Social_Influence - Social Influence Book Component Study...

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Social Influence: Book Component Study Guide – True / False _____ 1. Descriptive norms specify what ought to be done in a particular situation. _____ 2. Normative focus theory suggests that norms will only influence our behavior if they are focal for us at the time the behavior occurs. _____ 3. Informational social influence is based on our desire to be liked or accepted by others. _____ 4. Individuation involves our need to distinguish ourselves from others in some respects. _____ 5. An individual who cannot stand up because of an injured knee is still capable of conforming to ALL social norms. _____ 6. Minority members are more successful in their efforts influence the opinions of the majority if they are consistent in their opposition to the majority's opinions. _____ 7. The foot-in-the-door technique begins with a large, usually unreasonable request. _____ 8. Offering additional benefits to someone before they have time to decide whether to comply or reject a request is an effective technique for obtaining compliance.
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