Ch. 9: Social Influence Flashcards
Social Influence
the many way people affect one another, including changes in attitudes, beliefs, feelings, and behaviour resulting from the comments, actions or even the mere presence of others
conformity
changing one;s behaviour or beliefs in response to explicit or implicit pressure from others
compliance
responding favorably to an explicit request by another person
obedience
In an unequal power relationship, submitting to the demands on the person in authority
What are the 3 types of social influence?
Conformity, Compliance and Obedience
Ideomotor action
the phenomenon whereby merely thinking about a behaviour make performing it more likely
informational social influence
The influence of other people that results from taking their comments or actions as a source of information about what is correct, proper or effecive
Normative Social Influence
The influence of other people that comes from the desire to avoid their disapproval and other social sanctions (ridicule, ostracism…)
What is the effect of group size on conformity?
conformity increases with group size
internalization
private acceptance of a proposition, orientation or ideology
norm of reciprocity
a norm dictating that people should provide benefits to those who benefit them
Reciprocal concessions technique
a compliance approach that involves asking someone for a very large favor that they are certain to refuse and then following that question with the request for a smaller favor
That’s not all technique
a compliance approach that involves adding something to an original offer, thus creating some pressure to reciprocate
Negative State Relief Hypothesis
The idea that people engage in certain actions, such as agreeing to a request, to relieve their negative feelings and feel better about themselves
Descriptive norm
the behaviour exhibited by most people in a given context
