James,a 17-Year-Old High School Student,has Just Moved to a New

question 76

Multiple Choice

James,a 17-year-old high school student,has just moved to a new city and enrolled in a new school.At his old school,there were strong social norms against teenagers smoking cigarettes.At his new school,however,several of his new friends regularly smoke and say to him,"C'mon,don't be a jerk,have one of mine." As a result,James is likely to begin smoking because of ________.

• A)the informational social influence
• B)the normative social influence
• C)the foot-in-the-door technique
• D)ingratiation
• E)the normative focus influence