compliance, conformity and obedience Flashcards
compliance
a superficial, public and transitory change in behaviour and expressed attitudes in response to requests, coercion or group pressure
reciprocity principle
the norm of reciprocity
makes recipient feel they owe you or should return a favour
door in the face tactic
begin with a big request and when the recipient says no they ask for a smaller request
foot in the door tactic
greater compliance with a big request of having first got the person to agree to a smaller request
mood
people in a good mood want to maintain this mood so are more likely to comply
people in a bad mood likely want to improve their mood so are more motivated to comply with requests
ingratiation
getting the recipient to like you so making it more likely they agree with you
low ball tactic
making an attractive initial offer so they recipient agrees and then making the terms less favourable
conformity
changing ones behaviour or beliefs in response to explicit or implicit pressure, real or imagined, from others
autokinetic effects
a stationary light in a dark room appears to move
asked to estimate movement
individuals began to agree with majority
Asch
line study
visual discrimination task
25% made no errors
informational influence
conformity due to greater confidence in the perceptions of the group
normative influence
we are motivated to conform to the group norms in order to fit in and be liked
group size
the more confederates in Asch’s study, the more people where likely to conform and state the wrong answer
only up to a certain amount then no difference was observed - 3 confederates
independence
independent but smaller majority have greater influcence impact on conformity than larger non independent majority
minority influence
critical factor of conformity is unanimity among majority
any dissent breaks the majority influence
other reasons for difference in conformity
anonymity
gender
culture
expertise
status
obedience
a form of social influence created as a response to direct orders from authority figures
they have higher status
situational factors
proximity
uniform
location
ethical issues with Milgrams study
could participant withdraw at anytime if they wished?
participants didn’t give informed consent
social power
the ability to create conformity even when the people being influenced may attempt to resist those changes
