chapter 7: social influence

Question 1

explain

Asche’s studies

Answer 1

• participants say which line matches the other
• the confederates say the wrong answer the participants will too.
• 75% of participants conformed at least once

Question 2

true or false

if there is 1 other person that thinks the way you do you are less likely to conform

Answer 2

true

Question 3

define

escalation of commitment

Answer 3

the more you say yes the more you will continue to say yes

Question 4

define

sunk cost fallacy

Answer 4

when you already put a lot of work into something you are likely to keep working on it even if it doesn’t seem like it will pan out nicely

Question 5

answer

why does positive mood boost compliance?

Answer 5

• less likey to view requests as intrusive, threatening
• motivation to stay in good mood

Question 6

define

negative state hypothesis

Answer 6

people engage in certain acts such as agreeing to a request, to relieve their negative feelings and feel better about themselves

Question 8

define:

norm based approach

Answer 8

letting people know what others are doing

works best when info is surprising

Question 9

define

descriptive behavior

Answer 9

bx that is exhibited by most people in a given context

Question 9

define

prescriptive behavior

Answer 9

the way a person is supposed to behave in a given context

injunctive norm

Question 10

define

compliance

Answer 10

responding favorably to an explicit request from another person

Question 11

define

obedience

Answer 11

in an unequal power relationship, submitting to the demands of the person in the authority position

Question 12

list

reasons for automatic mimicry

Answer 12

• merely thinking about bx makes it more likely we will do it
• facilitate smooth social interactions

we like people who mimic us (w/o us knowing)

Question 13

define

internalization

Answer 13

private acceptence of an ideology

Question 14

define

pluralistic ignorance

Answer 14

phenomenon whereby people act in ways that conflict w their true attitudes or beliefs because they believe others don’t share them. when a great many people do so, their bx reinforces the erroneous group norm

Question 15

define

norm of reprocity

Answer 15

a norm dictating people should provide benefits to those who benefit them

Question 16

define

negative state relief hypothesis

Answer 16

idea that people engage in certain actions such as agreeing to a request, to relieve their negative feelings and feel better abt themselves

Question 17

define

reactance theory

Answer 17

idea that people reassert their prerogatives in respons to the unpleasant state of arousal they experience when they believe their freedoms are threatened