OLD EXAMS 1-4 - OLD EXAM 1 1. Obligation is to reciprocity...

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OLD EXAM 1 1. Obligation is to reciprocity as commitment is to consistency. 2. Underlying all attempts to persuade or influence is the production of cognitive dissonance. 3. Attempts to enhance commitment are generally based on connecting the behaviors to positive aspects of self. 4. Compliance to personally dissonant commands from authorities is most likely when bonds and antecedent factors are stronger than the stress produced. 5. Intentional attempts to chance another’s behavior through environmental and/or interpersonal manipulation is termed persuasion . 6. Which of the following in unlike the others? Habit, Weapons of Influence, Fixed Action Patterns, Simplistic Responding, Automatic Responding, Controlled Responding . 7. The power behind influence methods is that they are usually effective and efficient . 8. Non-reflective response patterns are transferable across situations due to how they are responsive to a large number of triggers . 9. Fixed action patterns are least likely to be employed in personally significant situations. 10. The contrast principle suggests that the same thing can seem quite different depending on the nature of what precedes it. 11. The reciprocity principle generally works best when a prior sense of obligation has been created. 12. The rejection-then-retreat tactic works when the compromise position is seen as a/n: concession 13. Gifts/favors will enhance compliance only when they have been received 14. Which of the following is false regarding the rejection-then-retreat tactic? It requires the original request to be extreme. 15. Compliance through consistency will be reduced when the choice is made by someone else
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16. When two things are paired they take on each others qualities. This process is referred to as association 17. Potential loss is a powerful compliance tactics under uncertain conditions 18. The base of power behind psychological reactance is the desire to maintain whatever is restricted 19. Psychological reactance suggests that a child will desire freedom of choice most intensely under conditions of strict parental control 20. In the sate of agency, the self is seen as an instrument for another 21. When authoritative commands are in conflict with the self, stress is reduced by defining the command to reside in legitimate authority 22. In authority situations
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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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OLD EXAMS 1-4 - OLD EXAM 1 1. Obligation is to reciprocity...

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