Your roommate, Leeland, has been spending too much time play…

Your roommate, Leeland, has been spending too much time playing video games and partying during the week.  His grades are starting to drop and he may not be accepted into his major as a result. Leeland excuses his behavior because his closest friends are doing the same thing. According to the Theory of Planned Behavior, Leeland is unlikely to change his behavior because he…

True or false? The foot-in-the-door tactic starts with a sma…

True or false? The foot-in-the-door tactic starts with a small request to create initial commitment. Once that initial commitment is created, profiteers can move on to a variety of large requests, some of which are only remotely related to the original small request. 

It could be argued that participants in Muzafer Sherif’s (19…

It could be argued that participants in Muzafer Sherif’s (1936) study converged in their estimates of the amount of movement of a point of light because they were avoiding public embarrassment or social censure from other participants. Sherif demonstrated that this was unlikely when he found similar results

In a series of studies by Solomon Asch (1951, 1956), when pa…

In a series of studies by Solomon Asch (1951, 1956), when participants judged the lengths of lines alone rather than in a group of confederates, their judgments were accurate about 99 percent of the time. Still, when other participants made judgments in a group of people who gave the wrong answers, they reported incorrect judgments. These findings suggest that

At the new-car dealership, Josh asks the salesperson a numbe…

At the new-car dealership, Josh asks the salesperson a number of questions: “How good is the gas mileage on this model? What does Consumer Reports say about this make and model? Does this car hold its resale value?” The ________ component of Josh’s attitude toward the car is most likely to inform his questions.