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Unformatted text preview: Dr. Cyrus S. Stewart Spring 2009 ISS 210 Take-home 1. As our choices become more complex, we will increasingly rely on: (1) logical analysis (2) appraisals of reality (3) behavioral short-cuts (4) unconscious process 2. The amount of stress experienced will depend on the intensity of preceding events. This illustrates the: (1) contrast principle (2) unearned entitlement effect (3) halo effect (4) state of agency 3. The rejection-then-retreat strategy works best when the retreat is: (1) anticipated (2) a concession (3) coerced (4) an obligation 4. The most powerful condition that reinforces a commitment is that the behavior be: (1) active (2) public (3) effortful (4) voluntary (5) repetitive 5. The legitimacy of a command is typically a reflection of the commands: (1) meaningfulness (2) logical inconsistency (3) relation to cherished values (4) origin in authority 6. Continued contact with others under ___ conditions leads to increased liking. (1) frustrating (2) conflicting (3) cooperative (4) competitive 7. Whenever choice is limited, the need to retain our freedom makes us want what is restricted significantly more than when there are no restrictions. This is referred to as psychological: (1) structure (2) process (3) reactance (4) defense 8. The essence of __ is a person viewing him/herself as an instrument for carrying out anothers wishes. (1) voluntary choice (2) autonomous decision making (3) obedience (4) obligation 9. Authority is weakened when entrance into the relation reflects: (1) consistency with past choices (2) involuntary or coercive processes (3) obedience to significance others (4) a combination of mechanisms of influence 10. Which of the following would be least influential? Following a line of action because: (1) similar others are doing it (2) authorities have directed you to do it (3) doing it would be consistent with past behavior (4) you anticipate rewards when you do it 11. The power behind surprise, as a compliance mechanism, lies in its ability to produce: (1) uncertainty (2) goal clarity (3) deliberation (4) indebtedness 12. When reciprocity combines with __, the resultant influence can be quite powerful. (1) perceptual contrast (2) stable self regard (3) in the rejection-then-retreat strategy (4) competitive situation 13. Non-reciprocated gifts will not produce: (1) cognitive dissonance (2) emotional discomfort (3) guilt (4) interpersonal harmony 14. When a requester concedes to a retreat position, the targeted person __ the final agreement. (1) feels responsible for and satisfied with (2) generally rejects (3) feels minimal pressure to accept (4) clearly recognizes the manipulation behind producing 15. Once a commitment is made, there will be pressure to: (1) disengage from the choice (2) justify alternatives (3) act consistently (4) question the correctness of the choice 16. Commitments will impact our self image when they are all but which of the following? (1) Active (2) Effortful (3) Public (4) Costly (5) Coerced 17.17....
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- Spring '08