You and your classmate work on a project, and it succeeds!  In describing your relative contributions to the project, you assume that your contribution is greater than your classmate’s, but they assume their contribution is greater than yours.  Which of the following does this illustrate?

• Self-serving bias

• Actor/observer bias

• False consensus effect

• Fundamental attribution error

A distortion of thinking involving a tendency for people to perceive information through a filter of personal experience or preferences

• Cognition

• Attribution Error

• Cognitive Bias

• Social Cognition

The discomfort we feel when our attitudes are not in line with our actions is called

• Attitude Adjustment

• Behavioral Analysis

• Cognitive dissonance

• Self Serving Bias

Asking for a small favor to increase your chances of being successful when asking for a larger one later is called:

• reciprocity norm

• foot-in-the-door phenomenon.

• low ball technique

• door-in-the-face phenomenon

The foot-in-the-door phenomenon refers to the tendency to:

• experience an increasing attraction to novel stimuli
• comply with a lg request if one has complied w/sm request
• lose self-restraint n group situations that foster anonymity
• perform simple tasks better in the presence of others

The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down, then ask for something small

• risky shift
• door in the face
• Scapegoating
• Ethnocentrism

Rebecca needs a new car. When she sees her favorite movie star in a car commercial, she decides to purchase the car advertised in the commercial. Rebecca's decision making illustrates

• cognitive dissonance

• central route persuasion

• peripheral route persuasion

• a situational attribution

Bart complied with his friends' request to join them in smashing decorative pumpkins early one Halloween evening. Later that night he was surprised by his own failure to resist their pressures to throw eggs at passing police cars. Bart's experience best illustrates

• cognitive dissonance

• the foot-in-the-door phenomenon

• the fundamental attribution error

• central route persuasion

Someone tries to convince you to buy their car, they start to describe the number of kilometers it has, that it is registered and that the air-conditioning works. This is an example of which route to persuasion?

• central route

• peripheral route

A good looking female approaches you she acts polite and tries to compliment how nice your jacket is before asking for your assistance with her luggage. Her approach is best described as the?

• central route to persuasion

• peripheral route to persuasion