Chapter 9 Review Questions

  1. Who was Ashley Smith and how is her story related to goal competence? 
  2. What is involved in the influence process? 
  3. What is social influence? What three types of influence behaviors do Sanders and Fitch identify? Does culture play any role influence behaviors?
  4. What does the film Thank You for Smoking illustrate about goal competence?
  5. What three issues are addressed in influence attempts?
  6. What two kinds of face are defined in this chapter?
  7. How are influence attempts related to face needs?
  8. How should people take face into account when framing requests?
  9. What is psychological reactance? 
  10. What is symbolic role taking and why is it important for influence? 
  11. What is the difference between learning, consistency, and value theories?
  12. How are these theories different from each other? 
  13. What are the basic elements of learning theory?
  14. What are the three major learning theories?
  15. What is the difference between social learning theory and operant conditioning? What is the difference between classical and operant conditioning?
  16. What happens in Classical Conditioning? 
  17. How does Pavlov’s dog experiment illustrate Classical Conditioning?
  18. What is the luncheon technique and how does it illustrate Classical Conditioning?
  19. How does cult recruitment illustrate Classical Conditioning?
  20. What six weapons of influence are described in Interdisciplinary Connection 9.1?
  21. What does social exchange theory have to say about our choice of relationships? What are relational currencies and how are they related to the way we evaluate
  22. What is dissonance theory, when does it occur, and how can it be reduced? What is counter-attitudinal advocacy, and how can it be used to influence people?
  23. What is the foot-in-the-door technique for persuasion? 
  24. What is value theory? How are our identities and values related? How can people be influenced by appeals to their value systems?
  25. How are identity needs achieved? 
  26. How does gossip illustrate the negotiation of identity? 
  27. What are the five bases of power?
  28. What are 5 methods of strategic self-presentation? What are some examples of ingratiation, intimidation, self-promotion, exemplification, and supplication?
  29. What does cognitive response theory say?
  30. Distinguish between aggressiveness, non-assertiveness, and assertiveness. What are some ways to improve your ability to be assertive?
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