Question : 131. Car salespersons notorious for using the ________ technique, which : 1182037

131. Car salespersons are notorious for using the ________ technique, which involves changing terms after an agreement has been made.

a) foot-in-the-door

b) foot-in-the-mouth

c) door-in-the-face

d) lowball

132. “Jeremy, can you possibly give me a ride to the airport this Sunday,” your friend Ben asks. Not thinking that this is a big deal, you agree to do this favor for Ben. “Oh, that’s great! Thanks so much. And by the way, I forgot that the plane leaves at 8:30 a.m. so I’ll have to be at the airport by 6:30 a.m. Pick me up at 6:00. See you then,” Ben adds. You are still likely to do the favor for Ben because you have just been a victim of the _____________ technique.

a) lowball

b) norm of reciprocity

c) door-in-the-face

d)  obedience

133. A person asks you if you would volunteer to counsel delinquent youths at a detention center for two years. When you refuse, she asks you if you could supervise the youths during a trip to the zoo. She is using the ______ technique.

a) lowball

b) door-in-the-face

c) foot-in-the-door

d) bait-and-switch

134. “Mommy, mommy, mommy,” your young son asks frantically. “Can we please buy a new PlayStation®3 console with all of the games and the wireless controllers so that we don’t have to sit near the television?” “No,” you reply, “we can’t afford to buy all of that!” Seemingly unperturbed by your rejection, your son comes back with “Then can we just buy one new game for our PlayStation®2?” “Okay, I guess so,” you answer, not realizing that your son has taken a social psychology class and has just used the _____________ technique to get what he wanted.

a) door-in-the-face

b) foot-in-the-door

c) that’s-not-all

d) lowball

135. Hannah asks Jin to babysit her daughter for five hours each on both Saturday and then Sunday. Once Jin declines, Hannah asks Jin to babysit for four hours on Saturday only and Jin agrees to do it. This example demonstrates the ________ technique.

a) foot-in-the-door

b) foot-in-the-mouth

c) door-in-the-face

d) lowball

136. What is a difference between obedience and conformity?

a) In obedience there is a difference in status between the one who obeys and the one who makes the request.

b) Conformity requires strict adherence to the rules whereas obedience does not.

c) Obedience is an indirect request whereas conformity is a direct request.

d) In conformity there is a perceived difference in status between the one who conforms and the group.

137. Obedience is defined as ________.

a) conformity with an order

b) compliance with an order

c) mindless reasoning

d) becoming involved with an extremist group

138. The study of obedience took on a renewed importance in the wake of ________.

a) the September 11, 2001, attacks

b) President Clinton?s impeachment

c) President Kennedy’s assassination

d) the Holocaust during World War II

139. Which of the following statements is true regarding the protocol of Milgram’s initial study?

a) Participants were told that they were participating in a study of conformity.

b) The teacher was free to choose the shock level to use on the learner.

c) The experimenter threatened the teacher if he chose not to obey his orders.

d) At one point in the study, the learner actually pounded on the wall demanded to be set free.

140. Which statement correctly characterizes one aspect of Stanley Milgram’s study of obedience?

a) Subjects were shown an ominous-looking shock machine that was marked 0 to 450 volts.

b) Participants in the study were randomly assigned to be teachers or learners.

c) Participants were shocked when they made errors in reciting word pairs.

d) A learner and the teacher sat side by side across from the shock machine.