Chapter 9: Social Influence

Question 1

Conformity

Answer 1

Change in behavior due to real or imagined influence of other people.

Question 2

What is social influence?

Answer 2

The many ways people affect one another, including changes in attitudes, beliefs, feelings, and behavior that result from the comments, actions, or mere presence of others.

Question 3

What is compliance?

Answer 3

Change in behavior due to direct requests from another person. This is an outward NOT inward change.

Question 4

What is obedience?

Answer 4

Change in behavior due to commands of an authority figure. The compliance to a direct command.

Question 5

Informational social influence

Answer 5

Conformity that occurs when we believe others’ interpretation of a situation is more correct than our own

Question 6

What is normative social influence?

Answer 6

Conformity that occurs when we believe doing so will get others to like/ accept us.
It’s more about wanting to fit in.

Question 7

How deep is the conformity produced by informational and normative social influence?

Answer 7

Informational social influence: Private acceptance
With private acceptance, you are internalizing that what another person says is factual or more true than your own.

Normative social influence: Public conformity

Question 8

What is the foot-in-the-door technique?

Answer 8

Asking for a small request to get compliance from another person, you could then ask for a larger request that someone can comply with.
How I see it, you slowly ask people for small favors to build up the large favor which you ultimately wanted in the first place.