Chapter8 Social Influence Flashcards
What is the word used to describe the tendency for people to associate disproportionately with people who are like them?
Homophily
Which type of social influence is when people change beliefs or behavior to closely align with those of others, in response to some real or imagined pressure to do so?
Conformity
How do you define compliance?
Compliance occurs when a person responds favorably to an explicit request from another person.
When does obedience occur?
When a more powerful person, an authority figure, issues a demand to which a less powerful person submits.
What is automatic mimicry? What are the reasons behind it?
The tendency to reflexively mimic the posture, mannerisms, expressions, and other actions of those around us.
1. Merely thinking about a behavior makes performing that behavior more likely.
2. To facilitate smooth interaction and foster social connection.
What is informational social influence and how is it demonstrated through the autokinetic illusion by Sherif’s conformity experiment?
Definition: the reliance on other people’s comments and actions as an indication of what’s likely to be correct, proper, or effective.
Study result: Participants’ estimates of how far the point of light appeared to move tended to become more similar over time.
What is normative social influence?
The influence of other people comes from the desire to avoid being criticized, disapproved of, or shunned.
What are some factors that affect conformity pressure?
- Group size, max at 3-4, levels of afterwards
- Group unanimity: the presence of an ally can weaken social influence
- Anonymity eliminates normative social influence and reduces conformity
- Expertise and status: expertise-informational & status-normative
- Culture: interdependent cultures are more influenced by both
- Tightness and Looseness, tight cultures require greater conformity to social norms
Starting with a small request to which nearly everyone complies, thereby allowing the person making the request to get a foot in the door is which compliance technique?
Foot-in-the-door technique
What is pluralistic ignorance?
The tendency for people to act in ways that conflict with their true beliefs or preferences because they think they are not widely shared by others.
Descriptive norm vs. Prescriptive norm
What is typically done in a given context vs. what one is supposed to do
What is the technique that starts with asking people for a large favor that will certainly be reduced and following that request with one for a smaller favor?
Reciprocal concessions technique/door-in-the-face technique
Which hypothesis describe that people take action to benefit someone else, to get rid of negative feelings and feel better about themselves?
Negative state relief hypothesis
Which theory suggests that people reassert their prerogatives to reduce the discomfort caused by threats to their free will?
Reactance theory, 叛逆心理
What are some ways to increase one’s ability to stand firm?
- practice, getting practice in asserting your beliefs or disobeying an authority can increase the ability to resist
- have an ally
- waiting for the emotions to dissipate and then make a decision
