1. CONVERSATION

1. Which factors have been found to be important in terms of persuasion? Regarding the communicator? The message? The audience?

2. Differentiate between the following persuasion techniques: norm of reciprocity, door in the face, foot in the door, and low-balling.

B. QUESTIONS

1. According to Harold Kelley, which factors affect whether we attribute someone's behavior to personal or situational factors?

2. Discuss the fundamental attribution error.

3. Describe the following: social comparison, mere exposure effect, matching effect.

4. Describe the parental investment theory.

5. Differentiate between the social penetration theory and the social exchange theory.

6. What factors affect attractiveness?

7. Discuss Sternberg's triangular theory of love.

8. Describe the cognitive-arousal model of love. What research supports this theory?

9. Discuss how the realistic conflict theory and the social identity theory are used to explain the development of prejudice. What research findings support these theories?

10. What factors affect the preservation of stereotypes?

11. What theories have been proposed to explain altruistic behavior?

12. Discuss the Sheriff Robber's Cave study and its findings. Under what circumstances is intergroup contact most likely to reduce prejudice?

13. How would aggression be explained by behaviorism (learning theory)? By Freud?

14. What areas of the brain have been found to be important in aggressive behavior?

15. Discuss the bystander effect and diffusion of responsibility. Who are we most likely to help?