Conformity, Compliance, Obedience

Question 1

What is informational social influence?

Answer 1

People doing something because they privately accept it as true and good

Question 2

With what type of conformity is informational social influence typically associated?

Answer 2

Private Conformity

Question 3

What is normative social influence?

Answer 3

People do something because it is what others are doing

Question 4

With what type of conformity is normative social influence typically associated?

Answer 4

Public Conformity

Question 5

What are descriptive norms?

Answer 5

Descriptive norms are concerned with what people actually do. They refer to the perceptions of “the most common actions actually exhibited in a social group”

Question 6

What are injunctive norms?

Answer 6

Injunctive norms are concerned with what people feel is right based on morals or beliefs.

Question 7

What is the “boomerang effect”?

Answer 7

You can put out descriptive norms to affect change—most Hoosiers only have to drinks a week—this statistic makes others who don’t follow the norm try to follow the norm. If they are less than the norm then they raise themselves to the statistic.

Question 8

What is minority influence?

Answer 8

When a minority affects the group. 12 people. 4 people think A. 8 people think B. When the 8 join the 4 it is the minority influence.

Question 9

What did Asch find when individuals made the same judgments in a group in which everyone else made incorrect judgments? What percent of participants never gave the wrong answer?

Answer 9

10% always conformed

25 % never conformed

Question 10

What is compliance?

Answer 10

Changes in behavior that are elicited by direct requests

Question 11

What are the six “weapons of social influence” according to Cialdini’s field research?

Answer 11

Commitment/consistency
Authority
Reciprocation
Social validation
Scarcity
Liking/friendship

Question 12

What is low-balling?

Answer 12

The process of salespeople of getting someone to commit to a low agreement then adding other things to the agreement. Once you have agreed it becomes costly to leave the agreement.

Question 13

Chartrand and Bargh Study

Sees id participants mimic confederate rubbing face or shaking foot

Answer 13

Shows the chameleon effect

Question 14

Schachter Study

Makes people experience arousal and sees what their justification is

Answer 14

Shows two-factor theory

Question 15

Berns Study

Replication of Asche

Answer 15

Showed people do believe the lies