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PSYC 241 > 7: Social Influence > Flashcards

7: Social Influence Flashcards

1
Q

what is social learning
what are some influences to social learning

A

the capacity for one to learn from others

  • when the model is similar to the actor, it may increase likelihood of mimicking task
  • when we are reinforced by consequences, we may likely mimic a behavior
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2
Q

what are mirror neurons

A

neurons that are activated when one performs a task, or when one observes a model performing a task

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3
Q

what is Albert Banduras BOBO doll experiment

A

mildly frustrated nursery school children observed a model showing aggressive behavior. they ended up mimicking

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4
Q

what is the chameleon effect

A

tendency to unconsciously mimic non verbal mannerisms of someone you are interacting with

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5
Q

what are injunctive norms

A

a belief about what behaviors are generally approved of or disapproved of in ones culture

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6
Q

what is a descriptive norm

A

a belief about what most people typically do

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7
Q

what is social contagion

A

phenomenon whereby ideas, feelings, and behaviours seem to spread across people like a wild fire

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8
Q

what is conformity

A

altering behaviors or beliefs to bring one into accordance with others

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9
Q

what is informational influence to conformity

A

conforming because we believe that other judgements are correct

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10
Q

what is normative influence to conformity

A

conforming out of fear of standing out or being deviant from norms

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11
Q

what is private conformity

A

conformity when one actually changes their belief because they believe that it is correct (altering perspectives)

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12
Q

what is public conformity

A

conformity in which change in belief is produced by real or imagined pressure
- ones actual belief does not change

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13
Q

when does conformity arise for informational social influence

A
  • when the situation is ambiguous
  • when there is a crisis (tend to rely on unanimous perception)
  • when others are experts in handing a situation
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14
Q

describe the social pressure study by (Asch, 1961)

A

different lengths of lines, one of which obviously matches the other.
Confederates in a group all collectively choose a wrong line, the actual participant is provoked into choosing that line as well to fit in.

75% of participants conformed

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15
Q

what factors affect conformity

A
  • group size (large groups influence conformity, but too large groups can actually decrease influence)
  • group unanimity ( entire group agrees– one dissenter can reduce conformity)
  • culture (collectivism VS individualism)
  • gender (weak gender differences although women conform to stereotypically male domains and vice versa)
  • age and self esteem
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16
Q

what is compliance

A

changes in behavior elicited by direct requests from others

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17
Q

what is foot in the door technique

A

an initial or small request followed by larger request involving behaviour of interest

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18
Q

what is the free gift technique

A

giving a small gift or doing a small favor may increase compliance due to norm of reciprocity
- puts people in a good mood or feeling good

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19
Q

what is door in the face technique

A

a big request one would certainly refuse followed by a smaller request that seems more modest and doable

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20
Q

what is the liking technique

A

people are more likely to comply when requests are made from those who are likable or more similar to the person

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21
Q

what is the scarcity technique

A

strategy in which appeal of an item increased because it is seemingly made rare or limited

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22
Q

whats the Thats not all technique

A

technique in which something is added as a bonus or is discounted from the original offer

23
Q

what is the Low Balling technique

A

strategy in which someone secures agreement with a request, and then increases size of request by revealing hidden costs
- induces cognitive dissonance

24
Q

what is obedience

A

behavior changes produced by commands of authority

25
Q

what is obedience dependent on

A
  • respect to authority
  • level of vulnerability
26
Q

what is Milgrams (1963) obedience study

A

‘teachers’ deliver shock to ‘learners’ when they get an answer wrong, even when learner protests, experimenter tells teacher to give shock

  • elicited normative social influence (desire to fit in)
  • elicited informational social influence (rely actions on expert)
27
Q

is there gender differences to obedience

A

no

28
Q

what are attitudes

A

evaluations of a target expressed with some levels of intensity
- represented by how we evaluate a person, group, object, issue, or ideology

29
Q

what is the relationship between attitudes and behavior

A

attitudes and how we evaluate things effect how we behave towards them

30
Q

what factors impact relationship between attitudes and behavior

A
  • attitudes can conflict other determinants of behavior
  • attitudes based on direct experience more strongly influence behavior
  • attitudes are less predictive when we assess general attitudes
    more specificity of an attitude better predicts behavior
31
Q

what factors affect how well attitudes predict behavior

A
  • specific attitudes match specific behavior
  • general attitudes predict general behavior
  • public attitudes vs true attitudes as a predictor of behavior
  • implicit (spontaneous behaviour) is better predictor than explicit
  • attitude accessibility and strength
32
Q

what is perceived behavioral control

A

ease with which people think they can engage in a particular behavior

33
Q

what’re subjective norms

A

beliefs about how people around them view their behavior

34
Q

what is the theory of planned behavior

A
  • subjective norms
  • attitudes towards behavior
  • perceived behavior control

all influence intention and ultimately behavior

35
Q

what is the problem with theory of planned behavior

A
  • very rational and deliberative (ignored implicit attitudes)
  • intentions are not a good predictor of behavior
36
Q

what is persuasion

A

shift in attitude or behavior as a result of the influence of appeals or other sources

37
Q

what is the mere exposure effect

A

phenomenon by which people tend to develop a preference for things merely because they are familiar with them

38
Q

how does salience effect simplicity and complexity

A

simplicity :
develop quicker liking, but less liking in the long run

complexity:
less liking in the beginning but more liking over time

39
Q

what are factors influencing positive associations with an idea

A
  • humor
  • attraction
  • fame
  • music
  • nostalgia
40
Q

what is the central or systematic route to persuasion

A

process by which people provide deeper content to think about
- quality of the argument must be strong

41
Q

what is the peripheral or heuristic route to persuasion

A

focus on superficial content, people persuaded by aesthetic of communicator, short length of message etc.

42
Q

what are central routes influence by

A
  • ones personal relevance of the message
  • ones knowledge of the issue
  • whether one feels responsible for the given argument
  • ones motivation and ability
43
Q

what are peripheral routes triggered by

A
  • factors that reduce ones motivation
  • factors that interfere with ability to attend message ( cognitive load)
44
Q

what are 3 factors that influence persuasive communication

A

message (what was said)
source (who said it ?)
audience (to whom)

45
Q

what are informational strategies of central or peripheral route

A

central route requires more information that is factual

peripheral route requires less information, more dedication to length of message

46
Q

what is an efficient message tone

A

less extreme positions and convey a moderate amount of discrepancy

47
Q

what are fear appeals
why may they not work

A

power persuasion tactics using fear
can sometimes not work:
- one may feel capable of acting against danger
- people may have just world ideals
- people assess severity of situation which can lead to helplessness or just no care

48
Q

what is the primacy effect

A

information presented first has most influence on someone

49
Q

what is recency effects

A

information presented last has most influence

50
Q

how does expertise and credibility effect central and peripheral routes

A

experts are great for using the peripheral route
people with central routes also rely on credibility and trustworthiness

51
Q

what is the sleeper effect

A

a delayed impact of a message that occurs when an initially discounted message becomes effective, as we remember the message but forget the reason for discounting it

  • arises when one learns of the source after already processing the information
52
Q

what is the third person effect

A

assumption the other people are easily persuaded by messages than we are

53
Q

what is agenda control

A

the way the media shapes what we think is important and true

54
Q

what are attentional biases

A

people are inclined to attend to information that confirms their original attitudes ( confirmation bias )

PSYC 241 (5 decks)

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