statement is correct concerning cross-cultural research on the fundamental attribution error? a) Fundamental attribution error appears to be universal. Incorrect. There does seem to be differences in the way cultures make attributions. b) Most cultures attribute behavior to dispositional causes. c) Eastern cultures like Japan seem to make more situational attributions than Western cultures such as United States. Correct. There seems to be a tendency for Eastern cultures to make situational rather than dispositional attributions. d) Western cultures seem to make more situational attributions than Eastern cultures such. ANS: c, p. 496, F, LO=13.10, (1)

102. Which statement is the best explanation of the fundamental attribution error? a) We attribute most of what people do to the influence of situations. b) We rely on the first information we receive to make internal attributions. c) We are more likely to attribute another’s behavior to internal rather than to situational causes. Correct. A fundamental attribution error is what occurs when people overestimate the influence of another person’s internal characteristics on behavior and underestimate the influence of the person’s situation. d) We tend to attribute our successes to our own efforts and failures to the shortcomings of others. Incorrect. A fundamental attribution error is what occurs when people overestimate the influence of another person’s internal characteristics on behavior and underestimate the influence of the person’s situation. ANS: c, p. 496–497, C, LO=13.10, (2)

197 103. What do social psychologists call the tendency to rely on internal characteristics for explanations of the behavior of others and to ignore the influence of the situation? a) availability heuristic b) augmenting principle c) self-fulfilling prophecy Incorrect. A self-fulfilling prophecy occurs when you believe others’ expectations about you and live up to them. d) fundamental attribution error Correct. A fundamental attribution error is what occurs when people overestimate the influence of another person’s internal characteristics on behavior and underestimate the influence of the person’s situation. ANS: d, p. 496–497, F, LO=13.10, (3)

104. While watching Jeopardy, your roommate says, “Alex Trebek knows all the answers. He must be a genius.” You tell your roommate she probably would not have said that if she had attended class the day the instructor discussed the topic of ______. a) social facilitation b) stereotyping illusions c) internal attribution biases Incorrect. Internal attribution bias is not a term used in social psychology. d) fundamental attribution errors Correct. Your roommate attributed something that is situational (Trebek gets the answers ahead of time) to an internal characteristic (genius). ANS: d, p. 496–497, A, LO=13.10, (2) SG

105. Which of these people is most likely to commit the fundamental attribution error? a) a man watching someone trip and fall while crossing the street Correct. A fundamental attribution error requires one person to observe and make an attribution about someone else’s behavior. b) a woman buying a car c) a young boy who helps an old lady cross the street Incorrect. Fundamental attribution requires an observer. d) a gardener who runs over a rosebush with the mower ANS: a, p. 497, C, LO=13.10, (3)

106. Which statement is more likely to be true concerning attributions made by Americans versus Chinese people? a) They both tend to make situational cause errors. b) They both tend to make dispositional cause errors. Incorrect. Americans are more likely than Chinese people to erroneously attribute behavior to disposition. c) Americans are more likely to make the fundamental attribution error than are Chinese people. Correct. People from cultures that are individualistic, such as American culture, are more likely to make the fundamental attribution error than are people from cultures that are collectivistic, such as Chinese culture. d) Chinese people are more likely to make dispositional errors, whereas Americans are more likely to make situational errors. ANS: c, p. 497, C, LO=13.10, (3)

198 Prejudice and Discrimination

Learning Objective 13.11- What is the difference between prejudice and discrimination?

107. Prejudice is a(n) ______, whereas discrimination is a(n) ______. a) dislike; hatred Incorrect. Prejudice is a thought process, whereas discrimination is an action against a person or group that is often motivated by prejudice. b) hatred; dislike c) behavior; attitude d) attitude; behavior Correct. Prejudice is a thought process, whereas discrimination is an action against a person or group. ANS: d, p. 498, F, LO=13.11, (2)

108. A bank loan officer thinks people who speak with an accent are lazy; consequently, he refuses to grant them loans. The loan officer’s belief is an example of _____ . His refusal to grant them loans is an example of _____. a) discrimination; prejudice Incorrect. Prejudice is an unsupported, often negative belief about all people in a particular group, whereas discrimination is an action taken that is based on this belief. b) stereotyping; attribution c) attribution; stereotyping d) prejudice; discrimination Correct. Prejudice is an unsupported, often negative belief about all people in a particular group, whereas discrimination is an action taken that is based on this belief. In this case, the action is the refusal to grant loans. ANS: d, p. 498, A, LO=13.11, (2) SG

109. Luther operates a small nightclub that specializes in soul music and features up-and-coming African American singing groups. He actively discourages white couples from coming in and always gives them the worst seats if they insist on being admitted. Luther’s behavior is BEST described as an example of ______. a) prejudice Incorrect. Prejudice is an attitude, not a behavior. b) ambiguity c) discrimination Correct. Discrimination is a behavior toward an entire group of people. d) oppression ANS: c, p. 498, A, LO=13.11, (2)

110. Ralph, a white student who grew up in Maine, is about to enter the University of Southern California on an athletic scholarship. He is aware that many of his teammates will be black and assumes that they will dislike him and ostracize him. Ralph’s attitude is BEST described as an example of______. a) prejudice Correct. Prejudice is an unsupported, often negative attitude about members of a group. b) ambiguity c) nonconformity d)discrimination Incorrect. Discrimination is a behavior, not an attitude. ANS: a, p. 498, A, LO=13.11, (2)

199 111. A group of people viewed as competitors, enemies, or different and unworthy of respect is a(n) ______. a) pariah b) in-group Incorrect. An in-group is a group viewed as friends who are worthy of respect. c) threat-group d) out-group Correct. A group of people viewed as competitors, enemies, or different and unworthy of respect is an out-group. ANS: d, p. 498, F, LO=13.11, (1)

112. The group viewed as the one a person identifies with is called a (an) ______. a) pariah b) in-group Correct. The group with which a person identifies is an in-group. c) threat-group d) out-group Incorrect. An out-group is a group with which one does not identify. ANS: b, p. 498, F, LO=13.11, (1)

113. The realistic conflict theory focuses on conflict ______. a) within an in-group Incorrect. Most conflict occurs between different groups. b) between two groups Correct. Most conflict occurs between different groups. c) within an out-group d) between two members of an in-group ANS: b, p. 499, F, LO=13.11, (1)

114. What term do social psychologists use for the process of making people in an out-group responsible for the problems of people in the in-group? a) groupthink b) pariah formation Incorrect. The term social psychologists use for the process of making a people in an out-group responsible for the problems of people in the in-group is scapegoating. c) deindividuation d) scapegoating Correct. The term social psychologists use for the process of making a people in an out-group responsible for the problems of people in the in-group is scapegoating. ANS: d, p. 500, F, LO=13.11, (1)

115. Scapegoats are usually the group of people with ______. a) the most annoying customs Incorrect. Groups can get away with having annoying customs as long as they have power. b) the most unusual appearance c) the most money d) the least power Correct. Groups with the least power are typically used as scapegoats. ANS: d, p. 500, F, LO=13.11, (1)

200 Learning Objective 13.12- Why are people prejudiced, and how can prejudice be stopped?

116. Which of the following is NOT one of the processes associated with social identity theory? a) social categorization b) identification Incorrect. This is a process in social identity theory. c) authoritarianism Correct. Authoritarianism is not a process in social identity theory. d) social comparison ANS: c, p. 500, F, LO=13.12, (1)

117. Social comparison occurs when ______. a) someone asks you to give them directions b) two people order food in a restaurant Incorrect. Social comparison involves comparing oneself to another to improve one’s own self-esteem. Ordering food does not create this comparison; a beauty contest is a more accurate example. c) two people enter a beauty contest Correct. A beauty contest would be a good example of a situation in which people compare themselves to others. d) playing solitaire ANS: c, p. 500–501, C, LO=13.12, (2)

118. Which of the following statements supports the idea of social identity? a) My name is Dan and I play the trumpet. Incorrect. Playing the trumpet does not tell us about Dan’s social identity and group. b) My name is Mario and I like tuna fish. c) My name is Antonio and I belong to the best fraternity on campus. Correct. Tony is expressing social identity and being a part of an in-group. d) I am Sam and own a car. ANS: c, p. 501, C, LO=13.12, (1)

119. The part of a person’s self-concept that is based on his or her identification with a nation, culture, or ethnic group or with gender or other roles in society is called ______. a) the fundamental attribution error b) self-serving bias c) ethnocentrism Incorrect. Ethnocentrism is an overidentification with people who share one’s ethnic background or nationality to the exclusion of others. d) social identity Correct. Social identity is the part of a person’s self-concept that is based on his or her identification with a nation, culture, or ethnic group or with gender or other roles in society. ANS: d, p. 500, C, LO=13.12, (2) SG

120. All of the following terms are used in social identity theory EXCEPT ______. a) reference group Incorrect. One’s reference group is one’s in-group, and the term is used in social identity theory. b) control group Correct. Control group is a term used in the area of experimentation, not in social identity theory. c) identification d) social comparison ANS: b, p. 500, F, LO=13.12, (1)

201 121. A college instructor’s schedule has her teaching an honors section of psychology. Halfway through the semester, she is told that her class was NOT an honors section after all. She responds, “This is the best class I have ever taught and the grades prove it.” What concept might a social psychologist use to explain the high grades this class obtained and the teacher’s high opinion of the class? a) subject bias Incorrect. Subject bias refers to the tendency of subjects in an experiment to behave a certain way. b) self-fulfilling prophecy Correct. Her expectations set a high standard that caused the class members to perform better than they would have otherwise. c) covert sensitization d) collectivism ANS: b, p. 501, A, LO=13.12, (3)

122. When the expectations of one person bring about the expected behavior in another person, the expectation has become a(n) ______. a) attribution Incorrect. An attribution is an explanation a person comes up with about the motivations behind someone else’s behavior. b) response characteristic c) self-fulfilling prophecy Correct. When the expectations of one person bring about the expected behavior in another person, the expectation has become a self-fulfilling prophecy. d) primary drive ANS: c, p. 501, F, LO=13.12, (1)

123. Stereotype threat is anxiety related to the phenomenon known as _____. a) attribution b) response characteristic Incorrect. Stereotype threat occurs when you believe the stereotype about your group. c) primary drive d) self-fulfilling prophecy Correct. People worry that they may bring about a self-fulfilling prophecy by behaving in ways that confirm the stereotype about their group. ANS: d, p. 501, F, LO=13.12, (1)

124. The Robber’s Cave experiment showed that ______. a) playing athletic games, such as football and baseball, reduces us–them hostility Incorrect. Playing athletic games tends to increase us–them hostility. b) watching movies together, and similar quiet interactions, reduces us–them hostility c) engaging in mutually exciting activities, such as tug-of-war, reduces us–them hostility d) interdependence in solving crises together reduces us–them hostility Correct. The Robber’s Cave experiment showed that interdependence in solving crises together reduces us–them hostility. ANS: d, p. 502, C, LO=13.12, (3)

125. All of the following are ways to reduce prejudice EXCEPT ______. a) mutual interdependence Incorrect. Mutual interdependence is a great way to decrease prejudice. b) equal status contact c) scapegoating Correct. Scapegoating, which involves taking out one’s hostility on an entire group that is not necessarily the source of one’s anger, only increases prejudice. d) intergroup contact ANS: c, p. 501, F, LO=13.12, (1)

202 126. How does the jigsaw classroom operate? a) Students compete to win a top award. Incorrect. There is less competition in the jigsaw classroom. b) Students are each given a piece of information that must be shared to solve a problem. Correct. In the jigsaw classroom, students are each given a piece of information that must be shared to solve a problem. c) Students are told that one student holds the key to solving a problem and they must find out who it is. Incorrect. In the jigsaw classroom, students are each given a piece of information that must be shared to solve a problem. d) Students are all given separate puzzles to solve. ANS: b, p. 502, F, LO=13.12, (2)

Liking and Loving: Interpersonal Attraction

Learning Objective 13.13- What factors cause people to be attracted to each other?

127. We tend to ___ attractive people more than we do less attractive people. a) like Correct. Unfortunately, social psychologists have found that we tend to like attractive people more than unattractive people. b) dislike Incorrect. Social psychologist have found that we tend to like attractive people more than unattractive people. c) ignore d) hate ANS: a, p. 503, F, LO=13.13, (1) SG

128. What term do psychologists use to describe our liking of other people? a) love Incorrect. This is a strong emotional affection for another person. b) appeal c) interpersonal attraction Correct. Psychologists use the term interpersonal attraction to describe our liking of other people. d) cognitive dissonance ANS: c, p. 503, F, LO=13.13, (1)

129. How are proximity to others and attraction correlated? a) not correlated b) positively correlated Correct. We tend to like those who are nearby. c) negatively correlated Incorrect. We tend to like those who are nearby. d) inversely correlated ANS: b, p. 503, F, LO=13.13, (1)

130. The term psychologists use for how close two people live to each other is ______. a) similarity Incorrect. Similarity has to do with how people are alike. The term psychologists use for how close people live to each other is proximity. b) proximity Correct. Proximity means physical nearness. c) propinquity d) complimentarity ANS: b, p. 503, F, LO=13.13, (1)

203 131. “I adore the girl next door.” This phrase refers to what rule of attraction? a) saturation effect b) proximity Correct. Proximity refers to being near someone else. c) birds-of-a-feather effect Incorrect. This refers to similarity, not proximity. d) foot-in-the-door effect ANS: b, p. 503, C, LO=13.13, (2)

132. “Birds of a feather” is a phrase that refers to ______. a) similarity Correct. “Birds of a feather” refers to similarity, as birds with the same kinds of feathers are likely to be of the same species. b) reinforcement c) self-disclosure Incorrect. “Birds of a feather” refers to similarity, as birds with the same kinds of feathers are likely to be of the same species. d) emotional expression ANS: a, p. 503, C, LO=13.13, (2)

133. When opposites attract, it is said that they have ______characteristics. a) proximal Incorrect. Proximity means nearness. b) complimentary Correct. Things that “complement” each other tend to be opposites. c) rewarding d) reciprocal ANS: b, p. 503, F, LO=13.13, (1) SG

134. Which of the following illustrates the power of complementary traits? a) A dominant woman marries a submissive man. Correct. Dominance and submissiveness are opposite qualities. b) A girl marries the boy next door. Incorrect. Marrying the person next door illustrates the power of proximity, not complementary traits. c) Two tennis players become good friends. d) A girl and a boy who both like jogging fall in love. ANS: a, p. 503, C, LO=13.13, (3)

135. Which of the following examples describes the rule of attraction called reciprocity of liking? a) Mary likes Julio because he is so different from her. b) Sabrina loves Clark because he lives next door to her. Incorrect. Liking someone who lives close to you is the proximity rule. c) Tameka likes Raphael because he likes her. Correct. Reciprocity of liking means that we like those who like us. d) Marcia likes Donald because he is rich. ANS: c, p. 503, A, LO=13.13, (1)

204 Learning Objective 13.14- What is love and what are the different forms that love can take?

136. All of the following are Sternberg’s components of love EXCEPT ______. a) passion b) intimacy c) loyalty Correct. According to Sternberg, the three components of love are passion, intimacy, and commitment. d) commitment Incorrect. According to Sternberg, the three components of love are passion, intimacy, and commitment. ANS: c, p. 504, F, LO=13.14, (1)

137. Which type of love is defined as commitment only? a) infatuation b) consummate love c) companionate love Incorrect. Companionate love includes intimacy as well as commitment. d) empty love Correct. Empty love involves commitment alone. ANS: d, p. 504, F, LO=13.14, (1)

138. Which type of love is defined as passion only? a) seduction b) infatuation Correct. Infatuation is passion without intimacy or commitment. c) romantic Incorrect. Romantic love is passion and intimacy but no commitment. d) companionate ANS: b, p. 504, F, LO=13.14, (1)

139. Which type of love is defined as having only intimacy and commitment? a) seduction b) empty Incorrect. In empty love there is only commitment, no intimacy. c) infatuation d) companionate Correct. Companionate love has commitment and intimacy but no passion. ANS: d, p. 504, F, LO=13.14, (1)

140. Herbie and Irene have been married for almost 55 years. Through it all they have remained committed to each other and have been as close as two people can be. Over the years the passion has waned but they still stayed together. Sternberg would call this type of love ______. a) consummate Incorrect. Consummate love has intimacy, commitment, AND passion. b) romantic c) intimate d) companionate Correct. Companionate love has the components of intimacy and commitment but not passion. ANS: d, p. 504, F, LO=13.14, (2)

205 Agression and Prosocial Behavior

Learning Objective 13.15- How is aggressive behavior determined by biology and learning?

141. The hormone associated with aggression seems to be ______. a) testosterone Correct. The hormone associated with aggression seems to be testosterone, and it’s the one males have the most of. b) estrogen Incorrect. Estrogen, the hormone found in higher amounts among females, is not associated with aggression. c) MDH d) peptone ANS: a, p. 506, F, LO=13.15, (1)

142. In Zimbardo’s prison study, male college students agreed to participate in a two-week experiment to discover what would happen when they took on the roles of prisoners and guards. After the prisoners staged a revolt, the researchers found that ______. a) the guards became more aggressive Correct. After the prisoners staged a revolt, the researchers found that the guards became more aggressive, and the study had to be stopped. b) all of the guards decided to quit the experiment c) the guards tried to be “tough but fair” d) the experimenters had everyone switch roles Incorrect. The participants never switched roles. ANS: a, p. 507, A, LO=13.15, (3)

143. What actual event could have been predicted based on the results of Zimbardo’s classic prisoner study at Stanford University? a) the prison break at Attica prison in New York Incorrect. The impact of social roles was not as evident in the prison break. b) the events in Waco, Texas, in which followers of a cult were killed by government agents. c) the events at Abu Gharib prison in Iraq. Correct. These events seem to mirror Zimbardo’s examination of social roles. d) the attacks on the World Trade Center on September 11, 2001 ANS: c, p. 507, A, LO=13.15, (2)

144. One conclusion of much of the research on media and violence is that ______. a) TV causes violence b) aggressive children tend to watch violent TV more than nonaggressive children Correct. This makes sense because there is a predisposition to be aggressive. c) TV tends to make nonaggressive children become aggressive Incorrect. This popular misconception has been proven unreliable many times. d) violent TV programs are responsible for over 75 percent of aggression among children ANS: b, p. 508, F, LO=13.15, (2)

206 Learning Objective 13.16- What is altruism?

145. What term refers to helping behavior that is performed voluntarily for the benefit of another person, with no anticipation of reward? a) altruism Correct. Altruism is defined as helping others for no personal benefit b) collectivism c) interdependence d) humanitarianism Incorrect. Humanitarianism means almost the same thing as altruism but is not the term social psychologists use for the helping behavior that is performed voluntarily for the benefit of another person, with no anticipation of reward. ANS: a, p. 509, F, LO=13.16, (1) SG

Learning Objective 13.17- What is the bystander effect?

146. What term do psychologists use for the phenomenon that occurs when people are less likely to aid a person in trouble if there are other people around who are also potential helpers? a) bystander effect Correct. The bystander effect is the phenomenon that occurs when people don’t help because they think others will do so. b) sole-witness effect c) subtle aggressive effect d) antisocial behavior effect Incorrect. There is no such term as antisocial behavior effect in social psychology. ANS: a, p. 509, F, LO=13.17, (1)

147. A car crash woke John from his afternoon nap. When he looked out his apartment window, he saw several people milling around two smashed cars. He decided not to dial 911 because he assumed someone had already called. John’s reaction is an example of ______. a) the bystander effect Correct. The bystander effect is the phenomenon that occurs when people don’t help because they think others will do so. b) pluralistic compliance c) obedience to authority d) conformity to social norms Incorrect. Conformity to social norms does not explain John’s inaction, as it would be considered normal to call for help. ANS: a, p. 509, A, LO=13.17, (3)

148. In a crowded mall parking lot, dozens of people hear a female voice yell, “He’s killing me!” Yet no one calls the police. What is the reason for the lack of action, according to Darley and Latané? a) People are too busy to respond. b) Most people “do not want to become involved.” Incorrect. According to Latané and Darley, very few people say they do not want to become involved. c) The fight-or-flight response is not activated when others are in danger. d) Diffusion of responsibility is the reason most people do not respond. Correct. Diffusion of responsibility is what happens because each person thinks someone else will call for help (i.e., take responsibility). ANS: d, p. 509, A, LO=13.17, (2) SG

207 Learning Objective 13.18- What did Latané and Darley discover about the presence of others and helping behavior?

149. According to the research of Latané and Darley, which of the following situations would be the most likely in which someone would offer to help? a) person on the side of the road with a flat tire during rush hour b) person asking for help in a crowded stadium parking lot c) person falling down coming out of an elevator with only one other person in it. Correct. Latané and Darley predict that the fewer number of people present the more likely someone will help. d) a student falling off a ladder outside a full classroom Incorrect. Latané and Darley predict that the fewer number of people present the more likely someone will help. The full classroom would lower the chance of someone helping. ANS: c, p. 510, F, LO=13.18, (2)

Learning Objective 13.19- What decisions have to be made before a person will help someone?

150. Which of the following individuals would be the LEAST likely to help? a) Carrie, who sees Carl’s car is on fire b) Leah, who while walking alone sees a young boy caught in a sewer drain pipe c) Susanna, who is in a bad mood and sees a car flip over on a crowded intersection Correct. Bad mood and crowds lower the chances that someone will help. d) Jessica, who is a nurse and sees a man having a heart attack in his car in a deserted parking lot. Incorrect. Being alone as well as noticing the event and having the skills to help would increase the likelihood of helping. ANS: c, p. 511, F, LO=13.19, (2)

151. All of the following are decision points in helping behavior EXCEPT ______. a) noticing Incorrect. Noticing is a decision point. b) defining an emergency c) taking responsibility d) diffusion of responsibility Correct. Diffusion of responsibility stops a person from helping. ANS: d, p. 511, F, LO=13.19, (1) SG

Applying Psychology to Everyday Life: Anatomy of a Cult

Learning Objective 13.20- Why do people join cults?

152. Which of the following individuals is the most likely candidate to join a cult? a) Dan who just got a job, has a great marriage but is unhappy with his religion Incorrect. Being dissatisfied with religion is not enough. Dan is also in a good relationship and has a job, making him an unlikely candidate for a cult. b) Jane who is a straight A student and has a great relationship with her parents but just broke up with her boyfriend c) Glenn who lives with his strict parents, never fights back when people call him names, and builds Star Trek symbols out of wood Correct. Unassertive and stressed individuals who are idealistic are great candidates for cults. d) Brenda who is disappointed with the president, lives with her sister, and has a great job ANS: c, p. 512, C, LO=13.20, (2)

208 TRUE OR FALSE

153. Giving in to indirect pressure to change your behavior and thoughts is called obedience. ANS: F, p. 481, LO=13.1

154. Collectivist cultures seem to be more conducive to conformity than individualistic cultures. ANS: T, p. 481, LO=13.1

155. You receive a call at home from a telemarketer who wants you to listen to a pitch for aluminum siding. If you agree to listen, you are more likely to buy siding—a phenomenon known as the foot-in-the-door technique. ANS: T, p. 483, LO=13.3

156. The purpose of Milgram’s study on obedience was to find out how many people would obey an authority figure when directly ordered to violate their own ethical standards. ANS: T, p. 485, LO=13.4

157. Social loafing occurs when a member of a team slows down, letting others work harder. ANS: T, p. 487–488, LO=13.5

158. An attitude has four major components. ANS: F, p. 489–490, LO=13.6

159. The greater the level of fear in a message, the more effective it will be in changing attitudes. ANS: F, p. 492, LO=13.7

160. Stereotypes overestimate the differences among people in other groups. ANS: F, p. 495, LO=13.9

161. Following their classic study, Festinger and Carlsmith (1959) reported that those who got $1 for a boring task said it was more interesting than those who got $20. ANS: T, p. 493, LO=13.7

162. Social categorization occurs without conscious awareness. ANS: T, p. 495, LO=13.9

163. Alex is standing in line at Wal-Mart waiting to pay for his purchases. A man cuts in front of the line and drops his items on the counter. Alex says, “That man is incredibly rude." Alex just made a situational attribution. ANS: F, p. 496, LO=13.10

164. People from collectivist cultures are more likely to make attributions based on dispositions than are people in more individualistic cultures. ANS: F, p. 497, LO=13.12

165. The Robber’s Cave experiment showed that playing athletic games, such as football and baseball, reduces us– them hostility. ANS: F, p. 501–502, LO=13.12

166. According to Sternberg, consummate love requires only passion and intimacy. ANS: F, p. 505, LO=13.14

167. According to Darley and Latané, the main factor causing people to refrain from helping is not wanting to get involved.

209 ANS: F, p. 510–511, LO=13.17

SHORT ANSWER

168. What is groupthink? LO=13.2, p. 482

169. Describe one of the components of attitude. LO=13.6, p. 489-490

170. What should a message accomplish to be effective? LO=13.7, p. 491-492

171. Give an example of what happens when a person’s attitude does not match his or her behavior. LO=13.8, 492-493

172. Briefly describe social categorization. LO=13.9, p. 494-495

173. What is the difference between prejudice and discrimination? LO=13.11, p. 498

174. Give two ways in which prejudice can be stopped. LO=13.12, p. 501-502

175. List and define Sternberg’s components of love. LO=13.14, p. 504-505

176. Give one reason why televised violence may cause a child to be aggressive. LO=13.15, p. 508

177. Define altruism. LO=13.16, p. 509

210 ESSAY

178. The obedience study conducted by Stanley Milgram has become world famous. More than 1,000 people at several American universities went through replications of the study. In addition, researchers in other countries, such as Spain and the Netherlands, have used Milgram’s procedures. Explain in detail the procedures that Milgram used in his study and then analyze his results. What conclusions did Milgram reach? How have critics reacted to his research? LO=13.4, p.485-487

179. How do advertisers use the principles of persuasion discussed in your chapter? Pick a television commercial and use it as an example of the components of persuasion. LO=13.7, p. 491-492

180. According to attribution theory, the explanations we create for our behavior and the behavior of others generally fall into two categories. Describe these two categories. In your essay, discuss key concepts in attribution theory, such as the fundamental attribution error. LO=13.10, p. 496-497

181. Using Sternberg’s triangular theory of love, describe two relationships in your life (e.g., your parents or your current love relationship) and discuss how these relationships fit into one or more of Sternberg’s forms of love. LO=13.14, p. 504-505

182. If you saw someone on the side of the road with a flat tire, would you help that person? What factors would influence whether you would help or not? Include terminology discussed in the Latané and Darley study discussed in your text. LO=13.16-13.17, p. 509-511

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