CHAPTER 10
SAMPLE TEST QUESTIONS
1. A neighbor comes over with her elementary school aged daughter and asks you to buy
wrapping paper for her school fund raiser. You agree to purchase one roll. A few days
later she returns asking if you would mind helping her win the fund raiser prize by
purchasing a more expensive ten-pack of paper. She has employed which compliance
technique:
2. Which of the following does NOT describe reasons why the door-in-the-face technique
works?
3. To measure compliance-gaining, a researcher provides individuals with hypothetical
situations and asks them to choose among various strategies for compliance. The
researcher has employed which of these questionnaire techniques:
4. Describe the resistance approach to compliance?
5. When might the door-in-the-face approach be most likely to work?
6. Describe how the contextual influences of intimacy, dependency, rights, and other factors
may influence compliance gaining.
7. For which compliance gaining tactic is it better for the same person to make the second
request?