Psychology of Social Influence
Exam Materials
Course Introduction
Psychology of Social Influence examines the ways individuals' thoughts, feelings, and behaviors are affected by the presence, actions, or expectations of others. The course explores foundational theories and empirical research in areas such as conformity, compliance, persuasion, group dynamics, and obedience to authority. Students analyze real-world applications of social influence, including advertising, leadership, peer pressure, social media, and political campaigns, enhancing their understanding of how social forces shape decision-making and interpersonal interactions.
Recommended Textbook
Social Psychology and Human Nature Comprehensive Edition 3rd Edition by Roy F. Baumeister
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19 Chapters
2695 Verified Questions
2695 Flashcards
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Page 2
Chapter 1: The Mission and the Method
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215 Verified Questions
215 Flashcards
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Sample Questions
Q1) Explain the self-correcting nature of science.
Answer: Often in social psychology, two opposing sides of a position can point to experimental data that seems to support conflicting perspectives. Furthermore, some data may be flawed, leading to erroneous conclusions. Because science is an iterative process, each new study builds on previously published ones, correcting design flaws and erroneous conclusions along the way. Additionally, when new researchers replicate old studies, they are able to establish if the results are repeatable. If they are, we can have all the more confidence in them. If they are not replicated, then we may have to question if the results from the original study were a statistical fluke, and more research will be required. Over time, as researchers correct flaws and replicate previous studies, science can approximate the truth more and more closely.
Q2) Ed just stole $50 from his parents. In assessing Ed's motives, which of the following questions would a social psychologist be MOST likely to ask?
A) Is Ed unconsciously motivated to hurt his parents?
B) Is Ed a person with a weak moral character?
C) Does Ed have friends or other role models who are also stealing?
D) Is Ed mentally healthy enough to realize what he has done?
Answer: C
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Page 3
Chapter 2: Culture and Nature
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180 Verified Questions
180 Flashcards
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Sample Questions
Q1) Recall Solomon Asch's famous line-judging studies. In these studies, research subjects were asked to make judgments about unambiguous stimuli. They were asked to do this while in the presence of confederates who consistently gave incorrect responses. According to the textbook, one of the important conclusions to be drawn from Asch's research is that ____.
A) people look to authority figures for information-rather than to the environment
B) people look to authority figures for information-rather than to one another
C) people look to the environment for information-rather than to one another
D) people look to one another for information-rather than to the environment
Answer: D
Q2) If a stranger provoked you by saying something to you that was highly offensive, and you experienced a strong, immediate urge to get violent with the stranger. What would the origin of the impulse most likely be?
A) The automatic system, because it is a "gut reactor"
B) The automatic system, because it is guided by intention
C) The deliberate system, because the person who provoked her was a stranger
D) The deliberate system, because the stranger's provocation was verbal
Answer: A
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Chapter 3: The Self
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180 Verified Questions
180 Flashcards
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Sample Questions
Q1) As discussed in the textbook, the idea of an inner "true" self (a self that may not be explicitly apparent or reflected in outward behavior) may have its origins in ____.
A) World War II
B) Buddhism
C) existentialism
D) class prejudices
Answer: D
Q2) Social psychologists generally refer to two types of self-awareness. They are ____.
A) independent self-awareness and interdependent self-awareness
B) intrinsic self-awareness and extrinsic self-awareness
C) public self-awareness and private self-awareness
D) interpersonal self-awareness and agentic self-awareness
Answer: C
Q3) A person from China is MORE likely to have an interdependent self-construal than an independent self-construal.
A)True
B)False
Answer: True
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Chapter 4: Choices and Actions: The Self in Control
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185 Verified Questions
185 Flashcards
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Sample Questions
Q1) Researchers offered people free popcorn at the movies. Some people were offered fresh popcorn, while others were offered stale popcorn. People ate more ____.
A) fresh popcorn than stale popcorn
B) stale popcorn than fresh popcorn
C) fresh popcorn than stale if they were not in the habit of eating popcorn at the movies
D) fresh popcorn than stale if they were in the habit of eating popcorn at the movies
Q2) When people make short-range decisions (e.g., what they are going to do that week) rather than long-range decisions (e.g., decisions about things that are far off in the future), they tend to focus more on ____.
A) intrinsic rewards rather than extrinsic rewards
B) the cultural or social significance of things
C) high levels of meaning
D) practical constraints
Q3) Someone with a(n) ____________________ theory of intelligence believes that you can become smarter if you work hard, study, and apply yourself.
Q4) Habits are primarily influenced by the ____________________ system.
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Page 6
Chapter 5: Social Cognition
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177 Verified Questions
177 Flashcards
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Sample Questions
Q1) Jorge just received an A+ on a physics exam. If you make an external attribution for this event, what might you thinking?
A) "So what! The exam was really easy. I would have gotten an A+ too."
B) "Well, I'm still not that impressed. All Jorge ever does is study. If I studied all the time I would get grades like that too."
C) "Jorge must have some sort of natural gift for physics; he is really smart!"
D) "Jorge is probably really good at physics, but I bet he does really badly in all of his other classes."
Q2) A gain-framed appeal focuses on framing something in ____ terms.
A) negative
B) positive
C) neutral
D) truthful
Q3) The fundamental attribution error is sometimes also known as the ____.
A) correspondence bias
B) ultimate attribution error
C) self-serving error
D) covariation principle
Q4) Describe how one might reduce cognitive errors in processing social information.
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Chapter 6: Emotion and Affect
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191 Verified Questions
191 Flashcards
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Sample Questions
Q1) The term "affect balance" refers to ____.
A) the degree to which a person's affects are stable, or consistent, across time.
B) the degree to which a person's affects are stable, or consistent, across situations.
C) the frequency of one's positive emotions minus the frequency of one's negative emotions.
D) the average level of (positive) emotion experienced by a group or society.
Q2) Research on gender differences in empathy suggests that _____ in accurately understanding the emotional states of others.
A) women are quite a bit better
B) women are slightly better
C) there are no gender differences
D) men are quite a bit better
Q3) According to the text, emotions are ____, whereas moods are ____.
A) linked to particular events; not linked to particular events
B) not linked to particular events; linked to particular events
C) automatic responses; conscious evaluations
D) conscious evaluations; automatic responses
Q4) How does disgust act as a behavioral immune system?
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Page 8
Chapter 7: Attitudes, Beliefs and Consistency
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185 Verified Questions
185 Flashcards
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Sample Questions
Q1) Social psychologists use the term ____________________ attitudes to refer to the fact that people have two types of attitudes-automatic attitudes and deliberate attitudes-that are not always consistent with one another.
Q2) Research on religious beliefs shows that appealing to a higher (superordinate) power can be an effective way to reduce ____.
A) the mere exposure effect
B) belief perseverance
C) attitude polarization
D) dissonance
Q3) Consumer surveys (e.g., questionnaires that ask people what products they like and use) are primarily used to measure people's implicit attitudes.
A)True
B)False
Q4) The Implicit Association Test ("IAT") is primarily a measure of
A) automatic attitudes.
B) deliberate attitudes.
C) dual attitudes.
D) conditioned attitudes.
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Chapter 8: Social Influence and Persuasion
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183 Verified Questions
183 Flashcards
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Sample Questions
Q1) Jonah is pan-handling on the busy streets of Chicago. He keeps asking "spare some change?" to passers-by. No one gives him the time of day. To get better results, he starts saying, "spare twelve cents?" Jonah is using the pique technique.
A)True
B)False
Q2) Suppose that you work for the advertising division of a car company, and that you and your team are reviewing advertisements for a new safety feature. You are deciding between an ad with a low-fear message (which simply mentions the feature without demonstrating it), an ad with a moderate-fear message (which shows how the feature can help drivers avert accidents), and an ad with a high-fear message (which shows a horrific collision resulting from driving in a car without the feature). All else being equal, research on fear-based messaging would suggest that you should air ____.
A) the low-fear ad
B) the high-fear ad
C) the moderate-fear ad
D) either the low-fear ad or the high-fear ad, but not the moderate-fear ad
Q3) According to the ____________________, children and adolescents are more easily persuaded than adults.
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Chapter 9: Prosocial Behavior: Doing Whats Best for Others
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184 Verified Questions
184 Flashcards
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Sample Questions
Q1) In evolutionary theory, the tendency for people to help others who share their genes is known as ____________________.
Q2) In Milgram's classic research on obedience to authority, which of the following things was true?
A) The participants did not meet the "learner" until after the study was over.
B) The participants could not see or hear the "learner" during the course of the study.
C) When participants hesitated during the study, an experimenter would repeatedly prompt them to continue.
D) Participants could not tell what level of shock they were administering to the "learner."
Q3) According to the empathy-altruism hypothesis, ____.
A) all altruistic behavior is motivated by empathy
B) empathy motivates people to reduce others' distress
C) people who routinely engage in altruistic behavior gradually become less and less empathetic to others
D) people who routinely engage in altruistic behavior gradually become more and more empathetic to others
Q4) ____________________ is going along with the crowd.
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11
Chapter 10: Aggression and Antisocial Behavior
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184 Verified Questions
184 Flashcards
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Sample Questions
Q1) Which of the following conclusions is most accurate regarding the research on violence in the mass media and aggression?
A) It has shown that violent media can cause aggression.
B) It has shown that there is a relationship between violent media and aggression, but it has not shown causality.
C) It has shown that there is a relationship between violent media and aggression for men but not for women.
D) Conclusions are mixed; it has NOT shown a clear relationship between violent media and aggression.
Q2) Suppose Fred discovers that his girlfriend has been having an affair with one of his best friends for over a year. He completely freaks out and starts running through the streets, uncontrollably screaming and randomly attacking people and things. The term used by social psychologists to describe this kind of behavior is ____.
A) scapegoating
B) the bad apple effect
C) koro
D) running amok
Q3) What are the characteristics of people who frequently swear?
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Chapter 11: Attraction and Exclusion
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188 Verified Questions
188 Flashcards
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Sample Questions
Q1) Research on families indicates that the threat of expulsion often helps to ____.
A) hold the family together
B) split the family apart
C) maintain the property of the marriage but damage the relationship
D) damage the property of the marriage but maintain the relationship
Q2) Based on the social psychological definition of loneliness, it can be assumed that people are lonely if they ____.
A) are married but have no friends
B) do not see anyone for over a week at a time
C) do not have at least three people they talk to on a regular basis
D) do not have as much contact or connection with others as they would like
Q3) The situation in which Person X loves Person Y, but Person Y does not love Person X, is known as ____.
A) eponymous love
B) anonymous love
C) unrequited love
D) unrivalled love
Q4) Identify and discuss three of the factors that contribute to interpersonal liking (i.e., three of the things that, in general, make a person more or less likeable).
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Chapter 12: Close Relationships: Passion, Intimacy, and Sexuality
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178 Verified Questions
178 Flashcards
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Sample Questions
Q1) When people suspect that their spouses have been cheating on them, they are often correct. However, among cohabitating partners, approximately_____are wrong (they think their spouse is cheating when in fact their spouse has not cheated).
A) 70%
B) 50%
C) 35%
D) 20%
Q2) While ____________________ love may be the most effective for starting relationships, ____________________ love may be the most effective for sustaining them in the long term.
Q3) Which of the following comes closest to the social psychological term "extradyadic sex"?
A) Sexual foreplay
B) Having an affair
C) Having a threesome
D) Sex before marriage
Q4) While communal relationships are based on a norm of mutual respect and concern, exchange relationships are based on a norm of ____________________.
Page 14
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Chapter 13: Prejudice and Intergroup Relations
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176 Verified Questions
176 Flashcards
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Sample Questions
Q1) Explain what stereotype threat is, and how it affects performance.
Q2) Which of the following is least likely to be considered a stigma?
A) Being overweight
B) Having bad acne
C) Having double-jointed knees
D) Having cerebral palsy
Q3) Researchers Plant and Devine have identified two basic motives that people have for overcoming prejudice. These can be classified as ____.
A) internal and external
B) implicit and explicit
C) ingroup-driven and outgroup-driven
D) enhancement-based and consistency-based
Q4) Technically speaking, the term "homophobia" refers to excessive ____________________ of homosexuals or homosexual behavior.
Q5) Merely categorizing people into arbitrary groups like "red team" or "blue team" is sufficient to produce ingroup favoritism.
A)True
B)False
Q6) Describe the strategies available to overcome stereotypes and reduce prejudice.
Page 15
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Chapter 14: Groups
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179 Verified Questions
179 Flashcards
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Sample Questions
Q1) Explain how role differentiation satisfies two competing needs for humans as cultural animals.
Q2) In one study, a team of researchers sought to determine how big an impact the Chief Executive Officer (CEO) had on the performance of a company, as reflected in company profits. They concluded that the answer was about ____.
A) 0%
B) 1%
C) 5%
D) 14%
Q3) A traditional economist-who believes that humans always behave in rational, self-interested ways-would be MOST shocked to learn about the human tendency for
A) evaluation apprehension
B) social loafing
C) the bad apple effect
D) altruistic punishment
Q4) Social psychologists use the term ____________________ to refer to concern about how others are evaluating your performance.
Q5) What are the pros and cons of diverse groups as opposed to homogeneous groups?
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Chapter 15: Applying Social Psychology to Consumer Behavior
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22 Flashcards
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Sample Questions
Q1) As discussed in the text, the consumer consumption process begins ____.
A) long before we choose a product
B) when we recognize that we need a product
C) when we decide to shop for a product
D) when we choose among different products
Q2) Which of the following is one of the important ways in which consumers today differ from consumers in previous decades?
A) Consumers today experience more time poverty.
B) Consumers today are less likely to engage in polychronic activity.
C) Consumers today are less likely to feel anonymous during the shopping experience.
D) Consumers today have fewer product choices.
Q3) Maslow's hierarchy of needs can help marketing professionals ____.
A) maximize the role of the mere ownership effect
B) target their products to particular market segments
C) maintain brand loyalty despite changing the underlying product
D) use ambient smells to sell products
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17
Chapter 16: Applying Social Psychology to Health
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Sample Questions
Q1) The health belief model discussed in the text proposes that ____.
A) we form our health beliefs on the basis of observational information and our sense of self-efficacy
B) our beliefs about the effectiveness, ease, and consequences of doing (or not doing) a certain behavior determine whether we do (or do not do) that behavior
C) our beliefs about what others are doing vis-à-vis their health (whether accurate or not) guide our health-related behavior
D) we form our health beliefs by relying too much on what "feels good" either psychologically or physically
Q2) The tend-and-befriend response is ____.
A) a female pattern of responding to general stress
B) a style of responding to aggressive threats that is often taught in anger-management therapies
C) a style of responding to aggressive threats that is characteristic of some (non-human) animals when confronted by dominant opponents
D) a general orientation toward others that many people take on when encountering new, ambiguous situations
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Chapter 17: Applying Social Psychology to the Workplace
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Sample Questions
Q1) The process used by managers to determine their needs with regard to human resources, including retaining talented as well as removing poor performers, is called
A) job analysis
B) recruitment
C) performance review
D) workforce planning
Q2) If you discriminate against an individual in a protected class in a hiring decision, you must be sure that the reason for your discrimination is based upon a(n) ____.
A) performance review
B) OCB
C) quid pro quo
D) BFOQ
Q3) Women who work longer hours tend to eat ____ snacks than men who work the same number of hours.
A) more high fat and high sugar
B) more high fat but fewer high sugar
C) more high sugar but fewer high fat
D) less high fat and high sugar
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Page 19
Chapter 18: Applying Social Psychology to the Law
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Sample Questions
Q1) Suppose that, during jury selection for a criminal trial, defense lawyer Wickens decides that she does not want a potential juror named Bob Strange on the jury. He seems unpredictable to her, but potentially likely to favor the prosecution. She therefore tells the judge that she would like to have Bob removed from the jury panel (without stating her reasoning). It would appear that Bob is being removed via the process of
A) venire
B) voir dire
C) challenge for cause
D) peremptory challenge
Q2) Juries for robbery trials, assault trials, and other trials all go through a process of voir dire; juries for capital cases also go through a screening called ____.
A) venire
B) death qualification
C) continuance
D) peremptory challenge
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Chapter 19: Applying Social Psychology to the Environment
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Sample Questions
Q1) Humans obtain approximately ____% of their energy from nonrenewable, nonsustainable resources such as oil, coal, and gas.
A) 30
B) 50
C) 70
D) 90
Q2) Confronting people with the inconsistency between their attitudes and behaviors is a strategy for promoting behavior change known as ____.
A) scarcity manipulation
B) cognitive control
C) hypocrisy induction
D) the one-person trap
Q3) One of the key barriers to solving environmental problems such as overpopulation and global warming is ____.
A) rule of law
B) the fundamental attribution error
C) sensory overload
D) the commons dilemma
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