Describe two different techniques for gaining compliance that rest on Cialdini's consistency principle
What will be an ideal response?
Answer:
1) The foot-in-the-door technique: make a small request. Once compliance is gained, make a larger request (the one that was originally desired). This works because refusal of the larger request is inconsistent with granting the initial request.
2) The lowball procedure: offer a very advantageous deal to someone. Once they have accepted, change the terms so that they are less advantageous. The initial commitment makes it more difficult to refuse the modified deal because subsequent refusal would be inconsistent with the initial acceptance.
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While engaging in combat in the Gulf War, Sammy found that his hands went numb and he sometimes couldn't move them. The doctors could not find a biological cause for Sammy's condition. Sammy likely has a(n) __________.
A. conversion disorder B. obsessive-compulsive disorder C. case of illness anxiety disorder D. generalized anxiety disorder
Where does the sympathetic branch of the nervous system arise from?
A. the upper portion of the spinal cord B. the lower portion of the spinal cord C. both the upper and lower portions of the spinal cord D. the middle of the spinal cord
One of Worden's tasks in mourning is "to find an enduring connection with the deceased in the midst of embarking on a new life.". Personal Insights 9.4 described how four widows dealt with their wedding rings after the death of their spouse. Which of these widows was addressing this task in mourning?
a. the one who moved her wedding ring from the third finger of her left hand to her right hand b. the one who removed her wedding ring and put it away in her jewelry box c. the one who had her wedding ring and her husband's fashioned into a pendant d. the one who continued to wear her wedding ring on the third finger of her left hand e. all of the above
A witness on the stand swears that he saw
someone commit a crime. Must you believe that the testimony is valid when a witness testifies so forcefully? a) Yes, because seeing is believing. b) No, because eyewitnesses are not usually honest. c) Yes, because eyewitnesses are very confident about their testimony. d) No, because there is a great possibility of a "false positive" identification.