Chapter 7: Conformity Flashcards
What is CONFORMITY?
a change in behaviour as a result of the real or imagined influence of other people
What is INFORMATIONAL SOCIAL INFLUENCE?
conforming bc we believe that others’ interpretation of an ambiguous situation is more correct than ours, and will help use choose an appropriate course of action
What is PRIVATE ACCEPTANCE?
conforming to other people’s behaviour out of a genuine belief that what they are doing or saying is right
What is PUBLIC COMPLIANCE?
conforming to other people’s behaviour publicly without necessarily believing in what they are saying or doing
What is NORMATIVE SOCIAL INFLUENCE?
the influence of other people that leads us to conform in order to be liked and accepted by them; results in public compliance with the group’s beliefs and behaviours, but not necessarily private acceptance
What are SOCIAL NORMS?
the implicit or explicit rules a group has for the acceptable behaviours, values, and beliefs of its members
What is SOCIAL IMPACT THEORY?
the theory that conforming to social influence depends on the strength of the group, its immediacy, and the number of other people in the group
What is MINORITY INFLUENCE?
the case in which a minority of group members influences the behaviour or beliefs of the majority
What is COMPLIANCE?
a change in behaviour in response to a direct request from another person
Describe the DOOR-IN-THE-FACE TECHNIQUE.
a technique to obtain compliance whereby people are presented first with a large request, to which they are expected to disagree, followed by a smaller request, which it is hoped they will agree to
Describe the FOOT-IN-THE-DOOR TECHNIQUE.
a technique to obtain compliance whereby people are presented first with a small request, to which they are expected to agree, and then with another larger request, to which it is hoped they will also agree
Describe LOWBALLING.
an unscrupulous strategy whereby a salesperson induces a customer to agree to a very low cost, then subsequently raises the price; the customer doesn’t always recognize that their initial commitment is not reversible and makes the purchase at the higher price
What is OBEDIENCE?
conformity in response to the commands of an authority figure > Milgram shock studies
What is SELF-JUSTIFICATION?
an effective way of reducing cognitive dissonance around a difficult decision, by telling oneself that the decision was totally justified
