Social Psychology

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1. After making what you thought was a great deal on a new car, the salesperson tells you that there has been a mistake in his addition and that the car is really going to cost you considerably more than you had originally agreed to. This technique is:

  • norm of reciprocity
  • low-balling
  • door-in-the-face
  • foot-in-the-door
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2. People like to think their perceptions and attitudes are accurate, so if they are uncertain or find that others disagree, they may feel a need to change their perceptions and attitudes in line with those of other people. This type of influence is:

  • normative influence
  • informational influence
  • latent influence
  • minority influence

3. Milgram's research is noteworthy because it demonstrated the power of __________ in influencing important forms of social behaviour

  • the foot-in-the-door technique
  • obedience to authority
  • groupthink
  • reciprocity

4. Angela is a vegetarian who works in a hamburger restaurant, she says it was the only job she can find and is making more money than other jobs, in this instance Angela:

  • is probably still experiencing a great deal of dissonance
  • has probably not experienced any cognitive dissonance
  • reduced dissonance by justifying her behaviour
  • reduced dissonance by identifying with her boss

5. The way in which we attribute specific characteristics and traits to people is called

  • a schema
  • social cognition
  • impression formation
  • social perception

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