Chapter 4 Social Proof Flashcards
What principle states that we determine what is correct by finding out what other people think is correct?
The principle of social proof.
The principle of social proof suggests that we view an action as correct to the degree that we see others performing it.
What was the outcome when a restaurant labeled dishes as their ‘most popular’?
Sales of each dish jumped by an average of 13 to 20 percent.
This label was surprising as it was not a typical marketing strategy used by the managers.
How did a local brewery in London increase sales of its porter beer?
By placing a sign stating that the porter was the brewery’s most popular beer that week.
This led to an immediate doubling of porter sales.
What effect did labeling a McFlurry as ‘our visitors’ favorite’ have on sales?
McFlurry sales jumped 55 percent.
Additionally, mentioning a favorite topping increased extra topping purchases by 48 percent.
What significant change did Netflix make regarding its data sharing in 2018?
Netflix began revealing information about its most successful offerings to its shareholders.
This was a reversal from its previous secretive stance on viewership data.
What is the impact of social proof in decision-making?
We tend to see an action as more appropriate if others are doing it.
This principle is leveraged by advertisers to indicate a product’s popularity.
True or False: The principle of social proof is always beneficial and never misleading.
False.
It can lead to mistakes if individuals respond to counterfeit or partial evidence.
Give examples of how social proof can be manipulated.
- Nightclubs creating long waiting lines
- Salespeople fabricating customer testimonials
- Bartenders salting tip jars with cash
- Product-rating websites with fake reviews.
These tactics exploit the tendency to follow others’ behavior.
What effect did informing parking-ticket recipients about payment trends have?
Payments increased by 130 percent.
This indicates that social proof can significantly influence behavior in civic duties.
How did social proof influence mask-wearing during the COVID-19 outbreak in Japan?
Seeing other people wearing masks was the major factor in increasing mask-wearing frequency.
Other reasons measured had less impact on behavior.
What was Albert Bandura’s contribution to understanding social proof?
He demonstrated that observing others can help eliminate phobias in children.
Watching other children interact positively with dogs significantly reduced fear in previously terrified children.
Fill in the blank: The tendency to assume an action is more correct if others are doing it is known as _______.
social proof.
This principle is a powerful influence on behavior across various contexts.
What was the effect of a Toyota dealership’s recruitment ad that highlighted vehicle demand?
It led to a 41.7 percent increase in total sales.
The ad’s focus on demand positively influenced customer attitudes and behavior.
What does the term ‘participant observation’ refer to in the context of social proof?
A method where a scientist studies a process by becoming immersed in its natural occurrence.
This approach provides insights into how social evidence can influence behaviors.
What method of research was used by the scientists studying the Chicago cult?
Participant observation
This method involves immersing oneself in the natural occurrence of the subject being studied.
What was the primary prediction made by various end-of-the-world religious movements?
A cataclysmic end of the world would occur on a specific date, marking a period of redemption for believers.
What is a common reaction of cult members after a failed prophecy?
Strengthening of their convictions and increased fervor in their beliefs.
Who were the researchers that studied the Chicago cult?
Leon Festinger, Henry Riecken, and Stanley Schachter.
What was the name of the book published by the researchers about their study?
When Prophesy Fails.
What were the names of the leaders of the Chicago cult?
Dr. Thomas Armstrong and Mrs. Marian Keech.
What method did Mrs. Keech use to receive messages from the Guardians?
Automatic writing.
What was the predicted disaster forecasted by the cult’s teachings?
A flood that would engulf the world.
What preparations were made by cult members for their supposed rescue?
They rehearsed passwords and removed all metal from their clothing.
Fill in the blank: The actions of the believers demonstrated a high level of _______ to their beliefs.
commitment.
What curious form of inaction did the cult members exhibit despite their strong beliefs?
They did little to actively seek converts or proselytize.
True or False: The cult actively sought media attention before the predicted disaster.
False.
What significant event occurred when midnight passed without the expected disaster?
An atmosphere of despair and confusion settled over the group.
What explanation was provided by Marian Keech after the failed prophecy?
The group had spread so much light that God saved the world from destruction.
What was the group’s reaction to the failed prophecy after receiving the new message?
They became eager to publicize the explanation and sought out media attention.
What change occurred in the cult’s attitude toward potential converts after the failed prophecy?
They became willing to accommodate new recruits and actively sought to proselytize.
Fill in the blank: The researchers observed that the group’s secrecy and need for publicity had _______ after the disconfirmation.
reversed.
What did the researchers note about the group’s behavior as the predicted time of disaster approached?
They engaged in frantic preparations, including removing metal from clothing.
What did the cult members do with their personal belongings in anticipation of the flood?
Gave or threw them away.
What was the tone of the believers’ behavior as they awaited the spaceship?
Absurdist theater.
What was the emotional state of the group after the failed prophecy and before receiving a new message?
Despair and confusion.
What did the group do when they became aware of their need to spread the new explanation after the failure?
They called newspapers and media outlets to publicize their message.
What was the radical change in the believers’ behavior attributed to?
A dawning realization of uncertainty about their beliefs
What event triggered the believers’ shift from secretive to missionary behavior?
The failure of the flood prophecy during ‘the night of the flood’
What did believers express about their commitment to their beliefs?
They had given up too much and could not afford to doubt
What principle explains the believers’ need for social proof?
The greater the number of people who find any idea correct, the more an individual will perceive the idea to be correct
What are the three optimizing conditions for social proof?
- Uncertainty
- The many
- Similarity
How does uncertainty affect conformity?
When uncertain, individuals are more likely to accept the actions of others
What example illustrates the impact of social proof in a restaurant?
Beijing restaurant managers increased dish purchases by labeling them as popular
Who invented the shopping cart and why?
Sylvan Goldman, to help customers carry more groceries without stopping purchases
What phenomenon describes the failure of bystanders to help in emergencies?
Pluralistic ignorance
What incident is commonly associated with the study of bystander inaction?
The murder of Kitty Genovese
What did the classic report about Kitty Genovese lead to?
Research on when bystanders will help in emergencies
What is the key reason bystanders fail to help in emergencies?
Uncertainty about whether an emergency exists
What should a victim do to increase their chances of receiving help?
Clearly call out for help to reduce uncertainty among bystanders
What is the effect of social proof in ambiguous situations?
Everyone looks to others for cues, potentially leading to inaction
What is the likely outcome once uncertainty is removed from a situation?
Bystanders are very likely to help
What should a person do if they suspect they are having a stroke in a crowd?
Clearly call for help and specify the need for assistance
Fill in the blank: The principle of social proof states that the greater the number of people who find any idea correct, the more a given individual will perceive the idea to be _______.
[correct]
True or False: People are naturally unkind when they fail to help in emergencies.
False
What can lead to pluralistic ignorance in emergency situations?
Everyone looking for social evidence to determine if an emergency exists
What should a stroke victim do to effectively get help from bystanders?
Focus on one individual in the crowd and directly ask for help by specifying what to do.
This method dispels uncertainties about who should provide assistance.
Why is it important to direct a request for help at a specific person?
It removes uncertainties for bystanders regarding their role in providing assistance.
This approach helps ensure that someone takes action quickly.
What is the principle of social proof?
The tendency for individuals to follow the actions of others in uncertain situations.
It can lead to inaction when bystanders assume others will help.
What should a woman in a public confrontation do to receive help?
Shout that the attacker is a stranger, saying, ‘I don’t know you!’
This clarifies the situation and encourages bystander intervention.
What effect does the number of people performing an action have on others?
The more people performing an action, the more likely others are to join in.
This is evident in social situations, such as crowds looking up at the sky.
What is ‘claquing’ in the context of opera?
The practice of hiring individuals to create applause and positive reactions during performances.
This technique was used to manipulate audience perceptions.
How can audience reactions influence political debates?
The perceived strength of audience reactions can affect remote viewers’ opinions of candidates.
Candidates often seek to create the appearance of strong audience support.
What was the result of the mall study regarding food court activity?
A poster showing multiple people at lunch increased activity by 75% compared to one showing a single person.
This demonstrates the power of social proof in decision-making.
What does validity refer to in the context of social proof?
The perception that following the majority’s actions is a shortcut to making correct decisions.
It is based on the belief that if many people are doing something, it must be a good choice.
Fill in the blank: The principle of social proof works better under conditions of _______.
[uncertainty]
What assumption do bystanders often make in domestic disturbances involving a man and a woman?
They often assume the pair is romantically involved and that intervention is inappropriate.
This can lead to inaction in emergencies.
What should be done to combat the perception of a domestic squabble during a public confrontation?
Label the attacker as a stranger to encourage bystander intervention.
This tactic increases the likelihood of receiving help.
True or False: The principle of social proof only applies to visual cues.
False
Social proof can also be influenced by auditory cues, such as applause.
What is the effect of using fabricated laughter in TV shows?
It leads audiences to laugh more frequently and to rate the material as funnier.
This reflects the influence of social proof in entertainment.
What phenomenon occurs when female fruit flies choose mates based on observed color?
Social proof
Female fruit flies are influenced by the mating choices of others, demonstrating social proof in mate selection.
Who is Doug Lansky and what did he experience at the Royal Ascot Races?
A prominent travel writer who felt compelled to take photos of the British Royal Family despite realizing it had no personal value
Lansky’s experience illustrates the contagiousness of social behavior.
What characteristic is shared by many irrational sprees, manias, and panics according to Charles MacKay?
Contagiousness
Observers often mimic the actions of others, validating the correctness of those actions.
What event in 1761 led to widespread panic in London?
Predictions of a large earthquake based on two moderate earthquakes occurring a month apart
A soldier named Bell’s prediction incited a mass exodus from the city.
What false rumor went viral in late 2019 regarding white vans?
Abduction of women for sex trafficking and body parts
The rumor spread rapidly via social media, leading to harassment and violence against innocent van owners.
What did Mayor Bernard Young base his warning about white vans on?
Social media posts, specifically Facebook
He mentioned the warnings were ‘all over Facebook’ without any police evidence.
What does the saying ‘If one person says you have a tail, you laugh it off as stupid; but, if three people say it, you turn around’ illustrate?
The power of social proof in shaping beliefs and actions
It highlights how repeated assertions can influence perception.
What is one reason ‘the many’ is effective in influencing behavior?
It communicates feasibility
Observing others engaging in an action makes it seem achievable.
What did a study on energy conservation reveal about social proof?
Social proof messages led to 3.5 times more energy savings compared to traditional messages
Participants were more influenced by the actions of their neighbors than by economic incentives.
What psychological effect occurs when individuals resist the consensus of others?
Activation of the amygdala, indicating ‘the pain of independence’
This reflects the emotional distress associated with nonconformity.
What did Irving Janis observe in a group of smokers regarding conformity?
The group rejected a member who proposed quitting smoking altogether
This reflects the desire for social acceptance over individual conviction.
What is ‘love bombing’ in the context of cult recruitment?
An initial showering of affection to attract new members
It helps draw in individuals seeking social connection and belonging.
Why do some cult members remain in the group despite negative experiences?
Withdrawal of affection creates a lack of alternative social acceptance
Members feel isolated from any outside support.
What principle operates most powerfully when observing the behavior of people similar to us?
Social proof
Social proof influences our perceptions of correct behavior based on the actions of similar others.
What term describes the phenomenon of being influenced by peers in decision-making?
Peer-suasion
Peer-suasion refers to the tendency to follow the behavior of peers, especially in social contexts.
How do students’ concerns about academic performance change when they learn about similar peers?
They improve significantly
Learning that many students share similar concerns can boost confidence and performance.
In what context do adolescent aggression behaviors spread contagiously?
Within a peer group
Aggression among boys affects boys and girls separately, indicating peer influence is group-specific.
How do employees respond to information sharing modeled by coworkers compared to managers?
They are more likely to engage in information sharing
Peer modeling is more effective than managerial influence in promoting information sharing.
What is the strongest predictor of environmentally friendly behavior according to economist Robert Frank?
The percentage of peers taking those steps
Peer influence significantly impacts decisions regarding environmental actions.
What role do similar peers play in health education programs for children?
They serve as effective leaders or influencers
Programs using same-age peer leaders have lasting positive effects on children’s health behaviors.
Fill in the blank: The principle of social proof suggests that people will use the actions of others to decide how to behave, especially when they view those others as ______.
similar to themselves
Similarity is crucial in determining whether individuals imitate behaviors.
What effect did using testimonials from similar customers have on the reader’s sales performance?
Increased sales significantly
The reader’s sales improved by over 62% after using names of similar customers.
What is the ‘Werther effect’?
The phenomenon where publicized suicides lead to increased imitation suicides
Named after Goethe’s novel, it illustrates social proof in tragic contexts.
True or False: Fatal accidents increase only in regions where suicide stories are publicized.
True
The correlation between suicide story publicity and subsequent fatal accidents is geographically specific.
What unique pattern is observed in fatal accidents related to the type of suicide story reported?
Single-fatality wrecks follow single suicides, and multiple-fatality wrecks follow suicide-murder incidents
This specificity challenges conventional explanations for increased fatalities.
How did the author attempt to help his son learn to swim?
By hiring a graduate student and later observing peers
Ultimately, peer influence from a child his age proved more effective than adult instruction.
Fill in the blank: Increased energy conservation among households was achieved through ______ comparisons.
peer
Comparing energy usage with similar households led to significant reductions in consumption.
What is the Werther effect?
The phenomenon where certain troubled individuals commit suicide in imitation of another’s self-inflicted death.
How many additional suicides occur on average after a front-page suicide story, according to Phillips?
Fifty-eight additional suicides.
What does Phillips suggest about the relationship between the publicity of a suicide and subsequent suicides?
The wider the publicity, the greater the number of subsequent suicides.
What was the impact of Netflix’s ‘13 Reasons Why’ on adolescent suicides?
Suicides among young adolescents rose by 28.9 percent within thirty days of its premiere.
True or False: The increase in suicides following a publicized suicide leads to a drop below traditional levels.
False.
What ethical issue arises from the reporting of suicides?
Publicity of suicides can lead to excess deaths among vulnerable individuals.
In addition to newspapers, what other media does Phillips suggest has a responsibility regarding suicide stories?
TV broadcasters.
What does Phillips argue is the cause of excess deaths following a front-page suicide incident?
Copycat suicides.
Fill in the blank: The principle of _______ states that we use information about the behavior of others to determine our own conduct.
social proof.
What correlation did Phillips find between the ages of suicide victims and subsequent traffic fatalities?
Young suicide victims led to fatal crashes involving young drivers, and older victims led to crashes involving older drivers.
What prediction can be made about the nature of crashes following suicide stories?
They should be more deadly due to imitative behavior.
What is the average number of people killed in a fatal crash after a front-page suicide story compared to before?
More than three times greater.
What pattern do researchers observe regarding the timing of accidents following suicide stories?
Greatest danger exists three to four days after publication.
What tragic event occurred in Taber, Alberta, following the Littleton massacre?
A fourteen-year-old killed or wounded classmates within ten days of the event.
What is the commonality observed in multiple murder incidents in schools?
They frequently occur in rural or suburban communities.
What does the term ‘going postal’ refer to?
Acts of violence, particularly in workplace settings, specifically within US post offices.
What is the primary factor that Phillips attributes to the increase in suicides and mass shootings?
The principle of social proof.
Fill in the blank: Reports of killing sprees are not only sensational but also _______.
malignant.
Who was Jim Jones?
The leader of the People’s Temple, which moved to Guyana and was involved in a mass suicide.
What notable incident occurred on November 18, 1978, involving the People’s Temple?
A mass suicide led by Jim Jones.
What trend was observed in the aftermath of high-profile school shootings?
An increase in similar threats and incidents among students.
What did a friend of Thomas Solomon say about the influence of media on violent behavior?
‘Kids like TJ are seeing it and hearing it all the time now. It’s like the new way out for them.’
What was the People’s Temple?
A cultlike organization based in San Francisco that drew recruits from the city’s poor.
Who was the leader of the People’s Temple?
Reverend Jim Jones.
What significant event occurred on November 18, 1978?
Congressmen Leo R. Ryan and others were murdered in Jonestown.
What did Jim Jones call for after the murders?
A unified act of self-destruction among the community.
What was the method of suicide used by the members of the People’s Temple?
Drinking strawberry-flavored poison.
How many people died in the Jonestown incident?
910 people.
What role did media play after the Jonestown incident?
Provided a barrage of reports, updates, and analyses.
What was one explanation offered for the compliant suicides at Jonestown?
The charisma of Jim Jones.
What type of individuals primarily made up the People’s Temple?
Mostly poor and uneducated individuals.
What was a critical factor in the members’ compliance during the suicides?
The principle of social proof.
What did Dr. Louis Jolyon West suggest about the location of the People’s Temple?
That the move to Guyana influenced the members’ compliance.
What is the principle of social proof?
When people are uncertain, they look to the actions of others to guide their own.
How did the environment in Guyana affect the members of the People’s Temple?
It created a sense of uncertainty.
What is the pluralistic-ignorance effect?
A phenomenon where individuals look to others to assess a situation, often misinterpreting the calmness of the group.
What was Jim Jones’s masterstroke regarding the community’s relocation?
Moving the People’s Temple community to a remote jungle in Guyana.
What was the impact of geographical region on people’s brand choices?
Geographical region accounted for 80 percent of market share influences.
What mistake did public-service communicators often make?
They lament the frequency of undesirable activities, which can inadvertently normalize them.
What was the result of the experiment at the Petrified Forest National Park regarding theft signs?
A sign depicting many thieves nearly tripled theft, while a sign depicting a lone thief reduced it.
What unintended consequence was observed after an education program on eating disorders?
Participants showed increased disorder symptoms.
True or False: The Jonestown incident was an example of mass suicide without external influence.
False.
Fill in the blank: The People’s Temple moved to _______ in 1977.
Guyana.
What effect did the signage about theft have on larceny rates in the park?
Reduced larceny to 1.67 percent
The sign depicted a lone thief, which marginalized the act of thievery.
What unintended consequence occurred after an education program on eating disorders?
Participants showed increased disorder symptoms themselves
This highlights the risk of normalizing undesirable conduct.
What was the result of informing New Jersey teenagers about suicide rates?
Participants became more likely to view suicide as a solution
This demonstrates how alarming statistics can have negative impacts.
What did junior high school students believe after an alcohol-use deterrence program?
They believed alcohol use was more common among peers
Role-playing resistance to peer pressure had the opposite effect.
How did park officials misrepresent the prevalence of fossil thefts?
Implied thievery was pervasive, which was incorrect
They failed to highlight that fewer than 3 percent of visitors stole fossils.
What is a critical mistake regarding social proof when there is little to reference?
Using other principles like authority or liking instead of social proof
This advice was reconsidered based on recent research.
What do people assume when they notice a trend in behavior?
The trend will likely continue in the same direction
This assumption affects behaviors like investing or gambling.
What was the outcome when students learned about increasing water conservation among peers?
They conserved the least amount of water
This shows how awareness of a growing trend can influence behavior.
What does the concept of future social proof imply?
Trends indicate where behaviors will likely be in the future
It can motivate individuals to adopt certain behaviors.
What is a defense against the negative influence of social proof?
Recognizing when social evidence is incorrect
This allows individuals to disengage the ‘social-proof autopilot’.
What are two types of situations where social proof can lead to poor decisions?
- When social evidence is falsified
- When natural errors produce misleading social proof
Both can result in individuals making incorrect choices.
What example illustrates the problem of pluralistic ignorance?
Everyone at an emergency sees no cause for alarm
This can lead to inaction in critical situations.
What was a deceptive practice used by an advertising agency for Apple?
Creating fake queues with paid actors to simulate interest
This illustrates the manipulation of social proof for marketing.
How should individuals respond to biased social evidence?
Strike back against the manipulators
This includes avoiding products associated with deceptive advertising.
What should one do if they recognize inaccurate social proof data?
Take control and correct for misinformation
This empowers individuals to make informed decisions.
What principle can be used to defend against social proof influence?
Vigilance for counterfeit social evidence
Being alert can help individuals safeguard against deception.
What is the pluralistic-ignorance phenomenon?
It occurs when everyone at an emergency sees no cause for alarm, leading to incorrect decisions.
What caused the bank run in Singapore?
An unexpected bus strike created a large crowd at the bus stop, which was mistaken for customers withdrawing money.
What does the principle of social proof suggest about people’s behavior?
People assume that if many others are doing something, they must know something that others do not.
What should individuals do to check the reliability of social proof?
Look up and around periodically to verify against objective facts and personal judgments.
How did social proof contribute to aviation accidents among pilots?
Pilots focused too much on the social evidence of previous landings being safe rather than on physical evidence indicating dangerous conditions.
What is a method some bettors use to manipulate social proof at racetracks?
They bet on a bad horse to make it appear as a favorite, swaying others to follow their bets.
What happens to the odds when a bettor places a large bet on an inferior horse?
The odds for that horse drop, making it appear as a favorite to other bettors.
What are the three conditions under which social proof is most influential?
- Uncertainty * The many * Similarity
What is meant by ‘peer-suasion’?
The phenomenon where people conform to the beliefs and actions of comparable others, especially their peers.
How can suicide statistics illustrate the influence of social proof?
After publicized suicides, similar individuals may decide to kill themselves, influenced by the actions of the victim.
What mistake do communicators often make regarding unwanted behaviors?
They highlight the frequency of the behavior without realizing it may reinforce the behavior via social proof.
What is a recommended strategy for reducing susceptibility to faulty social proof?
Cultivating sensitivity to counterfeit evidence and not solely relying on the actions of similar others.
Fill in the blank: The principle of social proof states that one means people use to decide how to act is to examine what ________ are doing.
[others]
