exam 2 - social influence Flashcards
Descriptive norm
how others are actually behaving, what you are doing
injunctive norm
what is acceptable and unacceptable, what you should be doing
loose norm
weak
tight norm
strong
informational social influence
the influence of other people that results from taking their comments or actions as a source of info about what is correct, proper, or effective
normative social influence
the influence of other people that comes from the desire to avoid their disapproval and other social sanctions
tight nations
more likely to have autocratic or dictorial government, sharp media control, increased laws, increased punishment
factors affecting conformity pressure
group size (bigger = more), unanimity (1 dissenter = less), cohesion (cohesion = more), status (higher = more), public response (more), public commitment (less)
ideomotor action
thinking about a behavior makes its performance more likely
social rules
learned as norms
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
that’s-not-all technique
offering a product at a high price, not allowing the customer to respond for a few seconds, then offering a better deal by adding another product or lowering the price
foot-in-the-door technique
willingness to comply to a larger request after first complying with a smaller request
negative state relief hypothesis
idea that people engage in certain actions, such as agreeing to a request, to relieve their negative feelings and feel better about themselves
compliance techniques
social proof and scarcity
social proof
we determine what’s correct by looking to others
scarcity
things you do not or cannot have become more valuable
obedience
a change in behavior or beliefs as a result of the commands of others in authority
milgram’s study
18 variations of the study
factors that increase obedience
informational and normative influence, responsibility and self-justification, procedural details: gradual increase
factors that decrease obedience
prestige and status of experimenter, presence of others who disobey, proximity of victim, personality characteristics
reactance
a motive to protect or restore one’s sense of freedom, arises when someone threatens our freedom of action
