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PYB202 > 6. SOCIAL INFLUENCE > Flashcards

6. SOCIAL INFLUENCE Flashcards

1
Q

Define social influence

A

process whereby attitudes and behaviour are influenced by the real or implied presence of other people

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2
Q

define norms

A

attitudinal and behavioural uniformalities that define group membership and differentiate between groups

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3
Q

what are references significant for?

A

psychologically significant for out behaviour/attitudes

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4
Q

what does it mean to be a part of a membership groups

A

we belong to due to some objective external criterion

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5
Q

what are the three types of social influence?

A

compliance
obedience
conformity

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6
Q

define compliance

A

superficial, public, and transitory change in behaviour and expressed attitudes in response to requests, coercion, or group influence

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7
Q

what is power?

A

the capacity to influence others while resisting their attempts to influence

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8
Q

what is the basis of compliance?

A

powers

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9
Q

what are strategies of compliance?

A

ingratiation, reciprocity, multiple requests

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10
Q

what are sources of power that people can access to persuade others

A 
reward power
coercive power
informational power
expert power
legitimate power 
referent power
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11
Q

reward power

A

the ability to give or promise rewards for compliance

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12
Q

coercive power

A

the ability to give or threaten punishment for non-compliance

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13
Q

informational

A

the target’s belief that the influencer has more information than oneself

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14
Q

expert power

A

the target’s belief that the influencer has generally greater expertise and knowledge than oneself

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15
Q

legitimate power

A

the target’s belief that the influencer is authorised by a recognised power structure to command and make decisions

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16
Q

referent power

A

Referent power refers to the ability of a leader to influence a follower because of the follower’s loyalty, respect, friendship, admiration, affection, or a desire to gain approval.

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17
Q

what did Milgram theoretically base his studies on?

A

Asch’s (1951) conformity study

response to WWII behaviour (Holocaust)

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18
Q

what was the method of Milgram’s study?

A

males recruited from advertisement
became ‘teacher’ -> administered shocks
instructed to continue shocks even if learner in pain

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19
Q

how big were shocks were Milgram’s participants to provide?

A

between 15 - 450 volts

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20
Q

what is the question of interest of Milgram’s experiment?

A

would participant obey instructions even if causing obvious harm to others?

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21
Q

what were the results of Milgram’s experiment?

A

majority obeyed. 65% of people were obedient right to the very end, going beyond danger: Severe shock into a zone labelled XXX

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22
Q

what did experts on human behaviour predict about Milgram’s experiment

A

very few normal, psychologically balanced people would obey orders to administer more than a ‘strong’ shock to the ‘incompetent’ learner

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23
Q

what are factors influencing obedience?

A 
sex difference
some cultures
commitment to course of action
Immediacy - of victim or of authority figure 
group pressure
legitimacy of authority ficture
24
Q

define conformity

A

deep-seated, private and enduring change in behaviour and attitudes due to group pressure

25
Q

what is obedience on comparison to compliance and obedience?

A

less direct

26
Q

what is the theoretical basis of Sherif’s (1936) autokinetic experiment?

A

from Allport’s (1924) convergence effect
group norms develop from people’s uncertainty about the social world
use of others as ‘frame of reference’
average/middle > fringe

27
Q

what was the method of Sherif’s (1936) autokinetic experiment?

A

groups judged a perceptual illusion ‘autokinetic effect’

called out estimates in random order

28
Q

what was the question of interest of Sherif’s (1936) autokinetic experiment?

A

would people converge on a group norm?

29
Q

was were the results of Sherif’s (1936) autokinetic experiment?

A

norm convergence and norm persistence

In one condition where the individuals started alone - they settled on personal normals

in the other condition individuals started an groups and converged on a group norm

when alone they used their group nrom which was internalised as a personal guide

30
Q

what was the theoretical basis of Ach’s (1951, 1956) conformity experiment

A

response to Sherifs study (ambiguous stimuli)

uncertainty not explanation for unambiguous stimuli

31
Q

what was the method of Ach’s (1951, 1956) conformity experiment

A

o groups of 7-9 males (1 real participant) called out which of 3 comparison lines the standard line matched; ‘real’ participant responded 2nd last
o in 18 trials, confederates chose correctly one third of time

32
Q

what wsa the question of interest of Ach’s (1951, 1956) conformity experiment?

A

would participants conform to others’ clearly wrong responses?

33
Q

what were the results of Ach’s (1951, 1956) conformity experiment?

A

o 25% independent throughout
o 50% conformed to wrong majority on 6 or more trials
o 5% conformed to wrong majority on ALL trials
o average conformity rate: 33%

34
Q

what did Asch conclude in his experiment?

A

why did people conform to an obviously wrong answer?

  • own perceptions inaccurate
  • fear of censure
  • saw the lines as majority did
35
Q

what are factors influencing conformite?

A 
privacy of response
personality traits - but situationally dependent
sex differences
cultural differences
group size
type of judgement
unanimity of response
36
Q

what are the two types of cultural difference?

A

collectivist and individualist

37
Q

which cultural difference precedes the other with regard to conformity?

A

collectivist > individualist

38
Q

how does privacy of responses affect conformity?

A

influence weakened when judgements were private and anaymous

39
Q

how do sex differences affect conformity?

A

when a task is male-stereotypical, more women conform. When the task is female-stereotypical, more men conform

40
Q

How does the unanimity of the response affect conformity?

A

social support on a line judgement task reduced conformity, even when the supporter was patently unable to make accurate judgements because he was visually impaired.

41
Q

define unanimity

A

agreement of all people involved

42
Q

what are social influence processes underlying conformity?

A

normative and informational influence (Deutch & Gerard, 1955; Kelley, 1952)

43
Q

informational social influence process

A

reality check, especially for ambiguous stimuli (true change)

44
Q

normative social influence process

A

gain social approval, must have surveillance by group (surface)

45
Q

what did Deutsh and Gerard (1955) show about social influence processes?

A

conformity occurred when neither influence was operating

46
Q

What is reference informational influence?

A

o criticism of ‘dual-process’ model
o from social identity theory (emphasis on group membership)
o operates via process of self-categorisation
o differences from dual-process approach
o evidence (e.g., Hogg & Turner, 1987)

47
Q

what is the process of referent informational influence (as proposed by Hogg& Abrams, 1988)

A

self categorisation –>
discover stereotypic in group norms from those who provide information about such norms –>
Assign cognitive represent ingroup norms –>
Assign cognitive representation of ingroup norms to self (self-stereotyping) –>
In group normative behaviour (conformity)

48
Q

what is majority influence?

A

social infleunce whereby numerical or power minorities change the attitude of the majority

49
Q

who reinterpreted Asch’s line experiment?

A

Moscovici

50
Q

What did moscovivi examine?

A

the ‘genetic model’ of minority influence

51
Q

what are key aspects of the ‘genetic model’ of minority behaviour?

A 
dependent on behavioural style
produces attitude change
other explanations (e.g. attribution)
52
Q

define ingratiation

A

psychological technique in which an individual attempts to become more attractive or likeable to their target.

53
Q

define immediacy

A

Immediacy in communication is the way we signal closeness, willingness to communicate, and positive feelings to another person.

54
Q

collectivist culture

A

A collectivist culture is one that’s based on valuing the needs of a group or a community over the individual. Kinship, family, and community are extremely important. People tend to work together to create harmony and group cohesion is extremely valued.

55
Q

individualistic culture

A

Individualistic culture is a society which is characterized by individualism, not collectivism.

PYB202 (6 decks)

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