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1、Chapter 5 Perception and Individual Decision Making 1. What are the three classes of factors that influence perception? a. factors in the setting, factors in the environment and factors in the motives b. factors in the perceiver, factors in the target and factors in the situation c. factor

2、s in the character, factors in knowledge and factors in experience d. factors in the personality, factors in the character and factors in the values e. factors in the senses, factors in the surroundings and factors in the lighting 2. Two people see the same thing at the same time yet interpret

3、it differently. Where do the factors that operate to shape their dissimilar perceptions reside? a. the perceivers b. the target c. the timing d. the context e. the situation 3. What is the name of the theory that deals with how we explain behavior differently depending on the meaning we

4、assign to the actor? a. Behavioral Theory b. Judgment Theory c. Selective Perception Theory d. Attribution Theory e. Equality Theory 4. What does consensus refer to in attribution theory? a. there is general agreement about a perception b. different people respond the same way in the

5、 same situation c. there is general agreement about how people desire to respond to the same situation d. different people perceive a situation similarly e. all people behave precisely the same way in certain situations 5. If everyone who is faced with a similar situation responds in the sam

6、e way, attribution theory states that the behavior shows _____. a. consensus b. similarity c. reliability d. consistency e. stability 6. What term is used for the tendency to underestimate the influence of external factors and overestimate the influence of internal factors when making ju

7、dgments about the behavior of others? a. fundamental attribution error b. self-serving bias c. selective perception d. consistency e. actor bias 7. What name is used for the tendency of an individual to attribute his own successes to internal factors while putting the blame for failures o

8、n external factors? a. fundamental attribution error b. self-serving bias c. consistency d. selective perception e. stereotyping 8. Because it is impossible for us to assimilate everything we perceive, we engage in _____. a. selective perception b. memorization c. mental desensitiza

9、tion d. periodic listening e. linear clustering 9. What is the term used for a general impression about an individual based on a single characteristic such as intelligence, sociability, or appearance? a. the contrast effect b. personal bias c. prejudice d. the halo effect e. projectio

10、n 10. When F. Scott Fitzgerald said, “The very rich are different from you and me” and Hemingway replied, “Yes, they have more money,” Hemingway refused to engage in what shortcut to judge others? a. projection b. contrast effect c. halo effect d. stereotyping e. prototyping 11. Which of the

11、following is not a challenge when making a decision? a. eliminating perceptual distortions b. making sure all decision makers have the same perceptions c. weighing up the alternative courses of action d. ensuring that the perceptions of the decision maker reflect reality e. choosing the r

12、elevant data 12. Where is overconfidence most likely to surface? a. outside your area of expertise b. in your area of expertise c. with more education and training d. among higher wage earners e. among older workers 13. What is the term used for an increased commitment to a previous de

13、cision in spite of negative information? a. escalation of commitment b. hindsight. c. satisficing d. representative e. rose-colored-glasses 14. Which of the following terms involves making decisions so as to provide the greatest good for the greatest number ? a. utilitarianism b. ju

14、stice c. rights d. satisficing e. humanitarianism TRUE/FALSE T 1. Perception refers to the way we organize and interpret the world around us. T 2. The relationship of a target to its background influences our perception of that target. F 3. Giving an attribution an external causati

15、on means you assume that the individual is responsible for his or her own behavior. T 4. The halo effect occurs because it is impossible for us to assimilate everything we see. F 5. The bounded rationality model assumes that the decision maker will complicate the problem. T 6. Availability bias is the tendency for people to base judgments on information that is readily available to them.