chapters 7-9 Flashcards
Social Influence
Efforts by one or more individuals to actively change the attitudes, beeleifs, perceptions, or behaviors of one or more others.
Compliance
yeilding to direct, explicit appeals meant to produce certain behavior or agreement with a particular point of view
Principles of compliance
(6)
- friendship/Liking
- Commitment/consistency
- scarcirty
- Norm of Reciprocity
- social validation
- authority
principle of compliance
Friendship/liking
- Making a good impression leads to a greater compliance
- ingratiation: “flattery”
principle of compliance
Commitment/Consistency
if we are commited to a postion, then our behaviors tend to comply with that position
principle of compliance
Scarcity
we value and try to secure opportunities that are scarce or decreasing
principle of compliance
norm of reciprocity
we feel obligated to pay people back in some way for what they have done for us
principle of compliance
social validation
we are generally more willing to comply with a request for some action if this action is consistent with what we believe persons similair to us ourselves are doing
principle of compliance
authority
we are more wiloing to comply with requests from someone who is legitimate authority or looks like one
Compliance techniques
(3)
- Foot-in-the-door
- Lowballing
- door in the face
compliance techinque
food in the door
Comply with inital small request -> comply with later large request.
- this works becuase people desire to be consistant with past behavior
compliance techinque
Lowballing
- agreement with initial set of conditions
- the conditions change for the worse
- person still complies, even under poorer conditions
compliance techinque
door in the face
- refuse intial large request
- comply with later small request
Conformity
yeidling to go along with the crown, to behave the same manner as other persons in ones group or society
why does conformity happen?
- normative explanation
- informational explanation
why does conformity happen?
normative explanation
desire to be liked
- pressure that reflects group norms
- expectations regarding appropriate behavior held by those belonging groups
why does conformity happen?
informational explanation
desire to be right
- conformaity happens becuase we want to gain accurate information
- pressure comes from assuming others have knowledge that we lack
Sherif (1936)
1st phase: complete task alone, answer between participants varied widely
2nd phase: participants in room with 2+ people and publicly announced their estimates, did not vary widely. changed answers to be similar
asch study
asch wednesday u put LINES on ur face
people in group, inly 1 real participant.
ask question
all confederates answer clearly wrong
real partipcsnt complies ven tho the anser is very abvcious
factors that produce conformity
- cohessiveness and status
- group size
- self-awareness
factor that produces conformity
group cohessiveness and status
the more attractive a group is to an individual the higher the level of conformity pressure.
factor that produces conformity
group size
conformity decreases after the group grows larger than three individuals
factor that produces conformity
self-awareness
private self-awareness: > conformity > Public self-awareness:
the more private self-awareness you have the less likely you are to conform
the less piublic self-awareness you have the more likely you are to conform
Obedience
acting in accord with a direct order
Milgrim (1963)
the shocking one
Cover story
a plausible but false statement about the purpose of a research study given to research participants to avoid disclosing to them the true hypothesis being investigated.
confederate
commonly employed in psychology experiments to secretly participate along with actual subjects
Group
two or more interdependent people
- members interact regularly
- have stable relationships and emotional ties to one another
- memebrs recognize they belong to a group
social cohesiveness
feeling and thinking like you are part of a group and wantikng to reatin membership in the group
social facilitation
when an individual performs a task in the presence of a audience
- simple/well-learned = easy
- complex/new tasks = hindered
mere presence of others (zajonc 1969)
social facilatation
Humans and animals become physciologicaly aroused when they are with members of own species.
increased arousal enhances person’s tendency to give dominent response
evaluation apprehension
social facilation
we fear others evaluation
- the arousal is caused by a concern that others are judging us not just their presence
- especiallity if the audience is knowledgable about the activity.
distraction conflict
social facilitation
when others are present, out attneiton is divided.
Social loafing
when individuals work in groups, they tend to exert less effort and are less motivated than if they work on their own
diffusion of responsiblity / matching effort
social loafing
each person feels less individually responsible & matches the effort of others
interdependance
the dependance of two or more people or things on each other
social power
the force available to the social influencer in motivating the change of people’s attitudes or behavior
pluralistic ignorance
when we think that everyone else is interpreting a situation in a certain way, when in fact they are not
anticonformity
opposition to social influence on all occasion, against conformity
minority influence
a form of social influence that is attributed to exposure to a consistent minority position in a group
minority slowness effect
tendency of those who hold a minority opinion to express that opinion less quickly than people who hold the majority opinion
that’s-not-all technique
a two-step procedure for enhancing compliance that consists of (a) presenting an initial large request and then, before the person can respond, (b) immediately making the request more attractive by reducing it to a more modest target request or by offering some additional benefit
social impact theory
a model that conceives of influence from other people as being the result of social forces acting on the individual
deindividuation
deindividuation is whn their is a diffusion of responsibly as the result of the anonymity and decreased self-awarness that participating in big groups brings.
group polarization
grouo judgements tend to be more extreme than the judgements of individual group members would have made on their own
Social comparison theory
group polarization
we need to evaluate our opinions and abilitirs by comparing them to others opinions and abilitiess
persuasive-arguments theory
group memb ers exposed to a great nukmber of persuasive arguemnts- their attitudes become more likely to become extreme
group think
extreme group polarization
task leadership
goal-directed or goal-oriented type of leadership. This type of leadership is good when you need to stay focused on goals and move as a unit toward common objectives.
socioemotional leadership
addresses the overall morale of the group members. This includes consideration of group cohesion and morale, the emotions and needs of individual workers, and within-group relationships.
transformational leadership
leadership approach that causes change in individuals and social systems. In its ideal form, it creates valuable and positive change in the followers with the end goal of developing followers into leaders.
interpersonal attraction
the degree of liking
need for affiliation
- the desire to seek relationships with other people
- those high in this need arfe more liekly to conform and be concerned about being accpepted and liked by others
affiliation reduces fear and isolation
need for belongingness
- reasons?
need to establish and maintain at least a mininum number of interpersonal relationships
- matter of survival
- evolutionary psychology
- attachment in childhood
social comparison
affiliation
we evaluate our thoughts and actions by comparing them wirth those of others
social exchange
affiliation
we week out and maintain relationship in whcih the rewards outweigh the cost
loneliness
inability to maintain the level of affiliation one desires
- declines with age
Proximity
the degree to which peopple are geogrpaghicaly close to one another
Festinger Proximity
- couples who lvied on door apart more likel to be friends then who lived two doors apart
- couples who lived closer to stairs and mailbozes had more friends
familiarity
the frequency of actual contact with individuals
mere exposure effect
familairy breeds content
- more familiar, more attractive
similarity (white)
couples who had more difference in attractiveness levels were more likely to break up
Matching hypothesis
people are attracted to and form relationships with others who are similar to them in physical attracrivness
Balance theory
we share values -> no cognitive dissonance
symmetry
symmetry=attractive
- effect may be quite smal in contract to media portrayal
Babyface
presence of childlike features increase positive veiws
physical attrsaction
pretty privelage. thought to pocess good qualities, and lead better lives.
implicit personality theory
what is beautiful is good
assumptions peopole make about which character traits “go together”
self fulfilling prophecy
social perceivers expectations about a target person leads to changes in that targets behaviors according to those expecations
