CHAPTER 6 (influencing and conforming)

Question 1

social influence

Answer 1

the influence of other people on our everyday thoughts, feelings and behaviours

Question 2

leadership

Answer 2

the ability to direct or inspire others to achieve goals

Question 3

informational social influence

Answer 3

the change in opinions or behaviour that occurs when we conform to people who we believe have accurate information

Question 4

social comparison

Answer 4

the process of comparing our opinions with those of other to gain an accurate appraisal of the validity of an opinion or behaviour

Question 5

private acceptance

Answer 5

real change in opinions on the part of the individual

Question 6

noramative social influence

Answer 6

when we express opinions or behave in ways that help us to be accepted or that keep us from being isolated or rejected by others

Question 7

social norms

Answer 7

socially accepted beliefs about what we do or should do in particular social context

Question 8

public compliance

Answer 8

a superficial change in behaviour that is not accompanied by an actual change in one’s private opinion

Question 9

majority influence

Answer 9

when the beliefs held by the larger number of individuals in the current social group prevail

Question 10

minority influence

Answer 10

when the beliefs held by the smaller number of individuals in the current social group prevail

Question 11

social impact

Answer 11

the increase in the amount of conformity that is produced by adding new members to the majority group

Question 12

social power

Answer 12

the ability of a person to create conformity even when the people being influenced may attempt to resist those changes

Question 13

authoritariansim

Answer 13

a tendency to prefer things to be simple rather than complex and to hold traditional values

Question 14

conscientiouness

Answer 14

a tendency to be responsible, orderly, and dependable

Question 15

agreeableness

Answer 15

a tendency to be good natured, cooperative, and trusting

Question 16

moral reasoning

Answer 16

the manner in which one makes ethical judgments

Question 17

social intelligence

Answer 17

an ability to develop a clear perception of the situation using situational cues

Question 18

reward power

Answer 18

when one person is able to influence other by providing them with positive outcomes

Question 19

coercive power

Answer 19

power that is based on the ability to create negative outcomes for others, for instance by bullying, intimidating, or otherwise punishing

Question 20

legitimate power

Answer 20

power vested in those who are appointed or elected to positions of authority

Question 21

referent power

Answer 21

an ability to influence other because they can lead those others to identify with them

Question 22

expert power

Answer 22

a type of informational influence based on the fundamental desire to obtain valid and accurate information and where the outcome is likely to be private acceptance

Question 23

personality theories of leadership

Answer 23

explanation of leadership based on the idea that some people are simply”natural leaders” because they possess personality characteristics that make them effective

Question 24

charismatic leaders

Answer 24

leaders who are enthusiastic, committed and self-confident; who tend to talk about the importance of group goals at a broad level; and who make personal sacrifices for the group

Question 25

transactional leaders

Answer 25

regular leaders who with their subordinates to help them understand what is required of them and to get the job done

Question 26

transformational leaders

Answer 26

they have a vision of where the group is going and attempt to stimulate and inspire the workers to move beyond their present status and to create a new and better future

Question 27

contingency model of leadership effectiveness

Answer 27

a model of leadership effectiveness that focuses on both person variables and situational variables

Question 28

psychological reactance

Answer 28

a strong motivational state that resists social influence