Exam 2 Flashcards
Social Norms
learned social rules
-help establish and maintain social order
-mindlessly following norms could be problematic
descriptive norm
how people are behaving- what we are ‘actually’ doing
Injunctive Norms
what is acceptable and unacceptable-what we should be doing
Loose vs tight norms
Tight cultures have strong social norms and little tolerance for deviance, while loose cultures have weak social norms and are highly permissive
conformity
a change in behavior or beliefs to agree with others
Informational influence
conformity from accepting evidence provided by other people
-Motivated by desire to be accurate
-Look to motivate when we don’t know the right answer
Normative influence
conformity based on a desire to fulfill others’ expectations
-Motivated by the desire to be accepted
higher conformity occurs if there is:
large group size, cohesive groups, high status members, people respond publicly
lower conformity occurs if there is:
1 dissenter, people make a public commitment to position
Ideomotor action
thinking about a behavior makes it happen more likely
Norm of reciprocity
expectation that people will help those who have helped them
Door-in-the-face technique
Asking for a larger favor first and then retreating to a smaller favor
Reciprocation: “meeting someone halfway”
That’s-not-all technique
once a product has been pitched, the seller then adds an additional offer before the potential purchaser has made a decision. “If you buy this, we will also throw in this for free!”
Foot-in-the-door techniques
Willingness to comply with a larger request after first complying with a smaller request
-We like consistency
Negative State Relief Hypothesis
-Seeing someone in distress makes us feel bad
-We help to eliminate our own negative feelings
Reciprocation
Norm of reciprocity- the expectation that people will help those who have helped them. Without a gift only 18% of people donate, but that doubles to 35% when they get a gift
6 principles of Persuasion
- Reciprocity
- Commitment
- Social proof
- Liking
- Authority
- Scarcity
commitment
desire to maintain consistency in what you’ve already said or done
social proof
desire to follow the lead of those who are similar to you
liking
desire to agree with a person who resembles you or shares the same values
authority
Desire to trust and agree with an “expert” based on visual cues (lab coat, uniform, power)
Scarcity
Desire to get something that is limited or difficult to obtain (time, quantity, or space)
Obedience
a change in behavior or beliefs as a result of the commands of others in authority
Milgram’s study
- “The effects of punishment on memory”
- Word pair memorization task
○ Machine 15 volts to 450 volts - “teacher”: delivers painful electric shocks to the learner for innocent answers
- “learner”: a middle-aged man with a heart condition (confederate)