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Sozial > 12. Social Influence > Flashcards

12. Social Influence Flashcards

1
Q

Define conformity

A

Changing attitudes and behaviours to adhere to social norms

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2
Q

Explain the problem of norms.

A

can be counter-productive

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3
Q

Define the two types of norms.

A

Injunctive norms - what one should do

descriptive norms - what most people do

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4
Q

ASCH’S SEMINAL STUDIES 1957

A
  • one participant plus a group of confederates
  • each participant responds publicly “which line matches the standard line?”
  • all the confederates give the wrong answer
  • participant responds last
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5
Q

What effect does social support have on conformity?

A

Conformity decreases

  • even if ally is incompetent (e.g. visually impaired)
  • even if ally does not share opinion in other respects
  • especially effective with early social support
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6
Q

WILDER 1977

A
  • four confederates
  • presented as 4 individuals, 2 pairs or one foursome
    RESULT: more independence, more conformity -> perceived consensus
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7
Q

What are the two types of influence that explain why we conform?

A
  1. normative influence

2. informational influence

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8
Q

Normative influence

A
  • desire to be liked, accepted
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9
Q

Informational influence

A

desire to be right, accurate

  • especially in ambiguous situations (Sherif 1935)
  • often results in private acceptance
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10
Q

What does Schachtek’s 1951 study outline?

A

The fate of the non-conformer

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11
Q

SCHACHTEK 1951

A 
Group discussion
Confederate acts as 
--Mode (agrees with group)
-- Slider (disagrees at first, then agrees)
-- Deviate (disagrees with the group)

RESULTS:
Attention: Mode < Slider < Deviate
Liking: Mode > Slide > Deviate

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12
Q

Name the three further moderators of conformity.

A

a) Cohesiveness of the group
b) Size of group
c) Importance of accuracy

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13
Q

What is the ideal group size for conformity?

A

n = 3-4

- larger sizes may trigger suspicion

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14
Q

What does Baron, Vandello & Brunsmann’s 1996 study outline?

A

The importance of accurcay

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15
Q

BARON, VANDELLO & BRUNSMANN 1996

A
  • Line-up, pick one out of five in a line-up
  • Uncertainty manipulation
    difficult - perpetrator seen 0.5sec and line-up 1 sec
    easy - 5sec & 10 sec
  • Importance manipulation
    low - pilot study
    high - to be used by police, best performer to get $20

RESULTS:
low importance situations: same conformity
high importance situations: low conformity when low uncertainty, high conformity when high uncertainty

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16
Q

Gender differences in conformity

A
  • women are slightly more prone to being influenced
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17
Q

Explain an example situation where informational conformity can backfire

A

mass psychogenic illness

18
Q

Explain mass psychogenic illness

A

the occurrence, in a group of people, of similar physical symptoms with no known physical cause

19
Q

Mass psychogenic illness case study

A

1998 - a teacher in Tennesse reported a gasoline-like smell in her classroom

  • school was evacuated
  • over 170 students, teachers and staff reported symptoms like head-aches, nausea, dizziness
  • but nothing was found to be wrong in the school
  • the mysterious illness went away
20
Q

Reasons for resisting conformity

A
  • need for individuation
  • need for control
  • physical, legal and psychological barriers
21
Q

What kind of societies have less conformity?

A
  • individualistic societies vs. collectivistic societies (e.g. China)
22
Q

Majority and Minority should lead to…

A

dissociations between public and private change

23
Q

Define “majority”.

A

compliance without conversion

24
Q

Define “minority”

A

conversion without compliance

25
Q

Minority influence: when is it effective?

A
  • consistent rejection of majority position
  • minority is not rigid/dogmatic
  • minority’s position is consistent with current social trends
  • single minority (difference in opinion is the only salient difference)
26
Q

Minority influence: what implies attribution to an internal cause?

A
  • consistency high, consensus low, distinctiveness high
  • augmentation (because normative influence in the opposite direction)
  • no rigidty, dogmatism
27
Q

Define compliance

A

convincing people to say “yes”

28
Q

What are the principles of compliance?

A
  • friendship/liking
  • commitment/consistency
  • reciprocity
  • scarcity
  • social validation (“people like me are doing it”)
29
Q

Name some examples of compliance techniques.

A
  • ask
  • emotional appeal
  • presentation of convincing information
  • mention personal benefits
  • bargain
  • invoke norm
  • make moral appeal
  • “butter up”
  • deceive
  • threaten, force
30
Q

Name the two main multiple request techniques.

A

Foot in the Door (FID)

Door in the Face (DIF)

31
Q

Explain the Foot in Door Multiple Request Technique

A
  • first request is small, followed by a critical larger request
  • consistency
32
Q

Which principle does the Foot in Door technique rely on?

A

Consistency

33
Q

Explain the Door in Face Multiple Request Technique

A
  • first request unreasonably large, followed by a critical, smaller request
  • reciprocity
34
Q

Which principle does the Door in Face technique rely on?

A

Reciprocity

35
Q

MOSCOVICI, LAGE & NAFFRECHOUX 1969

A
  • Groups of 6, 2 minority members (accomplices)
  • 36 blue slides are shown, “name colour”
  • The two confederates either
  • -> consistently say “green” OR
  • –> say “green” 24 times and “blue” 12 times
  • control: group of size 6, only naive participants

RESULTS:
significant increase in green response only when minority was consistent

36
Q

FOOT IN DOOR STUDY

A

FRIEDMAN & FRASER (1966)
- Housewives called by ostensible member of consumer group
FIRST REQUEST: few simple questions about kind of soap
SECOND REQUEST: crew of 5-6 persons visits home for detailed inventory of household products
CONTROL COMPLIANCE: 22.2%
FID COMPLIANCE: 52.8%

37
Q

DOOR IN FACE STUDY

A

CIALDINI ET AL. 1975
1ST REQUEST: spend time with delinquent kids 2 hours per week for 2 years
2ND REQUEST: guide a group of delinquent kids through a zoo once
COMPLIANCE CONTROL: 17%
DIF COMPLIANCE: 50%

38
Q

Name other techniques that are used to gain compliance.

A
  • lowballing
  • based on scarcity (playing hard to get, deadline)
  • Pique technique
  • that’s not all technique
39
Q

What is lowballing?

A

worsening the deal midstream

40
Q

How does the pique technique work?

A
  • unusual request

- piques interest

41
Q

Explanation for results of Milgram’s studies?

A
  • explicit assumption of responsibility by experimenter
  • authority (uniform)
  • situational pressure: gradual nature and fast escalation

Sozial (14 decks)

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