Name: __________________________ Date: _____________


1.
Cognitive dissonance theory was formulated by
A.
James Laird.
B.
William James.
C.
Leon Festinger.
D.
Daryl Bem.


2.
A sales representative comes to your home and asks you to try a water filter system for a week, absolutely free, so you agree. He returns the next week and offers you an expensive contract to continue to rent the system and you agree. You are most clearly a victim of
A.
self-monitoring.
B.
the overjustification effect.
C.
the foot-in-the-door phenomenon.
D.
impression management.


3.
Our attitudes predict our actions when
A.
other influences on our actions are minimized.
B.
the attitude involved is specifically about the action.
C.
we are conscious of our attitudes as we act.
D.
All of the above.


4.
________ change has followed as a result of desegregation.


5.
Aggressors are likely to hate and blame their victims, illustrating
A.
the power of the low-ball technique.
B.
the principle of self-presentation.
C.
the insufficient justification effect.
D.
the power of actions to influence attitudes.


6.
According to the text, since the 1954 Supreme Court decision to desegregate schools
A.
Whites' expressed attitudes toward Blacks have grown more negative.
B.
Blacks' expressed attitudes toward Whites have grown more positive.
C.
the percentage of Whites favoring integrated schools has declined by more than 50 percent.
D.
the percentage of Whites favoring integrated schools has more than doubled.


7.
Which of the following is NOT an effective component of a brainwashing program?
A.
gradually escalating the demands made of the prisoner
B.
offering large bribes for compliance with requests
C.
eliciting active participation from the prisoner rather than allowing him to be a passive recipient of propaganda
D.
having prisoners write self-criticism or utter public confessions


8.
One way to increase voter turnout is to ask voters the day before the election whether they intend to vote or not.


9.
Cognitive dissonance theory proposes that we experience _____ when our beliefs are _____.
A.
fear; uncertain
B.
pleasure; inconsistent
C.
tension; inconsistent
D.
arousal; consistent


10.
You agree to buy a new computer at a terrific price. Then the sales associate charges you for software you thought was included in the original package. You've been a victim of
A.
the overjustification effect.
B.
the low-ball technique.
C.
postdecision dissonance.
D.
All of the above.


11.
In a study by Freedman and Fraser, Californians were found to be more willing to agree to post an ugly “Drive Carefully” sign prominently in their front yards if they
A.
were offered a small compensation for their effort.
B.
had previously scored high on a survey of attitudes favoring more stringent traffic laws.
C.
had earlier complied with a smaller request to display a safe-driving window sign.
D.
had first refused to comply with a smaller request to sign a safe-driving petition.


12.
Research by Freedman suggests that the best way to get children to internalize their decisions is to give them the threat of severe consequences.


13.
Which of the following statements about the effects of moral and immoral action is CORRECT?
A.
Both evil acts and moral acts can shape the self.
B.
People induced to act in evil ways quickly renounce this pattern, whereas those who are coaxed to do good continue the pattern.
C.
Moral acts are internalized only if they are prompted by significant rewards or threats.
D.
None of the above.


14.
You've just been promoted to the role of supervisor at work. You feel awkward and uncomfortable in your new position. Research on role-playing suggests
A.
this discomfort will increase over time.
B.
others will not treat you fairly in your new position.
C.
over time you will get comfortable with your new role.
D.
your attitude and feelings toward your new role will not change over time.


15.
Experiments suggest that if you want people to do a big favor for you, one technique is to get them to do a small favor first; this is known as the _____ technique.
A.
insufficient justification
B.
overjustification
C.
foot-in-the-door
D.
door-in-the-face


16.
When people ________ themselves to public behaviors and perceive these acts to be their own doing, they come to believe more strongly in what they've done.


17.
The assumption that private beliefs determine public behavior underlies most teaching, preaching, and counseling.


18.
Attitudes are _______ that can influence our reactions.
A.
behaviors
B.
beliefs and feelings
C.
intentions
D.
memories


19.
Cognitive dissonance theory proposes that we feel tension when two simultaneously accessible thoughts or beliefs are psychologically ________.


20.
A comparison of dissonance theory and self-perception theory suggests that _____ theory really explains _____.
A.
dissonance; attitude formation
B.
dissonance; behavior change
C.
self-perception; attitude change
D.
self-perception; attitude formation


Answer Key

1. C
2. C
3. D
4.
ATTITUDE
5. D
6. D
7. B
8. True
9. C
10. B
11. C
12. False
13. A
14. C
15. C
16.
COMMIT
17. True
18. B
19.
INCONSISTENT
20. D