Chapter 7

Question 1

Social Influence

Answer 1

Effects of other ppl on individual’s beliefs, attitudes, values or behaviour.

Question 2

Social Learning

Answer 2

Capacity to learn from observing others.

Question 3

Chameleon Effect

Answer 3

Tendency to mimic unconsciously the nonverbal mannerisms of someone with whom you are interacting.

Question 4

Injunctive norm

Answer 4

Belief about what behaviours are generally approved of or disapproved of in one’s culture.

Question 5

Descriptive norm

Answer 5

Belief about what most ppl typically do.

Question 6

Social contagion

Answer 6

Phenomenon whereby ideas, feelings, and behaviours seem to spread across ppl like wildfire.

Question 7

Public compliance

Answer 7

Conforming only outwardly to fit in with a group without changing private beliefs.

Question 8

Private acceptance

Answer 8

Conforming by altering private beliefs as well as public behaviour

Question 9

Conformity

Private vs public

Answer 9

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)

Question 10

Informational influence

Answer 10

Process of using others as a source of information about the world.

Question 11

Normative influence

Answer 11

Process of using others to determine how to fit in

Question 12

When do we conform to informational social influence.

Answer 12

1. When the situation is ambiguous.
2. When there is a crisis.
3. When others are experts. (ie: earthquake)

Question 13

Reference group

Answer 13

Group with which an individual strongly identifies.

Question 14

Minority influence

Answer 14

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.

Question 15

Conversion theory

Answer 15

Explanation that people are influenced by a minority because the minority’s distinctive position better captures their attention.

Question 16

Minority slowness effect

Answer 16

An effect that occurs when ppl who hold the minority position take longer to express their opinions.

Question 17

Factors affecting conformity

Answer 17

• 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)

Question 18

Foot-in-door effect

Answer 18

Phenomenon whereby ppl are more likely to comply w a moderate request after having initially complied with a smaller request.

Question 19

Norm for social commitment

Answer 19

Belief whereby once we make a public agreement, we tend to stick to it even if circumstances change.

Question 20

Lowballing

Answer 20

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.

Question 21

Door-in-face effect

Answer 21

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.

Question 22

Social proof

Answer 22

Tendency to conform to what we believe respected others think and do.

Question 23

Obedience

Answer 23

Action engaged in to fulfill a direct order or command of another person.

Question 24

Charismatic leader

Answer 24

Individual in a leadership role who exhibits boldness and self-confidence and emphasizes the greatness of the ingroup.