Class 2 Flashcards
norm of reciprocity
unwritte rule that people should benefit those who have benefited them
normative influence
influence that produces conformity because a person fears negative social consequences of appearing deviant
door-in-the-face technique
inufluence strategy that involves getting someone to deny an initial request
conformity
tendency to do what others do simply because others are doing it
obedience
tendency to do what powerful people tell us to do
atittude
enduring positive or negative evaluation of an object or event
belief
enduring piece of knowledge about an object or event
informational influnec
influence that produces conformity because a person believes others are correct in their judgments
persuasion
phenomenon that occurs when a person’s attitudes or beliefs are influenced by a communication from another person
systematic persuasion
process by which attitudes or beliefs are changed by appeals to reason
heuristic persuasion
process by which attitudes or beliefs are changed by appeals to habit or emotion
foot-in-the-door technique
technique that involves making a small request and following it with a larger request
cofnitive dissonance
an unpleasant state that arises when a person recognizes the inconsistency of his or her actions, attitudes, or bliefs
we are social animals
we crave social relationships
our sense of self identity is defined by people around us in real life and virtually (social media)
conformity
tendency to alter one’s opinion or behavior in ways that consistent with group norms
social norms
groups often develop norms; this can be tricky when changing groups
anti-conformity
people rebel by conforming to other group norms
Asch’s line judgment
the thing where people said the wrong line because everyone else did
Variables: after group of 4 diminishing returns, ambiguity of judgment, presence of other dissents (dramatic factor)
social comparison theory
we have a basic drive to evaluate our opinions and abilities
to the extent that the physical reality is ambiguous, we become increasingly dependent upon “social reality”
people often evaluate their own abilities and opinions by comparing them to others
pluralistic ignorance
when people conform to what they think the rest of the group thinks or does… you think youre in control when everyone is
twitter study about social pressure
identified 231 racist accounts and used bots to send chastising comments back… reduced racist attacks when criticism from white users w lots of followers
