Conformity

Question 1

Conformity

Answer 1

Tendency to change perceptions, opinions, and behaviour in ways that are consistent with social norms

Question 2

6 types of social power

Answer 2

Reward, coercive, legitimate, referent, expert, informational

Question 3

Reward power

Answer 3

Ability to reward others when they follow your wishes/instruction

Question 4

Coercive power

Answer 4

Ability to deliver consequences to a person who doesn’t follow your wishes

Question 5

Legitimate power

Answer 5

Power through role (i.e. CEO)

Question 6

Referent power

Answer 6

Ability to influence based on personality/attractiveness

Question 7

Expert power

Answer 7

Someone who is an expert in the field

Question 8

Informational power

Answer 8

ability to withhold/divulge powerful information

Question 9

What are the 2 influences on conformity?

Answer 9

Normative and informative

Question 10

What is the motivation behind normative influences

Answer 10

Want to fit in/be liked, avoid consequences of rejection that follows deviance

Question 11

Why are people so afraid of rejection?

Answer 11

Biologically wired, can feel like physical pain

Question 12

What type of situation do you use normative influence?

Answer 12

Non-ambiguous

Question 13

What are the 2 types of normative influence

Answer 13

Compliance and conformity due to identificaition

Question 14

What is the motivation behind informational influence

Answer 14

Wanting to make the correct choice/decision

Question 15

What kind of situation is informational influence used in?

Answer 15

Ambiguous situations

Question 16

What is the one type of informational influence

Answer 16

Conformity with internalization

Question 17

Pluralistic ignorance

Answer 17

Encompasses situations which a minority group is incorrectly perceived to be the majority

Question 18

Sherif “Autokinetic effect” results

Answer 18

In groups, common to conform to a normative answer

Question 19

Asch “Testing impact of conformity in unambiguous situation” Findings

Answer 19

People conform to knowingly incorrect answers because they don’t want to be embarrassed

Question 20

Slippery slope hypothesis (Milgram)

Answer 20

Explains why some people conform, can’t figure out when/where to stop

Question 21

Empirically supported reasons for obedience

Answer 21

• Proximity to victim
• Proximity to experimenter
• Authority
• Group effects
• Subsidiary roles

Question 22

How does proximity to experimenter impact obedience?

Answer 22

Closer physically = more obedience, if done over the phone = less obedience

Question 23

How does authority impact obedience?

Answer 23

Majority will only listen to experimenter, 1/5 listened to confederate because they figured he knew something they didn’t

Question 24

Why do dissenting peers cause conformity?

Answer 24

• Informational influence
• Normative pressure
• Diffusion of responsibility
• Diminished social power of experimenter
• Subsidiary role

Question 25

Does legitimacy influence obedience?

Answer 25

No

Question 26

Does fairness of the experiment influence obedience?

Answer 26

No

Question 27

Does aggression of participants influence outcome?

Answer 27

No most people don't want to hurt others

Question 28

Lowball technique

Answer 28

Get target to commit to some deal and then change the terms

Question 29

Foot in the door technique

Answer 29

Ask for something small and after you get it, ask for something bigger

Question 30

What makes the foot in the door technique more effective?

Answer 30

"But it's entirely up to you"

Question 31

Rejection-then-retreat technique

Answer 31

Ask for something huge, after you get turned down ask for a smaller request (what you wanted in the first place)

Question 32

Freedman & Fraser - FITD findings

Answer 32

- Target must actually perform small task - Familiarity with source > - Source don't need to be same both times - Second request can be different

Question 34

Why does door in the face work so well

Answer 34

People are often grateful to be able to do something for you

Question 35

Gueguen & Pascual "but you are free" technique

Answer 35

BYAF increased participation by about 40%

Question 36

Regan (1971) "reciprocation"

Answer 36

If you like someone you're more likely to give them things. You're more likely to like someone if they give you something