Chapter 9 Multiple Choice Self-Quiz

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. The kind of influence in which people make a straightforward request for what they want is called

a directive correct incorrect

a compliance-seeking behavior correct incorrect

persuasion correct incorrect

coercion correct incorrect

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. A persuadable is

something that everyone in a culture already agrees upon correct incorrect

something that everyone in a culture disagrees with and would argue against correct incorrect

a topic upon which change is possible correct incorrect

a and b correct incorrect

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. Dick tells Jane, "that was incredibly rude of you; you have no manners at all." Dick is doing what to Jane:

threatening positive face correct incorrect

threatening negative face correct incorrect

using symbolic role-taking correct incorrect

engaging in psychological reactance correct incorrect

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. Whenever Pavlov feeds his dogs meat, he rings a bell. The dogs begin to salivate to the bell. The ringing of the bell is

an unconditioned response correct incorrect

an unconditioned stimulus correct incorrect

a conditioned response correct incorrect

a conditioned stimulus correct incorrect

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. Cognitive dissonance theory is a

value theory correct incorrect

learning theory correct incorrect

consistency theory correct incorrect

critical theory correct incorrect

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. Charles feels uncomfortable because, although he thinks of himself as an honest person, he lied to his friend Richard. In order to reduce dissonance, he ignores the fact that he lied. He is using which method?

Denial correct incorrect

Bolstering correct incorrect

Transcendence correct incorrect

Differentiating correct incorrect

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. To be effective as a mode of influence, commitment should be all of the following EXCEPT

private correct incorrect

effortful correct incorrect

voluntary correct incorrect

public correct incorrect

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. Mary is so well-liked that people will do anything she says. This is an example of which kind of power?

Referent correct incorrect

Legitimate correct incorrect

Coercive correct incorrect

Expert correct incorrect

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. John threatens to fly into a rage if he is crossed, so people do what he wants. This is an example of which kind of power?

Referent correct incorrect

Legitimate correct incorrect

Coercive correct incorrect

Expert correct incorrect

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. Bob cooks for his girlfriend; it's his way of showing her he cares about her. His cooking is an example of

dissonance correct incorrect

a terminal value correct incorrect

a relational currency correct incorrect

self-promotion correct incorrect