Conformity

Question 1

Social Impact Theory

Definition

Answer 1

theory that conforming to social influence depends on the strength of the group, its immediacy, and the number of other people in the group

Question 2

Informational Social Influence

Definition

Answer 2

conforming because we believe that other’s interpretation of an ambiguous situation is more correct than ours

helps us choose an appripriate course of action

Question 3

Normative Social Influence

Definition

Answer 3

influence of others that leads us to conform in order to be liked and accepted by them

usually result in public compliance without private acceptance

Question 4

Private Acceptance

Definition

Answer 4

conforming to other people’s behaviours out of a genuine belief that what they are doing/saying is right

Question 5

Minority Influence

Definition

Answer 5

the case in which a minority group of members influence the behaviour/beliefs of the majority

exert influence by informational social influence

Question 6

Conditions under which people conform to normative social influence

3 reasons

Answer 6

1. group is unanimous
2. gender: small differnce but women more likely to conform than men
3. culture: collectivist culture -> more conformity, individualistic culture -> less conformity

Question 7

Why do people conform to informational social influence?

3 reasons

Answer 7

1. ambiguous/confusing situation
2. crisis situation
3. presence of expert

Question 8

Contagion

Definition

Answer 8

rapid transmission of emotions/behaviour through a crowd

Question 9

Conformity

Definition

Answer 9

any change in behaviour caused by another person or group

types of social influence

Question 10

Social Influence

Definition

Answer 10

Influence from other people

3 kinds

Question 11

Lowballing

Definition

Answer 11

saleperson induces a customer to agree to purchase a product at a very low cost, and then subsequently raises the price

Question 12

Foot-in-the-Door technique

Definition

Answer 12

compliance by presenting a small request, which is accepted, followed by a laeger request, in the hopes of it being accepted

Question 13

Door-in-the-Face technique

definition

Answer 13

compliance by presenting a large request, which is expectedly refused, and then a smaller request (more reasonable) is hoped to be accepted

we feel as if they’re doing us a favour

Question 14

strategies to resist normative pressures

3

Answer 14

1. be aware of the influence
2. finding an ally
3. gathering idiosyndracy credits

Question 15

normative vs. informational social influence on group size and conformity

Answer 15

normative -> size/number matters in terms of conformity
informaitonal -> size/number does not matter in terms of conformity

Question 16

social impact theory–role of number

Answer 16

if number increases, then conformity increases
but stops at 4-5 people (platoes)

Question 17

social impact theory–role of strength and immediacy

Answer 17

if strength increases then conformity increases
if immediacy increases then conformity increases

Question 18

Multigenerational norm

definition

Answer 18

once a norm is established, the norm will continue independently from the individuals that first enacted them

Question 19

social norm

definition

Answer 19

rule or guideline in a group or cultrue about what behaviours are proper or improper

Question 20

public compliance

definition

Answer 20

conforming to other’s behaviour publicly without necessarily believing in what they are doing/saying

Question 21

compliance

definition

Answer 21

change in behavour requested by another person or group

type of social influence

Question 22

2 reasons for conforming

Answer 22

1. informational social influence
2. normative social influence

Question 23

obedience

definition

Answer 23

any change in behaviour ordered by another person or group

type of social influence