CHAPTER 7: Conformity Flashcards
explain the four different types of sequential request strategies and provide examples
from small to large:
low-balling:
securing agreement then later increasing the size of that request by unveiling hidden costs. Ex. you agree to buy a car for 50k, but then the salesperson later tells you that their manager raised the sale to 55k. You still agree to buy the car since you have already psychologically committed to it.
foot in the door:
begin with a very small request, secure agreement, then make a separate, larger request. Ex. an experimenter called several homes and conducted a survey of the cleaning products that they used, and a lot of them agreed as it wouldnt take very long. 3 days later, they called them all back and asked if they could send a group of men to their house to rummage through their cleaning supplies and take inventory.
from large to small:
door in the face:
begin with a very large request that will be rejected, then follow with a more reasonable request
Ex. boy scout asks you to spend $10 on tickets to their arcade night and you reject his request. He then asks you to spend 2$ on two chocolate bars, and you agree.
That’s not all:
begin with a somewhat inflated request, then immediately decrease the apparent size of that request by offering a discount or bonus.
Ex. there is a cupcake stand on campus, and some people are told the cupcakes are 75 cents, and others are told that they are 1$ each, but then immediately told they are reduced to 75 cents. People are more likely to buy the reduced prices cupcakes.
explain what minority influence and provide an example
minority influence:
a form of social influence where a smaller group or individual influences a larger group to accept their beliefs, attitudes, and values. This is not achieved through conformity, but is more informationally persuasion. Ex. supporters of the Civil Rights Movement in the US were originally the minority, but gained support that led to the Civil Rights Act in 1964.
what is the difference between normative influence and informational influence?
normative influence: influence that produces conformity when a person fears the negative social consequences of appearing deviant. This is due to a fear of being ostracized by society and a desire to be liked by others.
informational influence: influence that produces conformity when a person believes others are correct in their judgements. When other people agree, it is likely because they are correct.
explain the difference between private and public conformity
private conformity: the change of beliefs that occurs when a person privately accepts the position taken by others. This is true conversion and belief that others are correct.
public conformity: a superficial change in overt behavior without a corresponding change of opinion that is produced by real or imagined group pressure. This is to gain acceptance, even if privately disagreeing with the group norms they pretend to support. Politicians regularly get caught up in hypocrisy due to public conformity. An example is politicians telling people what they want to hear.
explain collectivism vs individualism
Collectivism: a cultural orientation in which interdependence, cooperation, and social harmony take priority over personal goals. A person is primarily loyal members of church, state, and community. Examples of collectivist countries are Venezuela, Pakistan, Peru, and China.
Individualism: a cultural orientation in which virtues of independence, autonomy, self-reliance. One’s personal goals take priority over the group’s allegiances. Examples of individualistic countries are Canada, United States, Australia, and Great Britain
what is social impact theory?
the theory that social influence depends on the strength, immediacy, and number of source persons relative to target persons
