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12c. Interpersonal Influence (LO 12.11-12.13)

Terms in this set (15)

The tendency to do what others do simply because they are doing it is called:
Conformity
An unpleasant state that arises when a person recognizes the inconsistency of his actions, attitudes, or beliefs is called:
cognitive dissonance.
Avoiding pain is to avoiding rejection as the _____ motive is to the _____ motive.
hedonic; approval
When are inconsistencies in attitudes, actions, or beliefs NOT likely to lead to cognitive dissonance?
when small inconsistencies are justified by large consistencies
Dahlia is trying to make partner at one of the city's most prestigious law firms. It is generally understood that associates remain hard at work in the office until at least 8 each evening. This is an element of the firm's:
norms
According to the text, the difference between an attitude and a belief is that an attitude tells people:
what they should do, and a belief tells people how to do it.
Stacy is with a group of friends who are all drinking alcohol. They offer her some, and even though she does not drink, Stacy desperately wants to fit in with her friends, so she decides to have a few drinks. Stacy's decision to drink was a result of the:
approval motive.
Which approach is a way to reduce cognitive dissonance?
recognizing that small inconsistencies can be justified by large consistencies
Miguel takes unusual delight in smoking cigarettes directly beneath a no smoking sign posted on an outdoor patio at his workplace. Miguel's behavior is BEST explained by the phenomenon of:
reactance.
Informational influence refers to a(n):
Phenomenon that occurs when a person's behavior provides information about what is good or right.
Brian steps into an elevator full of people and begins to talk on his cell phone very loudly. Brian might receive disapproving looks or comments from others on the elevator because:
he has violated a norm.
A person who has inconsistencies in actions, beliefs, or attitudes will MOST likely _____ in an attempt to avoid or alleviate cognitive dissonance.
try to resolve them
Erica's boyfriend demands that she not go out with her girlfriends. He threatens that if she does, he will not talk to her for several days. According to the text, Erica is MOST likely to:
go out with her girlfriends because she does not like to be manipulated in this way.
For as long as he can remember, Jerry has felt negatively about a particular restaurant chain. Jerry's evaluation is an example of:
an attitude.
For at least a year now, Ivon has felt positively about his city's efforts to remove statutes of Confederate leaders from its squares and other public spaces. Ivon's evaluation is an example of:
an attitude.
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