Social Influence and Persuasion Exam Review
Course Introduction
This course explores the psychological principles and processes underlying social influence and persuasion. Students will examine how attitudes, beliefs, and behaviors can be shaped by communication, social norms, group dynamics, and authority. The course covers key theories of persuasion, the role of emotions and cognition in decision-making, and practical strategies used in advertising, politics, health campaigns, and everyday interactions. Through case studies and experimental research, students will develop a critical understanding of the ethical implications and real-world applications of social influence.
Recommended Textbook
Social Psychology Goals in Interaction 6th Edition by Douglas Kenrick
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14 Chapters
1808 Verified Questions
1808 Flashcards
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Page 2
Chapter 1: Introduction to Social Psychology
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129 Verified Questions
129 Flashcards
Source URL: https://quizplus.com/quiz/12575
Sample Questions
Q1) In order to be useful,a psychological test must be ________ and ________.
A) accurate; representative
B) valid; convergent
C) reliable; valid
D) representative; reliable
Answer: C
Q2) All of the following are potential problems with the survey method EXCEPT
A) respondents may not accurately remember the answers to the questions.
B) respondents may be dishonest.
C) it is difficult to obtain enough data about important issues with a survey.
D) if respondents select themselves for participation, they may not be a representative sample.
Answer: C
Q3) The field that also studies such topics as prejudice and aggression,but from the level of the group,is
A) anthropology.
B) sociology.
C) cognitive neuroscience.
D) biology.
Answer: B
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Chapter 2: The Person and the Situation
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131 Verified Questions
131 Flashcards
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Sample Questions
Q1) Cultural norms which value getting along with others,seeking peace,and not standing out from a crowd are consistent with
A) collectivistic cultures.
B) independent cultures.
C) individualistic cultures.
D) directivist cultures.
Answer: A
Q2) You decide to spend your spring break among the huge crowds of Mardi Gras.Your roommate decides to rent a cabin with three close friends.According to social psychological research,which of the following is most likely to happen?
A) Your roommate will feel more stressed after spring break than you.
B) You will experience more stress during spring break than your roommate.
C) You will have more fun during spring break than your roommate.
D) Your roommate will have more fun than you.
Answer: B
Q3) Define willpower and provide an example.
Answer: Willpower is the self-control strength used to overcome counterproductive impulses to achieve difficult goals.
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Chapter 3: Social Cognition: Understanding Ourselves and Others
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130 Verified Questions
130 Flashcards
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Sample Questions
Q1) What is a benefit of engaging in upward social comparison?
A) It conserves mental energy.
B) It reduces stress.
C) It motivates one toward self-improvement.
D) It enhances one's self-esteem by derogating others.
Answer: C
Q2) No matter how motivated we are to be accurate,we won't be able to think deeply if
A) we are accountable to others.
B) we lack the necessary cognitive resources.
C) we are in a sad mood.
D) we are low in need for structure.
Answer: B
Q3) Which of the following factors was discussed as related to increased accuracy in social cognition?
A) low need for personal control
B) high need for cognition
C) being happy as opposed to sad
D) increased physiological arousal
Answer: B
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Chapter 4: Presenting the Self
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130 Verified Questions
130 Flashcards
Source URL: https://quizplus.com/quiz/12580
Sample Questions
Q1) Fred engages in self-promotion by always dressing professionally,appearing busy,constantly talking on his cell phone,and mentioning all the famous people he knows.Fred appears to be utilizing the strategy of A) using the trappings of competence.
B) claiming obstacles.
C) claiming competence.
D) staging a performance.
Q2) In one study described in the text,students were asked to wear a Barry Manilow t-shirt during conversation with other students.The study demonstrated the spotlight effect by showing that
A) those wearing the shirt overestimated the likelihood other students would notice their t-shirt.
B) those wearing the shirt underestimated the likelihood other students would know the singer's name.
C) other students attributed negative characteristics to the student wearing the salient shirt.
D) other students paid less attention to the content of what was said by the student wearing the t-shirt.
Q3) Describe three gender differences in the use of ingratiation tactics.
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Page 6
Chapter 5: Attitudes and Persuasion
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130 Verified Questions
130 Flashcards
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Sample Questions
Q1) How do people process persuasive information that agrees with their personal preferences and positions?
A) They look for weaknesses in the message.
B) They try to form counterarguments.
C) They think deeply about the message.
D) They don't expend the effort to look for flaws in the message.
Q2) According to the text,one persuasive strategy recommended by the cognitive response model is to
A) repeat the information enough times so that it is well-remembered by the target.
B) have the target learn the information well enough so that he or she can explain it to someone else.
C) provide punishment immediately after the target fails to engage in the desired behavior.
D) give the audience little time to formulate counterarguments.
Q3) Which of the following phenomena would NOT be explained by balance theory?
A) We want to agree with the people we like and disagree with those we dislike.
B) We want to see things that are alike in one way as alike in other ways, too.
C) We want to return favors that we receive from others.
D) We want to associate good things with good people.
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Page 7
Chapter 6: Social Influence: Conformity, Compliance, and Obedience
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130 Verified Questions
130 Flashcards
Source URL: https://quizplus.com/quiz/12582
Sample Questions
Q1) An individual's conformity in a group is most likely to happen under all of the following conditions EXCEPT
A) when the task is ambiguous.
B) when the task is difficult.
C) when there is a dissenter in the group.
D) when the group members are sleep-deprived.
Q2) The pressure to recycle that you feel when you hear that most of your neighbors recycle is primarily awareness of
A) an injunctive norm.
B) a descriptive norm.
C) scarcity.
D) ambiguity.
Q3) Your text mentions that during Steve Hassan's induction to the Unification Church,he was invited to a party,then a workshop,then an intense recruiting effort,and so on.This sequence is an example of the ________ technique.
A) door-in-the-face
B) foot-in-the-door
C) low-ball
D) social validation
Page 8
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Chapter 7: Affiliation and Friendship
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123 Verified Questions
123 Flashcards
Source URL: https://quizplus.com/quiz/12576
Sample Questions
Q1) What was the main finding of Nakao's study (1987)of status and relationships in Japan versus the United States?
A) Status is more important in the U.S. relative to Japan.
B) People in U.S. companies liked people of their own status the best.
C) People in Japanese companies liked people of lower status the best.
D) Both Japanese and U.S. workers liked people of higher status the best.
Q2) The sharing of intimate information about oneself to another is known as
A) self-exposure.
B) self-concept confirmation.
C) social comparison.
D) self-disclosure.
Q3) Which of the following is true regarding relationships in traditional cultures?
A) Relationships tend to be individualistic.
B) Relationships are mostly voluntary.
C) Relationships tend to be transient.
D) Relationships tend to be permanent.
Q4) Lonely people tend to engage in healthy coping mechanisms.
A)True
B)False
Q5) What is Festinger's social comparison theory?
Page 9
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Chapter 8: Love and Romantic Relationships
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130 Verified Questions
130 Flashcards
Source URL: https://quizplus.com/quiz/12583
Sample Questions
Q1) Which of the following is the threat that causes us to feel most strongly the need to be with our romantic partners?
A) separation from our partner
B) loss of a job
C) moving to a new town
D) having a child
Q2) Imagine that a good friend asks you for advice concerning how to improve communication in her marriage.Describe four research-based recommendations you would give to her.
Q3) Hatfield and Rapson (1996)define which kind of love as "the affection and tenderness we feel for those with whom our lives are deeply entwined"?
A) decision/commitment love
B) companionate love
C) sexual love
D) passionate love
Q4) Symmetrical faces are perceived to be healthier.
A)True
B)False
Q5) How can long-term relationships be sensibly compared to drug addiction?
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Chapter 9: Prosocial Behavior
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132 Verified Questions
132 Flashcards
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Sample Questions
Q1) The altruism researcher Daniel Batson theorizes that pure altruism occurs when the helper feels
A) personal distress.
B) sadness.
C) empathetic concern.
D) attraction.
Q2) Relative to individuals living in rural areas,individuals living in urban areas are ________ helpful because ________.
A) more; the social responsibility norm is more salient
B) more; pluralistic ignorance is less likely to occur
C) less; the stimulus overload in dense populations causes people to close themselves off
D) less; the size of the big city creates an expanded sense of "self" for most individuals
Q3) Describe how you could increase helping behavior by enhancing self-focus,and provide an example.
Q4) Men are more likely to help strangers,but women are more likely to help friends.
A)True
B)False
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Chapter 10: Aggression
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126 Verified Questions
126 Flashcards
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Sample Questions
Q1) What is "relative deprivation" and how might it impact aggressive behavior?
Q2) U.S.citizens are the most highly "protected" with hand guns than any other nation.Because of this,
A) U.S. citizens are safer than any citizen of another country.
B) U.S. citizens are better able to protect their family and property than citizens of any other country.
C) U.S. citizens have a higher chance of death by homicides than citizens of any other country.
D) children living in homes where guns are present are better able to protect themselves as adults.
Q3) According to Zillmann (1994),people move through three stages as they become progressively more angry.The first stage is typified by A) highly biased judgment and excessive self-concern.
B) high arousal and impulsiveness.
C) moderate arousal and hostility.
D) balanced judgment and low to moderate arousal.
Q4) What is the social learning theory of aggression? How did Bandura's "Bobo Doll" experiments demonstrate that aggressive behavior could be learned?
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Page 12
Chapter 11: Prejudice, Stereotyping, and Discrimination
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127 Verified Questions
127 Flashcards
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Sample Questions
Q1) The ________ is an indirect measure of prejudice.
A) Modern Prejudice Scale
B) Implicit Association Test
C) Subtle Racism Test
D) Nonconscious Bias Inventory
Q2) The tendency to benefit members of one's own group over members of other groups is known as
A) ingroup bias.
B) individuating favoritism.
C) outgroup denigration.
D) strategic inequality.
Q3) Which of the following statements is FALSE about authoritarianism?
A) Tendencies toward authoritarianism may be passed down genetically.
B) Authoritarian people are likely to follow society's conventions and rules.
C) Authoritarianism is associated with prejudice toward members of outgroups.
D) Authoritarianism tends to decrease when persons experience frustrating negative events.
Q4) Prejudice,stereotyping,and discrimination can serve multiple goals.Briefly describe the four main goals addressed in the text.In what situations is each of these goals likely to come into play?
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Chapter 12: Groups
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130 Verified Questions
130 Flashcards
Source URL: https://quizplus.com/quiz/12586
Sample Questions
Q1) Discuss the situation factors that influence whether people seek and attain leadership.Students should discuss the following: (1)"voids at the top" when an opportunity opens up due to departure or death of the leader or when a group become large;and (2)when people are "in the right place at the right time," i.e.,they happen to be well-situated for leadership.Also pertinent is personal connections (i.e.,"it's not what you know,but who you know").
Q2) According to the text,which of the following is true of research on leadership?
A) Self-confident and tall males are perceived as more leader-like.
B) Men are more effective leaders, even in jobs that require interpersonal skills.
C) Groups led by leaders who are autocratic, as opposed to democratic, work more when the leader is absent.
D) Groups led by leaders who are charismatic work more when the leader is present.
Q3) Social scientists have found that computer simulations of human social behavior
A) tend not to be very useful.
B) are useful in the laboratory but rarely generalize to the external world.
C) tend to have too many confounds to be useful at this point in time.
D) are useful for explaining current data and generating novel predictions.
Q4) What is group polarization?
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Page 14
Chapter 13: Social Dilemmas: Cooperation versus Conflict
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130 Verified Questions
130 Flashcards
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Sample Questions
Q1) Which of the following is NOT a method of using selfish reward-seeking tendencies to draw people out of social traps?
A) giving delayed feedback about energy costs
B) offering inexpensive solar energy
C) selling an energy efficient and clean hybrid gas-electric car
D) making people pay stiff fines for littering
Q2) The idea that the socially responsible thing to do is to ride your bike to work instead of driving your car is a/an
A) injunctive norm.
B) descriptive norm.
C) social norm.
D) personal norm.
Q3) The belief that escalations of international threat lead an opponent to feel more threatened and that leaders should demonstrate peaceful intentions to reduce defensive hostilities is associated with the
A) conflict spiral view.
B) deterrence view.
C) authoritarian view.
D) intergroup conflict view.
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Page 15
Chapter 14: Integrating Social Psychology
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130 Verified Questions
130 Flashcards
Source URL: https://quizplus.com/quiz/12588
Sample Questions
Q1) Confounds are possible elements in psychological research that are best avoided. A)True
B)False
Q2) The finding that in some cultures it is unacceptable for men to wear skirts,whereas in other cultures wearing a particular type of skirt signifies family honor,is best described as an example of
A) the influence of genetics on behavior.
B) the influence of punishment on behavior.
C) the influence of norms on behavior.
D) the influence of learning on behavior.
Q3) One of the central explanatory elements of the sociocultural perspective is A) the impact that genes have on behavior.
B) the effects of one's learning history on one's behavior.
C) the role of attentional processes on behavior.
D) the focus on the role of norms in regulating behavior.
Q4) Provide a brief description of the four major perspectives in social psychology.Put them in order from the most proximate levels of explanation to the ultimate levels of explanation for social behavior.
Q5) What is a confound and why is it a problem for researchers?
Q6) Briefly describe the two basic principles of social behavior.
Page 16
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