Question 1

Controlling the consequences of an action is called:

Accepted Answer

A)   operant conditioning.
B)   coercive power.
C)   vicarious learning.
D)   reinforcement.

Question 2

Which of the following ways of discouraging drug use uses counterattitudinal advocacy?

Accepted Answer

A)   Lecturing students on all of the negative health effects of drug use
B)   Having students compose anti-drug slogans
C)   Showing students statistics that correlate drug use and success later in life
D)   Appealing to religious values

Question 3

Persuasive ability is enhanced when the request is accompanied by reasons that are framed in terms of the target's needs.

Accepted Answer

A) True 
 B)False

Question 4

To make an effective request, you should be aware of both the positive and negative face needs of your receiver.

Accepted Answer

A) True 
 B)False

Question 5

When you were in high school, your parents praised you for your good behavior and grounded you for your bad behavior. Their use of reward and punishment illustrates which of the following theories?

Accepted Answer

A)   Theory of planned behavior
B)   Dual-action theory
C)   Accommodation theory
D)   Learning theory

Question 6

The classical conditioning model:

Accepted Answer

A)   focuses on what happens before a response.
B)   focuses on what happens after a response.
C)   focuses on the human being involved in the S-R chain.
D)   a and b

Question 7

Terminal values are preferable end states of existence.

Accepted Answer

A) True 
 B)False

Question 8

The three theories that hold that people are motivated by a need for consistency and stability are:

Accepted Answer

A)   operant, classical, and social learning theories.
B)   balance, congruity, and dissonance theories.
C)   cognitive response, uncertainty reduction, and value theories.
D)   none of the above.

Question 9

The authors discuss goal competence in the framework of the film Paper Clips, which is based upon which of the following historical events?

Accepted Answer

A)   The sinking of the Titanic
B)   The Holocaust
C)   The devastating tsunami at Phuket Island in Thailand
D)   The destruction of the Twin Towers in New York City
E)   The war in Iraq

Question 10

Being grounded for missing curfew is an example of operant conditioning.

Accepted Answer

A) True 
 B)False

Question 11

A brilliant teacher can influence students through her knowledge of the subject matter of her field. This is an example of which kind of power?

Accepted Answer

A)   Referent
B)   Legitimate
C)   Coercive
D)   Expert

Question 12

A response is any unit of sensory input.

Accepted Answer

A) True 
 B)False

Question 13

According to value theory, there is no relationship between our identities and the values that we hold.

Accepted Answer

A) True 
 B)False

Question 14

According to classical learning theory, people are motivated by a need to be true to their own values.

Accepted Answer

A) True 
 B)False

Question 15

In exemplification, a person gets his or her way by appearing to be:

Accepted Answer

A)   likable.
B)   weak.
C)   competent.
D)   good.

Question 16

Bethany gets her roommate June to do all her work because Bethany is too sick or too tired or too confused to do it herself. Bethany is using which self-presentation strategy?

Accepted Answer

A)   Exemplification
B)   Self-promotion
C)   Supplication
D)   Intimidation

Question 17

Influencing people by providing them with positive role models is an example of social learning theory.

Accepted Answer

A) True 
 B)False

Question 18

What did Ashley Smith do?

Accepted Answer

A)   She was the first woman to swim the English Channel.
B)   She convinced her captor to release her and to surrender to the authorities.
C)   She was a notorious con artist who deceived several people out of money.
D)   Smith is a communication scholar well known for her development of the Theory of Reasoned Action.
E)   Ashley Smith is the author of our book.

Question 19

Sanders and Fitch describe this as the most heavy-handed form of social influence.

Accepted Answer

A)   Persuasion
B)   Compliance seeking
C)   Giving directives
D)   Giving advice
E)   Refuting arguments

Question 20

How is social learning theory different from classical conditioning and operant conditioning?

Accepted Answer

A)   Social learning theory focuses on paired stimuli.
B)   Social learning theory focuses on obtaining knowledge by observation.
C)   Social learning theory is likely to occur only in the classroom.
D)   Social learning theory focuses primarily on reward and punishment responses.

Exam 9: Achieving Personal and Relational Goals

In exemplification, a person gets his or her way by appearing to be:

Correct AnswerverifiedShow Answer

The authors discuss goal competence in the framework of the film Paper Clips, which is based upon which of the following historical events?

Correct AnswerverifiedShow Answer

The classical conditioning model:

Correct AnswerverifiedShow Answer

Which of the following ways of discouraging drug use uses counterattitudinal advocacy?

Correct AnswerverifiedShow Answer

What did Ashley Smith do?

Correct AnswerverifiedShow Answer

Influencing people by providing them with positive role models is an example of social learning theory.

Correct AnswerverifiedShow Answer

The three theories that hold that people are motivated by a need for consistency and stability are:

Correct AnswerverifiedShow Answer

Bethany gets her roommate June to do all her work because Bethany is too sick or too tired or too confused to do it herself. Bethany is using which self-presentation strategy?

Correct AnswerverifiedShow Answer

Persuasive ability is enhanced when the request is accompanied by reasons that are framed in terms of the target's needs.

Correct AnswerverifiedShow Answer

Sanders and Fitch describe this as the most heavy-handed form of social influence.

Correct AnswerverifiedShow Answer

How is social learning theory different from classical conditioning and operant conditioning?

Correct AnswerverifiedShow Answer

A brilliant teacher can influence students through her knowledge of the subject matter of her field. This is an example of which kind of power?

Correct AnswerverifiedShow Answer

A response is any unit of sensory input.

Correct AnswerverifiedShow Answer

Controlling the consequences of an action is called:

Correct AnswerverifiedShow Answer

According to classical learning theory, people are motivated by a need to be true to their own values.

Correct AnswerverifiedShow Answer

To make an effective request, you should be aware of both the positive and negative face needs of your receiver.

Correct AnswerverifiedShow Answer

According to value theory, there is no relationship between our identities and the values that we hold.

Correct AnswerverifiedShow Answer

When you were in high school, your parents praised you for your good behavior and grounded you for your bad behavior. Their use of reward and punishment illustrates which of the following theories?

Correct AnswerverifiedShow Answer

Being grounded for missing curfew is an example of operant conditioning.

Correct AnswerverifiedShow Answer

Terminal values are preferable end states of existence.

Correct AnswerverifiedShow Answer

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