Door-to-door sales companies discovered that if they had the buyer write the details of the contract, rather than the sales representative, fewer buyers canceled the deal after the salesperson left. This exemplifies the social influence principle of
A) reciprocation.
B) authority.
C) liking.
D) commitment/consistency.
Answer: D
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Which learning approach emphasizes the importance of modeling?
A. classical conditioning B. behavior modification C. social-cognitive learning D. operant conditioning
What type of communication skills are women more likely to use?
a. Affectively-oriented b. Status-oriented c. Instrumentally-oriented d. Network-oriented
The use of language to communicate effectively with others and to accomplish activities is known as
A) pragmatics. B) morphology. C) semantics. D) syntax.
Tom is a relatively reserved individual who does not like to take risks. While in university, he does not like to take classes that he isn't sure he can do well at, as he believes he is stupid when he gets poor grades and ends up dropping those classes because he can't change his grades. Tom likely believes that intelligence is
a. a fixed entity. b. a flexible process. c. different for certain types of classes. d. the by-product of sensory capacity.