Chapter 7 Flashcards
Social Influence
Effects of other ppl on individual’s beliefs, attitudes, values or behaviour.
Social Learning
Capacity to learn from observing others.
Chameleon Effect
Tendency to mimic unconsciously the nonverbal mannerisms of someone with whom you are interacting.
Injunctive norm
Belief about what behaviours are generally approved of or disapproved of in one’s culture.
Descriptive norm
Belief about what most ppl typically do.
Social contagion
Phenomenon whereby ideas, feelings, and behaviours seem to spread across ppl like wildfire.
Public compliance
Conforming only outwardly to fit in with a group without changing private beliefs.
Private acceptance
Conforming by altering private beliefs as well as public behaviour
Conformity
Private vs public
Phenomenon whereby an individual alters their beliefs, attitudes, or behaviour to bring them in accordance with those of a majority.
(Person truly accepts position taken by others vs superficial change in behaviour produced by real or imagined group pressure without change in opinion)
Informational influence
Process of using others as a source of information about the world.
Normative influence
Process of using others to determine how to fit in
When do we conform to informational social influence.
- When the situation is ambiguous.
- When there is a crisis.
- When others are experts. (ie: earthquake)
Reference group
Group with which an individual strongly identifies.
Minority influence
Process by which dissenters (or numerical minorities) produce attitude change within a group, despite the risk of social rejection and disturbance of the status quo.
Conversion theory
Explanation that people are influenced by a minority because the minority’s distinctive position better captures their attention.
Minority slowness effect
An effect that occurs when ppl who hold the minority position take longer to express their opinions.
Factors affecting conformity
- group size (4-5)
- group unanimity (1 dissenter reduces conformity by 80%)
- culture (collectivism societies tend to conform more than individualistic)
- gender (both sexes conform in opposite sex domains)
- individual differences (high self-esteem)
- age differences (decreased w age)
Foot-in-door effect
Phenomenon whereby ppl are more likely to comply w a moderate request after having initially complied with a smaller request.
Norm for social commitment
Belief whereby once we make a public agreement, we tend to stick to it even if circumstances change.
Lowballing
Phenomenon in which after agreeing to an offer, ppl find it hard to break that commitment even if they later learn of some extra cost to the deal.
Door-in-face effect
Phenomenon whereby ppl are more likely to comply with a moderate request after they have first been presented with and refused to agree to a much larger request.
Social proof
Tendency to conform to what we believe respected others think and do.
Obedience
Action engaged in to fulfill a direct order or command of another person.
Charismatic leader
Individual in a leadership role who exhibits boldness and self-confidence and emphasizes the greatness of the ingroup.
