Difficulty Level: Easy
42. We are more influenced by a social proof if we see ourselves as _______ others engaged in
the behavior.
a. more successful than
b. similar to
c. less successful than
d. different from
43. According to the principle of ______, we are more likely to agree to a request when the
person asking is someone we like.
a. liking
b. admiration
c. caring
d. attraction
44. Rhonda gets frustrated because the kids on the block are always selling something for their
respective schools. Her husband, Josh, asks, “Why do you buy stuff from Jocelyn and not
Karl?” “Easy,” said Rhonda, “because she’s nice.” What principle of compliance is at work
here?
a. Attraction
b. Similarity
c. Liking
d. Commitment
45. One stereotype concerning politicians is they never miss the opportunity to have their
picture taken with a baby. If this stereotype is true, it is based on the concept of associating
yourself with something
a. controversial.
b. likeable.
c. sympathetic.
d. revolutionary.
46. The principle of ________suggests we are more likely to comply to a request made by
someone in charge.
a. similarity
b. liking
c. authority
d. commitment
47. Elisabeth attended a concert with her dad and proceeded to stand on the chair and scream for
the band. Although her father tried to get her down twice, Elisabeth refused. A security
guard asked her once, and she complied, behaving for the rest of the concert. Which
principle of compliance was at work here?
a. Commitment
b. Authority
c. Reciprocity
d. Liking
381
48. A study by Peters & Ceci (1982) illustrating the influence of authority chose 12 published
articles by well-known authors from important universities and changed the names and
affiliations to unfamiliar names. The articles were resubmitted to the same journals. How
many articles were accepted for publication under these circumstances?
a. None
b. 1 of 12
c. 6 of 12
d. 12
49. Participants were asked to pick up a paper bag by either an individual dressed in a security
guard’s uniform or in plain clothes. How did clothing influence compliance rates in this
study?
a. Ninety-two percent of the sample complied to the request by the security guard whereas
42 percent of the sample complied to the request by the individual in plain clothes.
b. Forty-two percent complied when the request was made by the security guard compared
to 92 percent of the sample who complied when the request was made by the person in
plain clothes.
c. Regardless of the clothing condition, individuals were resistant to picking up the paper
bag.
d. Regardless of the clothing condition, individuals were equally likely to pick up the
paper bag.
50. Wanting something more when the availability appears to be limited is also known as the
principle of
a. commitment.
b. reciprocity.
c. similarity.
382
d. scarcity.
51. The concept of limited edition artwork, collectibles, or ice cream relies on the principle of
__________ to get customers to buy and buy quickly.
a. commitment
b. reciprocity
c. similarity
d. scarcity
52. Whitney searched for the last pair of rhinestone earrings at the store. Turning to her friend,
she said, “If I don’t go ahead and get these, I won’t have them for the wedding.” This is an
example of the principle of
a. liking.
b. scarcity.
c. reciprocity.
d. similarity.
53. Retail stores capitalize on the principle of __________ with sales that indicate the offer is
time limited.
a. liking
b. scarcity
c. reciprocity
d. similarity
383
54. Humans have the need to control their own destinies and choices. As a result, when this need
is threatened, we work harder to maintain this freedom. According to Brehm & Brehm
(2013), this effortful response is known as
a. resistance.
b. overacting.
c. psychological reactance.
d. predicted response.
55. Anderson was told he would never pass calculus. As a result, he worked harder than ever
and passed with a B. Anderson’s response to being told he wouldn’t do well is also known
as
a. predicted response.
b. resistance.
c. overacting.
d. psychological reactance.
56. According to Hamilton, being interested in a romantic partner who isn’t interested in you
may be a form of
a. predicted response.
b. resistance.
c. overacting.
d. psychological reactance.
57. ____________ occurs when you agree to a request from an authority figure to avoid a
negative consequence.
a. Social proof
b. Obedience
c. Compliance
d. Conformity
58. Audrey agreed to do her homework when her mother asked in order to avoid punishment. In
this case, agreeing to the request is an example of
a. social proof.
b. obedience.
c. compliance.
d. conformity.
59. Milgram’s (1974) Yale study investigated factors influencing
a. compliance.
b. conformity.
c. obedience.
d. commitment.
60. Obedience is distinguished from compliance by the addition of a ___________ for refusal.
a. positive consequence
b. neutral stimulus
c. liking
d. negative consequence
61. Milgram (1974) designed his experiment to demonstrate that Americans
a. would obey authority even if it meant hurting others.
b. would not obey authority if it meant hurting others.
c. would not differ from others on measures of obedience.
d. would have the capacity to carry out an order to commit mass execution.
62. What historical event was Milgram trying to understand when he developed his 1974
experiment?
a. The atrocities perpetuated on the Jews by the Nazis
b. The stock market crash of 1929
c. The bombing of Pearl Harbor
d. Prisoner behavior at Abu Ghraib prison
386
63. Who were the subjects in Milgram’s original 1974 study on obedience?
a. College students at Yale
b. Nursing students recruited from a local hospital
c. German immigrants to the United States
d. Male volunteers responding to a local newspaper advertisement
64. The teacher’s role in Milgram’s study involves
a. learning a list of words to avoid getting shocked.
b. reading a list of words and shocking the listener when the word is not recalled.
c. training the experimenter to run the study.
d. expressing concern when the words were needed.
65. In Milgram’s (1974) study on obedience, when the learner missed a word on the list, the
teacher responded by
a. rereading the word.
b. administering a shock.
c. asking for the word again.
d. saying harsh words.
66. Whenever the “teacher” hesitated in administering the shock,
a. the “learner” yelled louder.
b. the checked the list for errors.
387
c. the “learner” asked for additional words.
d. the researcher responded with “please go on” and “the experiment requires that you
continue.”
67. Before assuming the people who shocked to 450 volts did so because they were evil, we are
making
a. an external attribution.
b. a situational attribution.
c. the fundamental attribution error.
d. an internal attribution.
68. One factor that influences how far a “teacher” shocked the “learner” involved the physical
distance between the two. In close proximity, the teacher delivered
a. the same number of shocks.
b. fewer shocks.
c. more shocks.
d. shocks as well as verbal reprimands.
69. In replications of Milgram’s (1974) study, one of the factors that influenced obedience was
the proximity of the experimenter. When the experimenter gave instructions by phone,
participant obedience
a. stayed the same.
b. increased by 21 percent.
388
c. decreased from 63 percent to 21 percent.
d. dropped to 0.
70. In one replication of Milgram’s (1974) study, three participants shocked the “learner” rather
than one. Two of those “participants” were actually confederates, and at one point in the
study, they refused to shock the learner. When the two other teachers defied the
experimenter, the conformity level of the actual participant
a. increased.
b. decreased.
c. stayed the same.
d. changed over time.
71. Compared to men in the original Milgram study, women participants in later studies obeyed
at _________ rates.
a. similar
b. dissimilar
c. lower
d. higher
72. Compared to the obedience rates of individuals in America, participants in other countries
obeyed the experimenter at __________ rates.
a. similar
b. dissimilar
c. lower
d. higher
73. Of all the cross-cultural Milgram replications, the highest obedience rates belong to
individuals from
a. America.
b. Europe.
c. South Africa.
d. Germany.
74. According to your text, people in ___________ cultures tended to be influenced by others
more than people in ___________ cultures.
a. individualistic; collectivistic
b. collectivistic; individualistic
c. disobedient; obedient
d. masculine; feminine
75. A Dutch study created a new obedience paradigm by asking men and women to make a
series of 15 negative and derogatory comments to a prospective job applicant. As the
applicant (really a confederate) became increasingly distressed, the participant, either in the
presence or absence of an experimenter, made a choice of whether to stop the comments.
What was the outcome of this study?
a. Control group participants who did not have an experimenter present read the entire list
of statements.
b. There was no difference in the number of words read as a function of the presence or
absence of the experimenter.
c. When the experimenter was present, 92 percent of the participants read all of the
derogatory words to the confederate.
d. When the experimenter was not present, participants and confederates chatted, and no
data were collected.