Social influence

Question 1

What is the definition of Social Influence?

Answer 1

It refers to the many ways that people impact one another

Question 2

What are the three major kinds of Social Influence?

Answer 2

Conformity
Compliance
Obedience

Question 3

What is the definition of Conformity?

Answer 3

The tendency to change one’s perception, beliefs, or behaviour in response to real or imagined pressure from others

Question 4

What are the two reasons people conform?

Answer 4

Informational influence
Normative influence

Question 5

What are two different types of conformity?

Answer 5

Private Conformity
Public Conformity

Question 6

What is Informational Influence?

Answer 6

Influence producing conformity when a person believes others are correct in their judgement

Question 7

What are the factors affecting Conformity?

Answer 7

Group size
Group Unanimity

Question 8

What is the Free Gift Technique?

Answer 8

Giving small gift to someone or doing a small favour increase likelihood to complying with subsequent request

Question 9

What is the door in the face request?

Answer 9

Making a very large request that one will certainly refuse and then following that with a more modest request

Question 10

When does the Door in Face best work?

Answer 10

When first request is big but not illegitimate
Request need to be made close together
Request need to be made by same person

Question 11

What is the Foot in the Door technique?

Answer 11

Compliance technique in which one makes an initial small request by a larger request invoking the real behaviour of interest m

Question 12

What’s an example of Foot in the Door technique?

Answer 12

If someone agrees to put a ‘Drive safe’ sticker on car they will be more likely to agree to put a billboard of ‘Drive safe’ on their lawn

Question 13

What is a explanation of Foot in the Door technique?

Answer 13

When complying with a request small request you seem ‘helpful’ therefore are more motivated to maintain self image

Question 14

What does consistency have to do with Foot in Door?

Answer 14

People who are high in preference for consistency are more likely to comply with subsequent request than those low on measure

Question 15

What is the Low Balling Technique?

Answer 15

Strategy in which the person secures agreement with a request, but then increases the size of the request by revealing hidden cost

Question 16

What’s an example of Low Balling?

Answer 16

When you’re excited to buy a product after the agreement purchase there are then extra fees and because you are already excited for the product you are more likely to agree to the extra cost as you are already sold on it

Question 17

What are the explanations for Low Balling?

Answer 17

Once people are committed they focus on the positive aspects and see choice more favourably
Also, public commitment leads to obligation for follow through

Question 18

What is the That’s Not All Technique?

Answer 18

When something is offered as a bonus or reduced as a discount from the original offer