7: Social Influence Flashcards
what is social learning
what are some influences to social learning
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
what are mirror neurons
neurons that are activated when one performs a task, or when one observes a model performing a task
what is Albert Banduras BOBO doll experiment
mildly frustrated nursery school children observed a model showing aggressive behavior. they ended up mimicking
what is the chameleon effect
tendency to unconsciously mimic non verbal mannerisms of someone you are interacting with
what are injunctive norms
a belief about what behaviors are generally approved of or disapproved of in ones culture
what is a descriptive norm
a belief about what most people typically do
what is social contagion
phenomenon whereby ideas, feelings, and behaviours seem to spread across people like a wild fire
what is conformity
altering behaviors or beliefs to bring one into accordance with others
what is informational influence to conformity
conforming because we believe that other judgements are correct
what is normative influence to conformity
conforming out of fear of standing out or being deviant from norms
what is private conformity
conformity when one actually changes their belief because they believe that it is correct (altering perspectives)
what is public conformity
conformity in which change in belief is produced by real or imagined pressure
- ones actual belief does not change
when does conformity arise for informational social influence
- when the situation is ambiguous
- when there is a crisis (tend to rely on unanimous perception)
- when others are experts in handing a situation
describe the social pressure study by (Asch, 1961)
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
what factors affect conformity
- 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
what is compliance
changes in behavior elicited by direct requests from others
what is foot in the door technique
an initial or small request followed by larger request involving behaviour of interest
what is the free gift technique
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
what is door in the face technique
a big request one would certainly refuse followed by a smaller request that seems more modest and doable
what is the liking technique
people are more likely to comply when requests are made from those who are likable or more similar to the person
what is the scarcity technique
strategy in which appeal of an item increased because it is seemingly made rare or limited
whats the Thats not all technique
technique in which something is added as a bonus or is discounted from the original offer
what is the Low Balling technique
strategy in which someone secures agreement with a request, and then increases size of request by revealing hidden costs
- induces cognitive dissonance
what is obedience
behavior changes produced by commands of authority
what is obedience dependent on
- respect to authority
- level of vulnerability
what is Milgrams (1963) obedience study
‘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)
is there gender differences to obedience
no
what are attitudes
evaluations of a target expressed with some levels of intensity
- represented by how we evaluate a person, group, object, issue, or ideology
what is the relationship between attitudes and behavior
attitudes and how we evaluate things effect how we behave towards them
what factors impact relationship between attitudes and behavior
- 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
what factors affect how well attitudes predict behavior
- 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
what is perceived behavioral control
ease with which people think they can engage in a particular behavior
what’re subjective norms
beliefs about how people around them view their behavior
what is the theory of planned behavior
- subjective norms
- attitudes towards behavior
- perceived behavior control
all influence intention and ultimately behavior
what is the problem with theory of planned behavior
- very rational and deliberative (ignored implicit attitudes)
- intentions are not a good predictor of behavior
what is persuasion
shift in attitude or behavior as a result of the influence of appeals or other sources
what is the mere exposure effect
phenomenon by which people tend to develop a preference for things merely because they are familiar with them
how does salience effect simplicity and complexity
simplicity :
develop quicker liking, but less liking in the long run
complexity:
less liking in the beginning but more liking over time
what are factors influencing positive associations with an idea
- humor
- attraction
- fame
- music
- nostalgia
what is the central or systematic route to persuasion
process by which people provide deeper content to think about
- quality of the argument must be strong
what is the peripheral or heuristic route to persuasion
focus on superficial content, people persuaded by aesthetic of communicator, short length of message etc.
what are central routes influence by
- ones personal relevance of the message
- ones knowledge of the issue
- whether one feels responsible for the given argument
- ones motivation and ability
what are peripheral routes triggered by
- factors that reduce ones motivation
- factors that interfere with ability to attend message ( cognitive load)
what are 3 factors that influence persuasive communication
message (what was said)
source (who said it ?)
audience (to whom)
what are informational strategies of central or peripheral route
central route requires more information that is factual
peripheral route requires less information, more dedication to length of message
what is an efficient message tone
less extreme positions and convey a moderate amount of discrepancy
what are fear appeals
why may they not work
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
what is the primacy effect
information presented first has most influence on someone
what is recency effects
information presented last has most influence
how does expertise and credibility effect central and peripheral routes
experts are great for using the peripheral route
people with central routes also rely on credibility and trustworthiness
what is the sleeper effect
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
what is the third person effect
assumption the other people are easily persuaded by messages than we are
what is agenda control
the way the media shapes what we think is important and true
what are attentional biases
people are inclined to attend to information that confirms their original attitudes ( confirmation bias )
