Psychology Degree Psychology Degree Social Influence and Behavior Questions and Answers 2 — Questions and Answers
Question 1: A researcher finds that participants deliver higher shock levels when an authority figure wears a lab coat versus casual clothing. Which concept does this best illustrate?
- Legitimacy of the authority (Correct answer)
- Agentic state shift
- Foot-in-the-door technique
- Normative social influence
Correct answer: Legitimacy of the authority
Milgram's research showed that visible symbols of authority, such as lab coats, increase perceived legitimacy and thus obedience levels.
Question 2: In Latané and Darley's research on bystander intervention, which factor most directly explains why individuals fail to act in large groups?
- Diffusion of responsibility (Correct answer)
- Social loafing
- Deindividuation
- Group polarization
Correct answer: Diffusion of responsibility
Diffusion of responsibility occurs when individuals in a group each assume someone else will take action, reducing personal accountability.
Question 3: Which phenomenon occurs when group discussion causes members to adopt more extreme positions than their initial individual opinions?
- Group polarization (Correct answer)
- Groupthink
- Social facilitation
- Conformity bias
Correct answer: Group polarization
Group polarization describes the tendency for group deliberation to push members toward more extreme versions of their pre-discussion attitudes.
Question 4: A salesperson offers a product at an attractive low price, then reveals additional hidden fees after the buyer has committed. Which compliance technique is being used?
- Low-ball technique (Correct answer)
- Door-in-the-face technique
- That's-not-all technique
- Reciprocity norm
Correct answer: Low-ball technique
The low-ball technique secures commitment at a favorable price before revealing the true, higher cost, relying on the person's desire for consistency.
Question 5: According to social impact theory, which of the following would LEAST increase the likelihood of conformity?
- Increasing the physical distance of the influencing group (Correct answer)
- Increasing the size of the influencing group
- Increasing the immediacy of the influencing group
- Increasing the status of the influencing group
Correct answer: Increasing the physical distance of the influencing group
Latané's social impact theory states that influence decreases with greater distance between the source and the target, making remote groups less impactful.
Question 6: Which defense mechanism did Milgram identify as helping participants psychologically distance themselves from the consequences of obedience?
- Agentic state (Correct answer)
- Cognitive dissonance
- Projection
- Reaction formation
Correct answer: Agentic state
The agentic state occurs when individuals see themselves as agents carrying out another person's wishes, thereby abdicating personal responsibility.
Psychology Degree Psychology Degree Social Influence and Behavior Questions and Answers 2
A researcher finds that participants deliver higher shock levels when an authority figure wears a lab coat versus casual clothing.
Which concept does this best illustrate?