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:

  • low-balling
  • foot-in-the-door
  • door-in-the-face
  • norm of reciprocity
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2. Whenever David practices the piano privately he plays very well, however, when his parents or one of his sisters listen to him, he always makes a few mistakes. According to Zajonc, this is an example of

  • deindividuation
  • the effects of arousal on performance
  • compliance
  • reciprocal interaction

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
  • reciprocity
  • obedience to authority
  • groupthink

4. The configural model of impression formation was developed by

  • Asch
  • Bandura
  • Sherif
  • Kelley

5. Laura is in her first semester of college. She has only encountered three professors but already she thinks that they are rude and arrogant. Her attitude towards professors reflects

  • neither
  • prejudice
  • both
  • discrimation


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