Answer to Question 1
D
Explanation: D) High Machs manipulate more, win more, are persuaded less, and persuade others more than do low Machs. High Machs perform better in situations that have a minimal number of rules and regulations, allowing latitude for improvisation.
Answer to Question 2
a) Selective Perception. Because it is impossible for us to assimilate everything we see, only certain stimuli can be taken in. Since we cannot observe everything going on about us, we engage in selective perception. This allows us to speed-read others.
b) The Halo Effect. When we draw a general impression about an individual on the basis of a single characteristic, a halo effect is operating.
c) Contrast effects. Contrast effects occur when we don't evaluate a person in isolation; our reaction to one person is influenced by other people we have recently encountered.
d) Stereotyping. When we judge someone on the basis of our perception of the group to which he or she belongs, we are using the shortcut called stereotyping.
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