Question :
21. In the _____ technique, one asks a person to agree : 1252658
21. In the _____ technique, one asks a person to agree to a small request which—because it is small—the likelihood that he or she will comply is fairly high.
A. not-so-free
B. foot-in-the-door
C. door-in-the-face
D. that’s-not-all
22. A magazine publisher asks you to commit to a brief trial subscription. Having committed to the trial subscription, you may be more likely to buy a full year-long subscription. This exemplifies the _____ compliance technique.
A. door-in-the-face
B. foot-in-the-door
C. foot-in-the-mouth
D. that’s-not-all
23. The foot-in-the-door technique works because:
A. of the effectiveness of the norm of reciprocity.
B. an incentive, discount, or bonus is always offered.
C. the first large request is always refused and the smaller request is accepted.
D. involvement with the small request leads to an interest in an issue.
24. In the _____ technique, someone makes a large request, expects it to be refused, and follows it with a smaller one.
A. not-so-free
B. foot-in-the-door
C. door-in-the-face
D. that’s-not-all
25. A man asks you for $10 as you walk down the street. You refuse. He then asks for $2. You give it to him. The man has used the _____ compliance technique.
A. door-in-the-face
B. foot-in-the-door
C. foot-in-the-mouth
D. that’s-not-all
26. Which of the following compliance techniques is correctly matched with its description?
A. Foot-in-the-door—Someone makes a large request, expects it to be refused, and follows it with a smaller one.
B. Door-in-the-face—When salespeople provide samples to potential customers, they do so to instigate the norm of reciprocity.
C. That’s-not-all technique—When a salesperson offers you a deal at an inflated price, immediately after the initial offer, the salesperson offers an incentive, discount, or bonus to clinch the deal.
D. Not-so-free sample—You ask a person to agree to a small request which—because it is small—the likelihood that he or she will comply is fairly high.
27. On late-night TV, you see an infomercial claiming that the price of the product has been slashed for a special offer and now includes a bonus sample size of something that is in adjunct to the product. This illustrates the _____ compliance technique.
A. door-in-the-face
B. foot-in-the-door
C. foot-in-the-mouth
D. that’s-not-all
28. Which of the following sales techniques is based on the “norm of reciprocity”?
A. That’s-not-all technique
B. Door-in-the-face technique
C. Not-so-free-sample technique
D. Foot-in-the-door technique
29. Dr. Greene studies ways to increase the safety behavior of workers on offshore oil platforms. Dr. Greene is a(n) _____ psychologist.
A. developmental
B. social
C. cognitive
D. industrial-organizational
30. The classic “shock” study of obedience is associated with:
A. Solomon Asch.
B. Stanley Milgram.
C. Philip Zimbardo.
D. Leon Festinger.
31. Milgram’s participants were told that the study concerned:
A. obedience.
B. visual perception.
C. learning.
D. problem solving.
32. Approximately _____ of the participants in Milgram’s experiment were willing to deliver the maximum shock level to the participant.
A. 35%
B. 50%
C. 65%
D. 75%
33. Which alternative correctly names the psychologist often associated with a given social influence concept?
A. Conformity – Cialdini
B. Compliance – Asch
C. Obedience – Festinger
D. Obedience – Milgram
