Compiled_Exams - EXAM 1 ISS 210 Exam#1a Fall 2005 1...

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EXAM 1
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ISS 210 Exam #1a Fall 2005 1. Intentional attempts to change another’s behavior through environmental and/or interpersonal manipulation is termed: (1) persuasion (2) influence (3) dissonance (4) coercion 2. Which of the following is unlike the others? (1) habit (2) weapons of influence (3) fixed-action patterns (4) automatic responding (5) controlled responding 3. The power behind influence methods is that they: (1) require extensive cognitive discrimination (2) are usually effective and efficient (3) rely on coercion (4) represent critical decision-making 4. Non-reflective response patterns are transferable across situations due to how they are: (1) automatic (2) biologically based behaviors (3) responsive to a large number of triggers (4) based on social psychological principles 5. Fixed action patterns are least likely to be employed in _____ situations. (1) complicated (2) uncertain (3) emotionally aroused (4) personally significant 6. The _____ principle suggests that the same thing can seem quite different depending on the nature of what precedes it. (1) Werther (2) authority (3) good equals expensive (4) contrast 7. The reciprocity principle generally works best when a prior sense of _____ has been created. (1) obligation (2) cognitive dissonance (3) having been manipulated (4) individuality 8. The rejection-then-retreat tactic works when the compromise position is seen as a/an: (1) attempt at persuasion (2) influencing choice (3) concession (4) state of agency 9. Gifts/favors will enhance compliance only when they have been: (1) requested (2) given consistently (3) perceived as expensive (4) received 10. Which of the following is false regarding the rejection-then-retreat tactic? It: (1) combines reciprocity with perceptual contrast (2) causes the target to feel responsible for and satisfied with the final agreement (3) requires the original request to be extreme (4) enhances compliance 11. Compliance through consistency will be reduced when the choice is: (1) made by someone else (2) active (3) public (4) effortful (5) voluntary 12. _____ is to reciprocity as _____ is to consistency. (1) contrast: stability (2) obligation: commitment (3) cognitive: impulsive (4) the state of agency: the state of dissonance
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13. Underlying all attempts to persuade or influence is the production of: (1) responsibility (2) cognitive dissonance (3) integrative connection (4) unintended consequences 14. Attempts to enhance commitment are generally based on connecting the behaviors to: (1) positive aspects of self (2) coercion (3) negative consequences (4) receiving generous rewards for compliance 15. Compliance to personally dissonant commands from authorities is most likely when: (1) bonds and antecedent factors are stronger that the stress produced (2) others demonstrate noncompliance (3) negative results of compliance are visible (4) obedience is seen as voluntary 16. In the state of agency, the self is seen as: (1) responsible for the consequences of
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This note was uploaded on 03/30/2008 for the course ISS 210 taught by Professor Zimmerman during the Fall '08 term at Michigan State University.

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Compiled_Exams - EXAM 1 ISS 210 Exam#1a Fall 2005 1...

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