Human Relations The Art and Science of Building Effective Relationships 2nd Edition Mccann Test Bank

Human Relations The Art and Science
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Chapter 6
Social Influence in Our Relations With Others
Test Bank
1. The primary goal of Phil Zimbardo’s 1972 Stanford Prison Experiment was to
a. evaluate what individual characteristics would make for the best prison guards.
b. determine if specific personality types contributed to more prison riots.
c. determine the psychological influence of prison life on inmates and guards.
d. evaluate the effects of gender on prison behavior.
Answer: c
Topic: Reflections on the Stanford Prison Experiment
Learning Objective: 6.4: Explain how social influence affected the Stanford Prison
Experiment
Question Type: Understanding
Difficulty Level: Easy
2. Applicants for the Stanford Prison Study were screened for physical and mental health, as
well as randomly assigned to the prisoner and guard conditions. This was important because
it
a. minimized the effects of the situation.
b. ruled out the effects of individual differences that could have contributed to differences
in behavior.
c. decreased the insurance premiums charged to the university.
d. protected those individuals running the study from harm.
Answer: b
Experiment
3. Volunteers began their participation in the Stanford Prison Experiment

a. by showing up to participate.
b. when police cars picked them up at their places of residence.
c. after being arrested for a real crime.
d. by signing up at the cafeteria.
Answer: b
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Experiment
4. One form of punishment the “guards” in the Stanford Prison Experiment relied on involved
prisoner isolation. This is also known as
a. prisoner segregation.
b. individual seclusion.
c. time out.
d. solitary confinement.
Answer: d
Experiment
5. Chains were locked around the prisoners’ ankles in the Stanford Prison Experiment to
a. slow down their movement.
b. remind them of their status as prisoners.
c. make them easier to control.
d. attach them to their cells.
Answer: b
Experiment
6. Because they were not allowed to use physical punishment to control the prisoners in the
Stanford Prison Experiment, the guards began to rely on
a. positive reinforcement.
b. negative reinforcement.
c. humiliation and degradation.
d. a 12-step program.
Answer: c
Experiment
387
7. What was Dr. Zimbardo’s role in the Stanford Prison Experiment?

a. Clergy
b. Warden
c. Parole officer
d. Guard
Answer: b
Experiment
8. The Stanford Prison Experiment was originally planned for two weeks. How long did it last?
a. Two days
b. Four days
c. Six days
d. The full two weeks
Answer: c
Experiment
9. Which of the following best explains why Philip Zimbardo stopped the experiment when he
did?
a. His role in the study made him more aware of the participants’ suffering.
b. A graduate student assistant told him she thought what he was doing was terrible.
c. The debriefing of the participants made him question his treatment of the guards and
prisoners.
d. His personal belief system about prison life caused him to question his study.
Answer: b
Experiment
388
10. The extensive debriefings of the participants in the Stanford Prison Experiment revealed that
participants who had the role of prisoners
a. were not aware of how depersonalized they had become.
b. never abandoned their concerns for others.
c. were struck by the fact that their grasp on reality could be endangered so quickly.
d. were not as shaken up as they previously thought.
Answer: c
Experiment
11. The extensive debriefings of those participants in the Stanford Prison Experiment revealed
that participants who had the role of guards
a. were faced with the reality of the cruelty they had inflicted on others.
b. avoided blaming the “victims,” in this case the prisoners.
c. were not able to justify their behavior.
d. were not as shaken up as they previously thought.
Answer: a
Experiment
12. _________ is a voluntary change in belief or behavior with the intent to follow a perceived
social norm.
a. Uniformity
b. Homogeny
c. Standardization
d. Conformity
Answer: d
Topic: Conformity
Learning Objective: 6.1: Discuss the benefits and limitations of conformity
13. Stacy noticed that all the other girls were wearing dresses to school, and although she
preferred to wear pants, she also began wearing dresses. This is an example of
a. uniformity.
389
b. homogeny.
c. standardization.
d. conformity.
Answer: d
Topic: Conformity
Question Type: Apply
Difficulty Level: Moderate
14. When we are unsure of how to behave, we often look to others to gain information about
rules for appropriate behavior in a culture or subculture. These rules are also known as
a. informal policies.
b. laws.
c. social norms.
d. overgeneralizations.
Answer: c
Topic: Conformity
15. Clapping at the end of a musical performance or play is an example of a(n)

a. rule.
b. law.
c. social norm.
d. overgeneralization.
Answer: c
Topic: Conformity
16. Conformity is necessary for society because it

a. allows people to know to which groups they belong.
b. helps maintain a sense of order.
c. accentuates what makes us different from one another.
d. decreases feelings of belonging.
Answer: b
Topic: Conformity
390
17. Conforming to “fit in” with a certain group even though you as an individual may not
believe in the behavior is also known as ________ social influence.
a. normative
b. informational
c. reciprocal
d. responsive
Answer: a
Topic: Conformity
18. Although Gerry doesn’t like the taste of alcoholic beverages, she drinks a beer to “fit in”
with the other kids at a party. Her behavior is an example of ________ social influence.
a. normative
b. informational
c. reciprocal
d. responsive
Answer: a
Topic: Conformity
19. Normative social influence is to ___________as informational social influence is to

a. knowing; belonging.
b. catastrophizing; generalizing.
c. thinking; doing.
d. belonging; knowing.
Answer: d
Topic: Conformity
391
20. Conformity can be helpful when we are involved in ambiguous situations and don’t know
what to do. In this case, we do what others are doing because it provides us with
a. informational.
b. acceptance.
c. approval.
d. culture.
Answer: a
Topic: Conformity
21. Parker wasn’t sure what the best strategy for studying for his upcoming exam would be, so
he asked another student who had taken the class. Since she had used the online quizzes and
found them helpful, he chose to use them, too. This is an example of _______ social
influence.
a. informational
b. acceptance
c. approval
d. normative
Answer: a
Topic: Conformity
22. Everyone told Zach the first exam for Dr. Desmond would be tough, but he chose to ignore
their advice and didn’t study as much as he should have. In this case, it was unfortunate that
he was not persuaded by ______ social influence.
a. informational
b. acceptance
c. approval
d. cultural
Answer: a
Topic: Conformity
392
23. ____________ in the situation leads to increased conformity.
a. Confidence
b. Knowledge
c. Ambiguity
d. Experience
Answer: c
Topic: Conformity
24. Which of the following best describes the relationship between group size and conformity?
a. As the number of people increases, the degree to which we conform is directly
proportional.
b. There is no relationship between group size and our likelihood to conform.
c. Conformity increases as the group grows to about five. Additional members make little
or no difference.
d. Group size only influences conformity when groups are crowd size.
Answer: c
Topic: Conformity
25. Culture influences conformity in that collectivistic cultures value ____________ and,
therefore, value conformity.
a. information
b. idealization
c. independence
d. group harmony
Answer: d
Topic: Conformity
26. ____________ goes beyond conformity because it involves a response to an overt request.
a. Informational social influence
b. Normative social influence
c. Agreement
d. Compliance
393
Answer: d
Topic: Compliance
Learning Objective: 6.2: Explain how the basic principles of compliance influence our
relations with others
27. Believing it is important to pay back favors is also known as

a. commitment.
b. liking.
c. reciprocity.
d. approval.
Answer: c
Topic: Compliance
28. Like many times before, Suzanne watched her friend Stan’s house while he was away on
business. In return, he shoveled her walk after it snowed. These behaviors illustrate the norm
of
a. reciprocity.
b. liking.
c. authority.
d. scarcity.
Answer: a
Topic: Compliance
29. Sometimes, we comply with another person’s request to build a reciprocity “savings
account.” According to your text, the benefit to us would be
a. we will have more money.
b. the person we help won’t ask us for another favor.
c. we increase the likelihood they will remember our compliance and return the favor.
d. we will like them more.
394
Answer: c
Topic: Compliance
30. One study had individuals participate in an “art appreciation study.” In one condition of the
real study on reciprocity, one participant (actually a confederate to the experiment) offered
the other participant a Coke. After the experiment, the confederate asked the real participant
to buy a raffle ticket. What was the outcome of this study?
a. Participants across the Coke/no Coke conditions were equally likely to buy raffle
tickets.
b. Only participants in the no Coke condition bought raffle tickets.
c. Neither participants in the Coke or no Coke conditions bought raffle tickets.
d. Participants in the Coke condition bought, on average, twice as many raffle tickets as
participants in the no Coke condition.
Answer: d
Topic: Compliance
31. According to ________________ psychology, we feel a strong obligation to reciprocate

because social exchange has been a crucial component in individual and group survival.
a. developmental
b. humanistic
c. evolutionary
d. behaviorism
Answer: c
Topic: Compliance
32. Sondra wanted to stay out with friends until 10 p.m. on Saturday. Rather than ask her mom
if she could come home at 10, Sondra asked her mom if she could stay out until midnight.
When Mom said no (an answer Sondra expected), Sondra replied, “Oh, Mom! How about
until 10 then?” Which technique is Sondra using to get her way?
a. Get what you want
395
b. Door in the face
c. Foot in the door
d. Pane in the window
Answer: b
Topic: Compliance
33. When it comes to the principle of reciprocity, the best way to avoid obligations if you find
yourself feeling suspicious of an individual’s motive for a request is to
a. say yes to the request.
b. say no to the request.
c. have someone else fulfill the request.
d. ask the individual his or her motives.
Answer: b
Topic: Compliance
34. According to the principle of commitment, once we make a small commitment to a person
or idea,
a. there is less of a chance we will make a larger commitment later.
b. there is more of a chance we will make a larger commitment later.
c. we are equally likely to make a similar commitment later.
d. we are likely to make a similar commitment to someone else later.
Answer: b
Topic: Compliance
35. Jessica borrowed a pencil from a classmate on Tuesday. On Thursday, she asked the same
classmate to borrow a calculator. Based on the principle of commitment, predict what the
classmate will do?
a. Loan her another pencil.
b. Refuse to loan her the calculator.
396
c. Loan her another student’s calculator.
d. Loan her the calculator.
Answer: d
Topic: Compliance
36. The effectiveness of the “foot-in-the-door” technique comes from

a. our need for consistency, which motivates us to maintain a commitment.
b. our need for approval.
c. the pressure others put on us.
d. our desire to help others.
Answer: a
Topic: Compliance
37. Publicly announcing your intentions to change a behavior before you start utilizes the
principle of _________ in a positive way.
a. approval
b. commitment
c. scarcity
d. liking
Answer: b
Topic: Compliance
38. Jason announced to everyone that on Monday he was going to the gym. This public
announcement uses the principle of _________ in a positive way.
a. approval
b. commitment
c. scarcity
d. liking
397
Answer: b
Topic: Compliance
39. According to Cialdini, two signs you are about to agree to a request that makes you
uncomfortable include a(n) _____________and asking yourself, “If I had to do this over
again and knew at the beginning what I know now, would I do it again?”
a. tightening in your stomach
b. check of the credentials of the requestor
c. evaluation of others in comparable situations
d. consideration of past experiences
Answer: a
Topic: Compliance
40. The principle of social proof involves

a. having others prove why their behavior is more appropriate in a given situation.
b. going along with a belief or behavior because it looks like many others are doing the
same thing.
c. a mathematical formula for estimating how many others would behave similarly if in
your situation.
d. refusing to do something because others have already done it.
Answer: b
Topic: Compliance
41. One principle of social proof, _____, suggests that once we know others in the neighborhood
or at the store are engaged in a behavior, we are more likely to do it, too.
a. consistency
b. behaviorism
c. complacency
d. consensus
398
Answer: d
Topic: Compliance
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
Answer: b
Topic: Compliance
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
Answer: a
Topic: Compliance
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
399
Answer: a
Topic: Compliance
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.
Answer: b
Topic: Compliance
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
Answer: c
Topic: Compliance
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
400
Answer: b
Topic: Compliance
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
Answer: b
Topic: Compliance
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.
Answer: a
Topic: Compliance
401
50. Wanting something more when the availability appears to be limited is also known as the
principle of
a. commitment.
b. reciprocity.
c. similarity.
d. scarcity.
Answer: d
Topic: Compliance
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
Answer: d
Topic: Compliance
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.
Answer: b
Topic: Compliance
402
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
Answer: b
Topic: Compliance
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.
Answer: c
Topic: Compliance
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.
Answer: d
Topic: Compliance
403
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.
Answer: d
Topic: Compliance
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
Answer: b
Topic: Obedience
Learning Objective: 6.3: Distinguish the differences between obedience, conformity, and
compliance
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.
Answer: b
Topic: Obedience
compliance
404
59. Milgram’s (1974) Yale study investigated factors influencing
a. compliance.
b. conformity.
c. obedience.
d. commitment.
Answer: c
Topic: Obedience
compliance
60. Obedience is distinguished from compliance by the addition of a ___________ for refusal.
a. positive consequence
b. neutral stimulus
c. liking
d. negative consequence
Answer: d
Topic: Obedience
compliance
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.
Answer: b
Topic: Obedience
compliance
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
405
d. Prisoner behavior at Abu Ghraib prison
Answer: a
Topic: Obedience
compliance
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
Answer: d
Topic: Obedience
compliance
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.
Answer: b
Topic: Obedience
compliance
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.
Answer: b
Topic: Obedience
406
compliance
66. Whenever the “teacher” hesitated in administering the shock,

a. the “learner” yelled louder.
b. the checked the list for errors.
c. the “learner” asked for additional words.
d. the researcher responded with “please go on” and “the experiment requires that you
continue.”
Answer: d
Topic: Obedience
compliance
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.
Answer: c
Topic: Obedience
compliance
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.
Answer: b
Topic: Obedience
compliance
407
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.
c. decreased from 63 percent to 21 percent.
d. dropped to 0.
Answer: c
Topic: Obedience
compliance
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.
Answer: b
Topic: Obedience
compliance
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
Answer: a
Topic: Obedience
408
compliance
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
Answer: a
Topic: Obedience
compliance
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.
Answer: d
Topic: Obedience
compliance
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
Answer: b
Topic: Obedience
compliance
409
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.
Answer: c
Topic: Obedience
compliance
76. According to the text, people in _________________ have a knee-jerk negative reaction to
the idea of conformity.
a. Germany
b. the United States
c. Sweden
d. Scotland
Answer: b
Topic: Conformity
77. An experiment by Hendrickson and Goei (2009) studied the likelihood of a woman
accepting a date after a man bought her a drink. Researchers found that women were
___________ likely to accept a date from a man that they thought was a janitor, rather than a
man they thought was a doctor.
a. equally
410
b. more
c. less
d. not at all
Answer: b
Topic: Compliance
78. According to Guégen (2014), people are more likely to give blood once when they are asked
to participate in a long-term blood donation program. This is an example of the
a. door-in-the-face strategy.
b. foot-in-the-door strategy.
c. principle of authority.
d. principle of liking.
Answer: a
Topic: Compliance
79. Pansu found that in _____________, the door-in-the-face strategy was more effective in
getting hospital employees to smoke less than a traditional information campaign.
a. the United States
b. France
c. England
d. Japan
Answer: b
Topic: Compliance
Question Type: Easy
Difficulty Level: Understanding
411
80. Lokhorst (2013) found that people were more likely to follow through on their promise to
recycle when they made a public statement. This is an example of the
a. principle of commitment.
b. door-in-the-face strategy.
c. principle of authority.
d. principle of social proof.
Answer: a
Topic: Compliance
81. Schnuerch and Gibbons (2015) found that people’s brains are wired to promote their
susceptibility to which of the following?
a. The principle of social proof
b. The principle of consensus
c. The principle of scarcity
d. The principle of authority
Answer: a
Topic: Compliance
82. People in ______________ cultures are more prone to engaging in negative reciprocity
behaviors.
a. collectivistic
b. individualistic
c. high power distance
d. low power distance
Answer: b
Topic: Compliance
412
83. People in ______________ cultures are more susceptible to the principle of commitment.
a. individualistic
b. high uncertainty avoidance
c. low power distance
d. collectivistic
Answer: a
Topic: Compliance
84. People in _______________ cultures are more motivated by social proof.

a. low power distance
b. high power distance
c. collectivistic
d. individualistic
Answer: c
Topic: Compliance
85. The principle of authority is most effective in __________________ cultures.

a. high uncertainty avoidance
b. high power distance
c. low uncertainty avoidance
d. low power distance
Answer: b
Topic: Compliance
Question Type: Easy
Difficulty Level: Understanding
413
86. The principle of scarcity is most effective in _________________ cultures.
a. high uncertainty avoidance
b. low uncertainty avoidance
c. collectivistic
d. individualistic
Answer: a
Topic: Compliance
87. Jerry Burger of Santa Clara University recreated whose popular psychological study to find
out if modern-day participants would also be compliant to an authority figure?
a. Philip Zimbardo
b. Solomon Asch
c. Albert Bandura
d. Stanley Milgram
Answer: d
Topic: Obedience
compliance
88. The Heroic Imagination Project was founded by _________________, the researcher who is
known for the Stanford Prison Experiment.
a. Albert Bandura
b. Solomon Asch
c. Stanley Milgram
d. Philip Zimbardo
Answer: d
Experiment
414

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Human Relations The Art and Science

of Building Effective Relationships 2nd

3. Volunteers began their participation in the Stanford Prison Experiment

7. What was Dr. Zimbardo’s role in the Stanford Prison Experiment?

15. Clapping at the end of a musical performance or play is an example of a(n)

16. Conformity is necessary for society because it

19. Normative social influence is to ___________as informational social influence is to

27. Believing it is important to pay back favors is also known as

31. According to ________________ psychology, we feel a strong obligation to reciprocate

36. The effectiveness of the “foot-in-the-door” technique comes from

40. The principle of social proof involves

61. Milgram (1974) designed his experiment to demonstrate that Americans

64. The teacher’s role in Milgram’s study involves

66. Whenever the “teacher” hesitated in administering the shock,

84. People in _______________ cultures are more motivated by social proof.

85. The principle of authority is most effective in __________________ cultures.

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