7. Interpersonal influence

Question 1

What are the characteristics of obedience? (IandG interpersonal influence)

Answer 1

• compliance with authority
• hierarchical
• explicit order

Question 2

What are the characteristics of conformity? (IandG interpersonal influence)

Answer 2

• people of equal power
• no overt requirement
• involves imitation

Question 3

How did Turner (1991) define social influence? (IandG interpersonal influence)

Answer 3

‘People directly, or indirectly, influence the thoughts, feelings and actions of others.’

Question 4

What are judgemental heuristics? (IandG interpersonal influence)

Answer 4

Mental shortcuts we use in making every day judgements e.g more expensive clothing is better quality

Question 5

What is the contrast principle? (IandG interpersonal influence)

Answer 5

Judging something based on a marker e.g hand in hot and cold water put into room temperature

Question 6

In Langer et al (1978) photocopier experiment, what were the three conditions? (IandG interpersonal influence)

Answer 6

1) Request only (5 or 20 pages)
2) Request and information (5 or 20 pages)
3) Request and placebo information (5 or 20 pages)

Question 7

In terms of the small favour (5 pages) or the large favour (20 pages), which contain had a higher compliance rate? (IandG interpersonal influence)

Answer 7

Small favour

Question 8

Why did the request and placebo information gain similar compliance to the request and actual information? (IandG interpersonal influence)

Answer 8

The word ‘because’ acts as a trigger, so the person knows that a reason is coming

Question 9

What are Cialdini’s 6 principles? (IandG interpersonal influence)

Answer 9

• Liking
• Reciprocity
• Social proof
• Consistency
• Authority
• Scarcity

Question 10

What is Cialdini’s principle of liking? (IandG interpersonal influence)

Answer 10

We like people who are:

• Physically attractive
• Similar to us
• People who pay compliments

Question 11

What is Cialdini’s principle of reciprocity? (IandG interpersonal influence)

Answer 11

You will often comply because you feel indebted to someone

Question 12

What is Cialdini’s principle of social proof? (IandG interpersonal influence)

Answer 12

People follow the lead of similar others, e.g eating in a restaurant because its busy

Question 13

What is Cialdini’s principle of consistency? (IandG interpersonal influence)

Answer 13

People align with their commitments, especially if they are public

Question 14

What is Cialdini’s principle of authority? (IandG interpersonal influence)

Answer 14

We are influenced by status, the higher someones status, the more likely we are to comply

Question 15

What is Cialdini’s principle of scarcity? (IandG interpersonal influence)

Answer 15

People want more of something that there is a lesser chance of getting, because it will seem more valuable

Question 16

What is bystander apathy and who is the example? (IandG interpersonal influence)

Answer 16

• Everyone observes each others behaviour so no one acts

- Kitty Genovese

Question 17

What is the low ball technique? (IandG interpersonal influence)

Answer 17

When a commitment has been made and the terms are adjusted after the commitment, meaning that the individual is less likely to back out

Question 18

When is an individual most likely to stick to a commitment? (IandG interpersonal influence)

Answer 18

When the choice is active, rather than passive

Question 19

What is the reactance effect? (IandG interpersonal influence)

Answer 19

When there are restraints on our freedom, we react negatively