CPI THIRD EDITION EXAMINATION TEST 2026
QUESTIONS WITH SOLUTIONS GRADED A+
◉ belief. Answer: An enduring piece of knowledge about an
object or event. (Page 533)
◉ informational influence. Answer: A phenomenon that occurs when
another
person's behavior provides information
about what is true. (Page 533)
◉ obedience. Answer: The tendency to do what powerful people
tell us to do. (Page 531)
◉ persuasion. Answer: A phenomenon that occurs when a per
son's attitudes or beliefs are influenced by
a communication from another person. (Page 534)
◉ systematic persuasion. Answer: The process by which attitudes or
beliefs
are changed by appeals to reason.(Page 534)
, ◉ heuristic persuasion. Answer: The process by which attitudes or
beliefs
are changed by appeals to habit or emotion.(Page 534)
◉ foot-in-the-door technique. Answer: A technique that involves making
a small
request and following it with a larger
request.(Page 534)
◉ norms. Answer: Customary standards for behavior that are
widely shared by members of a culture. (Page 528)
◉ norm of reciprocity. Answer: The unwritten rule that people should
benefit those who have benefited them.
normative influence. (Page 528)
◉ normative influence. Answer: A phenomenon that occurs when
another
person's behavior provides information
about what is appropriate. (Page 528)
QUESTIONS WITH SOLUTIONS GRADED A+
◉ belief. Answer: An enduring piece of knowledge about an
object or event. (Page 533)
◉ informational influence. Answer: A phenomenon that occurs when
another
person's behavior provides information
about what is true. (Page 533)
◉ obedience. Answer: The tendency to do what powerful people
tell us to do. (Page 531)
◉ persuasion. Answer: A phenomenon that occurs when a per
son's attitudes or beliefs are influenced by
a communication from another person. (Page 534)
◉ systematic persuasion. Answer: The process by which attitudes or
beliefs
are changed by appeals to reason.(Page 534)
, ◉ heuristic persuasion. Answer: The process by which attitudes or
beliefs
are changed by appeals to habit or emotion.(Page 534)
◉ foot-in-the-door technique. Answer: A technique that involves making
a small
request and following it with a larger
request.(Page 534)
◉ norms. Answer: Customary standards for behavior that are
widely shared by members of a culture. (Page 528)
◉ norm of reciprocity. Answer: The unwritten rule that people should
benefit those who have benefited them.
normative influence. (Page 528)
◉ normative influence. Answer: A phenomenon that occurs when
another
person's behavior provides information
about what is appropriate. (Page 528)
