Question : 11. A variation of the foot-in-the-door technique often used by car : 1198661

11. A variation of the foot-in-the-door technique is often used by car dealers, because it typically results in people complying with higher and higher requests. It is called the _______ technique. 
A. foot-in-the-door
B. low-ball
C. compliance
D. conformity

12. You are interested in purchasing a digital camera and find one priced extremely low. As you are about to purchase the camera, you discover that it does not come with a power cord, memory card, or battery. You purchase all of these separately. The total cost surpasses what you would have paid at another store that listed the camera at a higher price, but included all the accessories. You have been a victim of the _______ technique. 
A. foot-in-the-door
B. low-ball
C. compliance
D. conformity

13. Research has found that when consumers are aware of a seller’s profit motive, the low-ball technique _______ effective. 
A. fails to be
B. continues to be
C. is sometimes
D. becomes more

14. Following the U.S. Supreme Court’s 1954 decision to desegregate schools, the percentage of European-Americans favoring integrated schools more than doubled. This is an example of how 
A. attitudes influence behavior when they are specific to the behavior examined.
B. attitudes influence behavior when they are potent.
C. moral attitudes feed moral actions.
D. moral actions feed moral attitudes.

15. Research indicates that harming an innocent victim, especially voluntarily, leads one to 
A. feel increasingly guilty.
B. disparage the victim to justify the behavior.
C. act more kindly toward others.
D. become more aggressive toward others.

16. In Freedman’s (1965) study children were given a mild or severe threat for playing with a toy. Two weeks later, when they were given the option to play with the toy _____ of children in the mild-threat condition played with the toy. 
A. all
B. 1/3
C. 2/3
D. none

17. If the number of people in favor of gay and lesbian marriage increases after a law is passed allowing for such, this would be an example of how 
A. attitudes influence behavior when they are specific to the behavior examined.
B. attitudes influence behavior when they are potent.
C. moral attitudes feed moral actions.
D. moral actions feed moral attitudes.

18. Which theory best explains why 40% of smokers in the U.S. judge smoking as not very harmful? 
A. self-presentation
B. cognitive dissonance
C. insufficient justification
D. self-perception

19. As noted in the textbook, at the beginning of the Iraq war only 38% of Americans said the war was justified even if Iraq did not have weapons of mass destruction. When no such weapons were found after the war, 58% of Americans then supported the war. Myers explains this revision of people’s memories of the government’s rationale for going to war as an example of 
A. self-presentation.
B. cognitive dissonance.
C. self-justification.
D. self-perception.

20. The cognitive dissonance theory was formulated by 
A. James Laird.
B. William James.
C. Leon Festinger.
D. Daryl Bem.