Chapter 8: Social Influence Flashcards
Social learning theory
- people learn from observing others
- we also observe the consequences of others behaviour
Injunctive norm
What people should do in society
Norm Descriptive
What people actually do
Social contagion
Ideas, feels, behaviours are contagious
- yawn, laugh, applause
Social construction of reality
Socially defined social constructions defined by our culture
Ex: how we act at a funeral
Roles Social
Expect people to act as their role
Conformity
- You have a conservative bg then you go to a liberal school, I then you feel more liberal
- so you conform to the majority around you
Public compliance
To fit in a group only in public but internally you don’t feel that way
Private acceptance
This is when you say “yes I’m liberal”& you actually internally feel that way, so you changed ur views inside
Informational influence
You do this when you don’t know how to feel, so you look to other people go get info
Normative influence
We look at others to fit in not for information
people who are least likely to conform have:
- leadership
- confidence
- high self esteem
Minority influence
We tend to conform to majority but sometimes we need minority to go against majority
Conversion theory
Why do with get influences by a minority? Bc the distinctiveness of the diff opinion captures ur attention
Minority slowness effect
Minority is slower to express their opinions
Foot in the door effect
Ppl are more likely to agree to something bigger when thy already agreed to something smaller
Low balling
When you agree to an offer but then find out there’s other agreements too
Reciprocity
Reciprocate
Obedience
You tell someone to do something and they do it
Charismatic leader
Exhibits boldness & confidence
Ex: trump
