MY EXAMS NEW - EXAM 1 1 The greater the action the greater the its consequences a responsibility for an resultant satisfaction with b voluntary

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EXAM 1 1. The greater the ___ action, the greater the ___ its consequences. a. responsibility for an: resultant satisfaction with b. voluntary nature of an: the dissonance produced by c. extremity of an: commitment to d. rejection of an: identification with 2. Behaving consistently with commitments acts to ___ prior behavior. a. Minimize b. Justify c. Delegitimize d. Correct 3. Consistency producing commitment would be weakened if the behavior is: a. Effortful b. Active c. Public d. Coerced e. Voluntary 4. Identification with a behavior is most likely when we have chosen to perform it: a. In pursuit of reward b. Due to social pressure c. Without intense external pressure d. Because of threat 5. Fixed action patterns do not : a. Produce automatic compliance b. Work well most of the time c. Reflect simplified thought d. Respond to a large number of triggers e. Play a role in personally significant contexts 6. A great advantage to ___ as an influence technique is that it’s virtually undetectable. a. Social proof b. Authority c. The contrast effect d. Persuasion 7. The prime difference between influence and persuasion is the relative __ involved. a. Intent b. Change c. Power d. Complexity
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8. The same thing can be made to seem quite different depending on the event that preceded it is the principle behind: a. The state of agency b. Commitment c. Obligation d. The contrast effect 9. The trigger activating reciprocity is the creation of ___ while ___ is the trigger for consistency. a. Dissonance: contrast b. Stress: tension c. Obligation: commitment d. Question: advocacy 10. For a favor to activate reciprocity, all that is required is that the favor be: a. Repayment b. Requested c. Received d. Surprising 11. Compliance is enhanced in any situation when ___ is present. a. Certainty b. D issonance c. Comparison d. Evaluation 12. In situations where reciprocity and authority are established and legitimated, rejection of commands is unlikely due to how such behavior: a. Reduces dissonance b. Creates feelings of personal control c. Violates cultural notions required by commitment d. Receives situational and interpersonal validation 13. The rejection-then-retreat strategy involves all but which of the following? a. The contrast effect b. Reciprocity c. Dissonance production d. The start small and build tactic . 14. In order to work, the second request in the rejection-then-retreat tactic must be perceived as a a. Response to social pressure b. Reflection of authority c. Extreme demand d. Concession (compromise).
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15. ___ contact may improve a person’s attitude toward particular out-group members but leaves inter-group perception unchanged. a. Occasional b. Coercive c. Cooperative d. Superficial 16. Left to develop in isolation, one’s assumption about others tends to become: a. Flexible b. Self-serving . c.
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This note was uploaded on 04/02/2008 for the course ISS 210 taught by Professor Zimmerman during the Spring '08 term at Michigan State University.

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MY EXAMS NEW - EXAM 1 1 The greater the action the greater the its consequences a responsibility for an resultant satisfaction with b voluntary

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