Chapter 7/ Conformity - Psychology

Question 1

Conformity

Answer 1

-altering behaviour based on perceived social norms

Question 2

Why do we conform?

Answer 2

• to be right

- to be liked

Question 3

Information Conformity

Answer 3

-motivated by need for information/ to be right

Question 4

Normative Conformity

Answer 4

• motivated by social approval

Question 5

Social Impact Theory

3 influences

Answer 5

• amount of normative social influence in a given situation depends on
  1. strength of group (importance to us)
  2. immediacy (how close they are to you)
  3. number of others in group

Question 6

Minority influence

Answer 6

• can affect behaviours of majority

- based on informational conformity

Question 7

Cialdinis 6 principles of compliance

RASCCL

Answer 7

1. Reciprocity - IOU
2. Consistency/Commitment - desire to be consistent with past
3. Authority - trustworthy source
4. Scarcity - desire to have free choice
5. Consensus - if everyone else is doing it
6. Liking - influenced by someone we like

Question 8

Foot-in-door

Answer 8

start with small request, then make a larger one

Question 9

door-in-face

Answer 9

ask for large request, then a smaller one

Question 10

low balling technique

Answer 10

-get commitment, then raise price