Chapter 8 - Conformity, Compliance, and Obedience

Question 1

Define: conformity

Answer 1

any change in behaviour caused by another person or group, ex. peer pressure

Question 2

Define: compliance

Answer 2

a change in behaviour requested by another person or group, attitude change not required, ex. donating

Question 3

Define: obedience

Answer 3

a change in behaviour that is ordered by another person or group, ex. police

Question 4

Define/explain: informational influence on conformity

Answer 4

we want to be right so we conform, we assume the people around us have information we don’t have

Question 5

Define/explain: normative influence on conformity

Answer 5

we want to be liked so we conform, ex. peer pressure

Question 6

Why do people conform?

Answer 6

People conform when faced with a new or unusual situation. By using the behaviour of others as a guide we can also behave in an appropriate way.

Question 7

Name 3 factors that can raise conformity.

Answer 7

Ambiguity, informational influence
Task difficulty, informational influence
Group size, normative influence

Question 8

Name 2 factors that can cause conformity to disappear.

Answer 8

private versus public judgments

lack of unanimity, very little conformity if even one person gives another answer

Question 9

Which gender is more likely to conform?

Answer 9

Women conform slightly more often than do men.

Question 10

Define/explain: foot in the door compliance techniques

Answer 10

Start with a small request
Follow up with a large one
agreement with a small request increases the likelihood of agreement with a subsequent larger request, when there is a delay between first and second request
-why? cognitive dissonance, consistency motivation

Question 11

Define/explain: door in the face compliance techniques

Answer 11

Start with a large request.
Follow up with a small one.
-only short delay between first and second requests

Question 12

Define/explain: low-balling compliance techniques

Answer 12

Something is offered at a given price, but then, after agreement, the price is increased
-postdecisional dissonace

Question 13

Name some other compliance techniques.

Answer 13

free gift technique
friendship/liking techniques
social validation techniques
scarcity techniques
expertise
guilt approaches

Question 14

What are some reasons why people obey?

Answer 14

Uncertainty surrounding the situation
Early on, we learn to obey authorities
Authorities often appear to be legitimate and high in expertise
Decreased sense of personal responsibility
Escalation of commitment to the authority figure (foot-in-the-door)