Chapter 9

Question 1

Social Influence

Answer 1

Collection of ways that people affect one another through changing attitudes, beliefs, feelings, or behaviors resulting from the real or imagined presence of others

Question 2

Obedience

Answer 2

In an unequal power relationship, submitting to the demands of the person in authority
*Do as others COMMAND

Question 3

Compliance

Answer 3

Responding favorably to an explicit request by another person
Do as others ASK

Question 4

Conformity

Answer 4

Changing behavior or beliefs in response to explicit or implicit, real or imagined pressure from others
*Do as others DO

Question 5

Strength of social influence of obedience, compliance and conformity…

Answer 5

Decreases down the list
(Obedience > Compliance > Conformity)

Question 6

Automatic mimicry

Answer 6

A type of conformity that involves unconsciously imitating the behavior of others

Question 7

Who is more likely to express automatic mimicry?

Answer 7

People high in empathy or the ones that need to affiliate with others

Question 8

What does the mimicry experiment (Chartrand & Bargh) demonstrate?

Answer 8

Participants were asked to describe photographs alongside another participant who was a confederate and made all sorts of motions. The actual participants mimicked the confederates’ movements, illustrating automatic mimicry.

Question 9

Ideomotor action

Answer 9

Thinking about a behavior makes performing more likely

Question 10

What is the use of ideomotor action?

Answer 10

• Facilitate smooth interactions with people – ppl tend to like those similar to them (includes mimicry) and are more prosocial towards these ppl.
• Help form bonds

Question 11

Informational social influence

Answer 11

Using others’ comments or actions as information about what is correct, proper or effective

Question 12

Normative social influence

Answer 12

Using others’ behavior as guides for how to fit in and avoid disapproval or social ridicule

Question 13

What does the Autokinetic illusion experiment (Sherif 1936) demonstrate?

Answer 13

In this experiment, a stationary light was shown to participants, and they were put into a room together to call out estimates of how much the light moved. The estimates eventually converged into a group norm, and some ppl used other ppl’s answers to find out what they thought was the correct answer to a hard question.

Question 14

Informational social influence is likely to occur when…

Answer 14

• The situation is difficult or ambiguous – when we feel LOW IN KNOWLEDGE or COMPETENCE about a task or topic, so we need help

Question 15

Normative social influence is likely to occur when…

Answer 15

• The situation is clear or unambiguous, but one’s own beliefs conflict with group beliefs

Question 16

Reasons for Conformity

Answer 16

*Social repercussions - avoid being isolated in a group
*Uncertainty - what is I’m wrong?
*Dispersal of risk - I won’t be the only one who’s wrong

Question 17

Conformity factors

Answer 17

Group size, group unanimity, anonymity, internalization, expertise and status, culture, and gender

Question 18

How does group size influence conformity?

Answer 18

Conformity increase with group size, but with a ceiling effect at a group size of three or four others – aren’t affected much if it goes from 4 to 400.
*Embarrassment of being wrong increases much more from 2 to 4 than from 12 to 14.

Question 19

How does group unanimity influence conformity?

Answer 19

• If at least ONE other person agrees with you, conformity drops drastically (from 33% to 5% in Asch’s experiment variation)
• Doesn’t need to be right, but just not the same answer as everyone else

Question 20

How does anonymity influence conformity?

Answer 20

• It’s easier when no one else knows that you’re the one standing out.
• Conformity dropped in Asch’s experiment when participants wrote out their answer on paper

Question 21

How does internalization influence conformity?

Answer 21

Private acceptance of majority position
- Informational social influence leads to internalization, normative social influence does not

Question 22

How does expertise and status influence conformity?

Answer 22

• If you think others are more knowledgeable than you inthe subject, you’ll be more likely to conform (and vise-versa)
• High-status people are more likely to be trusted, regardless of subject expertise

Question 23

How does culture influence conformity?

Answer 23

Collectivist/Eastern cultures are more likely to be susceptible to social influence
*Tight cultues such as Germany and Britain often have strong norms about behavior, which is caused by high population, high threats, and low resources.

Question 24

How does gender influence conformity?

Answer 24

• Women tend to conform slightly more than men and more in stereotypically male domains
• Men conform more in stereotypically female domains

Question 25

3 types of compliance approaches

Answer 25

• Reason/Cognitive: Appeal to the head, change the way we think
• Emotion/Affective: Appeal to the heart, change the way we feel
• Norms: Appeal to expectations and social standards

Question 26

Norm of reciprocity

Answer 26

A type of reason-based compliance
- You help others who help you
- Exists across cultures and species

Question 27

Painting/Coke study is a study about ____ ____ ____, where……

Answer 27

norm of reciprocity; participants rates paintings alongside confederate who brings them coke or not, and ask the participant to buy raffle tickets – the participants who receives coke are more likely to buy it.

Question 28

Reciprocal concessions/Door-in-the-face technique

Answer 28

A type of reason-based compliance
- People feel compelled to respond to a concession by making a concession themselves
（留面子效应：Big order first, small one follows）

Question 29

In the Juvenile Zoo study, the participants were asked to chaperone a group of juvenile delinquents on a zoo day trip, or have them counsel the delinquents 2 hr/week for 2 years then followed by chaperoning. What are the results for compliance?

Answer 29

In the first condition, the compliance was 17%; in the second condition, the compliance reached 50%.

Question 30

Foot-in-the-door technique

Answer 30

A type of reason-based compliance
- Making an initial small request to which people comply and following up with a larger request
（得存进尺效应: Small order first, big one follows）

Question 31

What does the Drive Carefully study illustrate?

Answer 31

That homeowners who put up small sign first are much more likely to accept putting up a billboard (76%) than homeowners who are asked to put up the billboard up front (17%), which illustrates the foot-in-the-door technique.

Question 32

Two types of emotion-based compliance

Answer 32

Mood maintenance and Negative state relief hypothesis

Question 33

Mood maintenance

Answer 33

It feels good to feel good and we want to keep feeling good. Helping others feels good, too.

Question 34

Negative state relief hypothesis

Answer 34

People jump at the chance to relieve negative emotions and feel better about themselves.
*Only works for guilt, sadness, pity, and select other negative emotions.

Question 35

Two types of norms

Answer 35

Descriptive and Prescriptive

Question 36

Descriptive Norms

Answer 36

Behavior exhibited by most people in a given context
-“what is”
-Ex. most people belive in global warming

Question 37

Prescriptive Norms

Answer 37

Way a person is supposed to behave in a given context
-“what ought to be”
-Ex. people should recycle

Question 38

When is norm-based compliance the most effective?

Answer 38

When descriptive and prescriptive norms match each other – we do this because we SHOULD do this.

Question 39

Making suffering more salient or authority less salient both ____ obedience

Answer 39

decrease

Question 40

In experimenter-conflict variation, ____% obeyed to the end; However, in question variation, ____% obeyed to the end

Answer 40

0; 92.7

Question 41

Reasons for obedience

Answer 41

• Participants tried but failed to quit, and kept going regardless
• Participants were released from responsibility
• Step-by-step process of severity