BUS 110 Quiz Week 14

Injunctive norms address people’s perceptions of what other people approve of, whereas ________ norms address people’s perceptions of what other people actually do.

• Descriptive

• Prescriptive

• Subjective

• Objective

The social influence strategy in which getting people to agree first to a small request makes them more likely to agree later to a second, larger request is

• propaganda

• door-in-the-face technique

• minority influence

• foot-in-the-door technique

TRUE or FALSE?

In Milgram's study, more than 60% of participants delivered the highest level of electric shock to the learner.

• TRUE

• FALSE

Results from Milgram’s electric shock study suggest that people...

• are generally rather sadistic.

• have strong aggressive impulses.

• will obey authority, even when perhaps they shouldn’t.

• are willing to do just about anything for money.

Which social influence technique does this kid use to get ice cream?

• foot-in-the-door

• door-in-the-face

• propaganda

• minor influence