Understanding Psychology (10th Ed)

a. Skinner
b.
Asch
c.
Milgram
d. Fiala
3. Which of the following techniques asks a person to com-
ply with a small initial request to enhance the likelihood 
that the person will later comply with a larger request?
a.
Door-in-the-face
b. Foot-in-the-door
c. That’s-not-all
d. Not-so-free sample
social supporter p. 591
groupthink p. 592
compliance p. 593
industrial-organizational 
(I/O) psychology p. 595
obedience p. 595
4.
The 
technique begins with an outrageous request that makes a 
subsequent, smaller request seem reasonable.
5.
is a change in behavior that is due to another 
person’s orders.
R E T H I N K
1.
Why do you think the Milgram experiment is so contro-
versial? What sorts of effects might the experiment have 
had on participants? Do you think the experiment would 
have had similar results if it had not been conducted in a 
laboratory setting but among members of a social group 
(such as a fraternity or sorority) with strong pressures to 
conform?
2.
From the perspective of a sales representative: Imagine that 
you have been trained to use the various compliance tech-
niques described in this section. Because these compliance 
techniques are so powerful, should the use of certain such 
techniques be forbidden? Should consumers be taught de-
fenses against such techniques? Is the use of such tech-
niques ethically and morally defensible? Why?
3. From the perspective of an educator: Student obedience in the 
elementary and secondary classroom is a major issue for 
many teachers. How might you promote student obedi-
ence in the classroom? What are some of the potentially 
harmful ways that teachers could use their social infl uence 
to elicit student obedience?