Chapter 7

Question 1

Conformity

Answer 1

a change in behaviour due to the real or imagined influence of others.

Question 2

Social Norms

Answer 2

rules in a group about what behaviours are proper/improper.

Question 3

Two reasons people conform

Answer 3

1) informational influence

2) normative influence

Question 4

Information influence

Answer 4

produces conformity when a person believes others are correct in their judgments.

Question 5

Normative influence

Answer 5

produced conformity when a person fears the negative social consequences of appearing deviant

Question 6

Auto-kinetic Effect Study (Sherif)

Answer 6

• Sherif
• showed that we sometimes conform to other peoples behaviours because we are uncertain of what is correct and use others for informational guidance.

Question 7

People conform to informational social influence when

Answer 7

• the situation is ambiguous.
  2) the situation is a crisis.
  3) when other people are experts.

Question 8

Information social influence can lead to

Answer 8

• private acceptance (involves both acting & believing in accord with social pressure)
• public compliance

Question 9

Deviant members of a group may face

Answer 9

• punishment
• ostracism
• bullying
• cyber-bullying

Question 10

Ostracism

Answer 10

• being neglected, ignored, and exclude from society.

- can lead to pain or numbing.

Question 11

Social Pressure Study (Asch)

Answer 11

• Asch
• showed that sometimes we conform to other people’s behaviours even when they are clearly incorrect because we do not want to deviate and risk rejection.

Question 12

Social Impact theory

Answer 12

Social influence depends on:

1) Strength of group’s importance to us.
2) Immediacy of the group (closeness to us physically)
3) Number of group (a number of sources increases, so does conformity, up to a point).

Question 13

How to resist normative influence

Answer 13

1) be aware that it is operating.
2) take action (find an ally).
3) conforming most of the time earns an occasional deviation without consequences.

Question 14

Idiosyncrasy Credits

Answer 14

interpersonal credits that a person earns by following group norms.

Question 15

Minority Influence

Answer 15

the process by which dissenters produce change within a group.

Question 16

How to be a convincing minority voice?

Answer 16

• consistent & forceful.
• appearing open-minded.
• make majority group reexamine their own views.
• more influence when part of “us”, rather than “them”

Question 17

Compliance

Answer 17

changes in behaviour that are elicited by direct requests.

Question 18

Six Weapons of Influence (Cialdini)

Answer 18

1) reciprocity
2) commitment & consistency
3) social proof
4) liking
5) authority
6) scarcity

Question 19

Norms of reciprocity

Answer 19

people are more willing to comply with a request form someone who has previously provided a favour.

Question 20

Door in the face technique

Answer 20

preface the real request with one that is so large that it is rejected.

• perceptual contrast: 2nd offer seems smaller.

Question 21

Consistency Rule

Answer 21

we are motivated to appear consistent and to be consistent.

Question 22

Foot-in-the-door technique

Answer 22

set the stage for the real request by first getting a person to comply with a much smaller request.

Question 23

Low-balling

Answer 23

secure agreement with a request and then increase the size of that request by revealing hidden costs.

Question 24

Bait & Switch

Answer 24

Offer a substitute, usually lesser quality option.

Question 25

Labelling

Answer 25

assign a label to a person and then request a favour that is consistent with the label.

Question 26

Social Proof

Answer 26

“everyone else is doing it”

Question 27

Liking

Answer 27

we are more persuader by people we like (mood/similarity).

Question 28

Authority

Answer 28

we are more persuaded by people who have credibility. (relevance is important).

Question 29

Scarcity Rule

Answer 29

we should try to secure those opportunities tat are scarce.

ex: limited number technique & fast approaching deadline technique.

Question 30

Obedience

Answer 30

behaviour change produced by the commands of authority.

Question 31

Internalized obedience

Answer 31

obey rules even when no authority figure is present.

Question 32

Milgrims Obedience Studies

Answer 32

• trying to understand Nazis.

- 65% of subjects would obey author to give painful shocks to another.

Question 33

Private conformity

Answer 33

person privately accepts the position taken by others.

Question 34

Public conformity

Answer 34

change in overt behaviour without a corresponding change of opinion.

Question 35

Group Size

Answer 35

conformity increases with group size, but only up to a group of 3 or 4.

Question 36

Ambiguity

Answer 36

one good way to navigate an unclear situation is to see what everyone else is doing.

Question 37

That’s-not-all-technique

Answer 37

begin with an inflated request, then decreases its apparent size by offering a discount or bonus.