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Psychology 280 > Exam 3 > Flashcards

Exam 3 Flashcards

Exam April 11

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1
Q

Social Influence

A

Use of social power to change the behavior or attitudes of others in a particular direction

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2
Q

Conformity

A

Change in behavior or attitude as a result of real or imagined social influence

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3
Q

3 Types of Conformity

A 
1. Acceptance: 
publicly conform
privately agree
2. Compliance:
publicly conform
privately disagree
3. Obedience:
conform to command
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4
Q

Norms

A

Rules for accepted or expected behavior.

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5
Q

Autokinetic Effect Study

A

Estimate how far point of light moved in dark room

After many trials, individual’s estimates converged

Repeated procedure in a group situation
Retained group norm when tested alone later
EXAMPLE OF: Acceptance. Publicly conformed and privately agreed.

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6
Q

Informational social influence

A

Used others’ estimates

to guide own estimates

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7
Q

The Line Study

A

A control group (who did study alone) almost always gave correct answer. When group gave wrong answer, subject went along with the group.

EXAMPLE OF: Compliance. Publicly conformed but privately disagreed

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8
Q

Normative social influence

A

Conformed to be accepted by group

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9
Q

Johnny Rocco Case

A

Participants rated who they wanted to leave the group, most wanted the deviate to go the most.

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10
Q

2 Forms of Reciprocation

A

1) Repayment

2) Concessions

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11
Q

Christmas Card Study

A

(Phil Kunz) Sent Christmas cards to strangers and over 20% returned a card, most had notes/letters and only 6 said they could not remember them.

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12
Q

3 Reasons for Repayment

A
  1. Obligation – gift/favor causes people to feel obligated
  2. Guilt– People feel guilty if they do not reciprocate the gift/favor
  3. Evolutionary adaptive–
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13
Q

Foot in the door technique

A

Two step procedure:

Large request (get No!)
Smaller request (get Yes!)

Compliance with small request
increases chance of compliance
with larger request later

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14
Q

Door-in-the-Face Technique (AKA factors that reduce foot in the door effectiveness)

A
  1. Initial request too extreme
  2. Request for selfish purposes
  3. Delay between 1st and 2nd request
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15
Q

That’s not all technique

A

Two step strategy:
Inflated request
Offer discount or bonus

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16
Q

Commitment and Consistency (Cognitive Dissonance)

A

Feeling of anxiety or tension

Arises when behaviors are not equal to our attitudes

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17
Q

Commitment and consistency Resturant example

A

“Please call if you have to change your plans.”

30% no show rate

“Will you please call if you have to change your plans?”

10% no show rate

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17
Q

Beach Towel Study

A

When asked to watch subjects things, people were more likely to intervene when a thief came by

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18
Q

American Cancer Society Study

A

“even a penny would help” Experimental group- the small amount attached makes it seem like such a small amount, who couldn’t donate? Raised more money in the end.

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19
Q

Commitments “grow their own legs”

A

People add reasons and justifications to support the commitments they have made.
EXAMPLE: Joe millionaire

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20
Q

Low Ball Technique

A

Costs concealed until commitment is made

EXAMPLE: car dealers

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21
Q

Quit smoking study

A

Smokers asked to complete survey, After committing, told “no smoking”

85% showed up because they committed already. 12% only complied when they were told about the no smoking first.

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22
Q

Why does commitment and consistency work?

A

Consistency is valued

Consistency saves mental resources

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23
Q

Factors that affect commitment and consistency:

A

We feel more invested if:

  1. voluntary
  2. public
  3. more effort
  4. actively made commitment
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24
Q

Social Proof

A

Determine correct behavior by

seeing what others are doing.

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25
Q

Social Proof- Looking up Milgram experiment

A

1 confederate looking up - 45%

15 looking up- 85%

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26
Q

Social Proof:Craig & Prkachin (1978)

A
  1. Administered shock to participant
  2. Asked participant how painful shock was
  3. Took physiological measures of pain

Participants felt less shock on both pain indices if they were in the presence of another participant who was apparently experiencing little or no pain

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27
Q

Why Does Social Proof Promote Conformity?

A
  1. People make fewer errors when they “follow the crowd”

2. Following the crowd is easier – takes less mental effort

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28
Q

Copycat SuicidesSchmidtke & Hafter (1988)

A

Copy cat suicides called the Werther Effect
Examined # of suicides following broadcast of FICTIONAL TV show

TV show lasted 6 weeks
Depicted 19 yr. old male who committed suicide by leaping in front of a train

Following the series, railway suicides increased substantially

This increase was greatest for males who were same age as TV character

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29
Q

Scarcity

A
  1. People value things that are less available
  2. Scarcity creates potential for loss.
  3. Fear of loss more important than
    possibility of gain
    EXAMPLE: Tickle me elmo
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30
Q

Strategies Derived from Scarcity Principle

A
  1. Limited Numbers:

Customer told that a particular product is in short supply
2. Time Limits:

Customer told that there is a deadline to the sale of a product

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31
Q

Reactance and Toy PreferenceBrehm & Weintraub (1977)

A

Toddlers put in room with attractive toys

One toy behind a Plexiglas sheet that was:
1 foot high (no barrier) 
2 feet high (barrier)
Toddlers made contact with toy 
behind the barrier 3 times faster
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32
Q

Reactance and Teen LoveDriscoll, Davis, & Lipetz (1972)

A

The more parents objected to their teens’ relationship, the more in love the couples said they were, and the more the couples wanted to get married.

The couples’ love increased as parental interference increased and decreased as parental interference decreased

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33
Q

Factors that Influence Effectiveness of Scarcity

A
  1. New scarcity
  2. Competition for scarce resources

People are more likely to want a
scarce item that they are competing for

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34
Q

Cookie StudyWorchel, Lee, & Adewole (1975)

A

Showed people a jar of cookies

 Jar had either:
10 cookies in it
2 cookies in it
People rated cookies as more desirable, 
more attractive, & more expensive 
when there were only 2 in the jar. 
They were the SAME cookies!
35
Q

Authority

A

People comply with requests more when requester is in a position of authority

36
Q

Obedience Study - Milgram

A

Milgram’s participants obeyed because of the experimenter’s authority, and not because of abnormal psychological problems

37
Q

Why Do People Obey Authority?

A
  1. Socialization practices (taught from a young age that obedience is the correct way to behave)
  2. Heuristic (for knowledge and wisdom
38
Q

Symbols authority

A
  1. Title
  2. Clothes
  3. Trappings
39
Q

Doctor’s OrdersHofling et al. (1966)

A

Researcher called nurses’ stations

Identified self as physician

Directed nurse to give drug to patient (95% OBEYED!)

40
Q

Symbols of Authority: ClothesBickman (1974)

A

Parking meter, dime for parking, more people gave money when the person who needed the dime was wearing a uniform

41
Q

Horn Honking StudyDoob & Gross (1968)

A

Researcher to either a luxury car or economy car, measured how many people were annoyed an honked. Luxury got less of a response.

42
Q

Factors that influence liking

A
  1. physical attractiveness
  2. similarity
  3. praise
  4. familiarity
  5. mere association
43
Q

Liking

A

People prefer to comply with requests

made by individuals who they like

44
Q

Why Attractiveness Works

A

Halo Effect:

One very positive trait possessed by a person influences the total judgment of that person.

Attractiveness is one such very positive trait

Devil Effect:

One very negative trait possessed by a person influences the total judgment of that person.

45
Q

Attractiveness Stewart (1980)

A

same exact story and everything except the attractiveness
o Attractive victim- unattractive defendant
 Victim awarded $10,051
o Unattractive victim- attractive defendant
 Victim awarded $5,623

o 1. Evaluated attractiveness of 74 male defendants prior to trail
o 2. Followed the defendants to find out their trait outcomes
o Results: Unattractive defendants were two times more likely to get a jail sentence than attractive defendants

46
Q

AttractivenessKurtzburg, Safar, & Cavior (1968)

A

o Jail inmates: all with facial disfigurements
o Some got plastic surgery, some didn’t
o Some got counseling, some didn’t
o Results were that inmates who had the plastic surgery were significantly LESS likely to return to jail regardless of whether they had counseling or not.

47
Q

Joe Girard: World’s Greatest Salesperson

A

o Averaged 5 cars sold per day
o $200,000 per year
o What did he do? Send post cards that said “I like you –Joe” to the people who he sold cars too. He was building a customer base.

48
Q

Familiarity Mita, Dermer, & Knight (1977)

A

A person is more familiar
with mirror image

Person’s friends more familiar
with the person’s true image

49
Q

Defenses Against Liking

A

Be suspicious if you really like someone you haven’t known very long.

Mentally separate the requester from the request
“Would I buy this product if
someone else were selling it to me?”

Physically separate the requester from the request, if possible
“I’ll have to think it over”

50
Q

Romantic relationships involve 4 fixed stages:

A

Stage 1: Proximity Filter (pool of eligible mates)
Stage 2: Stimulus Filter (relationship based on external attributes)
Stage 3: Value Filter (relationship based on a shared value and belief system)
Stage 4: Role Filter (relationship based on successful fulfillment of one’s roles)

51
Q

Social Exchange Theory

A

Based on the Max-Min principle

Outcome = Rewards - Costs

53
Q

Self-Disclosure

A

Reveal intimate aspects

of self to another

53
Q

Social Penetration Theory

A
  1. Relationships progress from superficial exchanges to more intimate ones.
  2. Specific stages of relationships are characterized by specific patterns of self-disclosure
55
Q

Love in the Lab

A

. Two strangers put in a room together for 90 minutes during which time they exchange intimate information

  1. They stare into each others’ eyes for 2 min. without talking
  2. “Tell the other person what you like about him/her”
  3. Participants leave by separate doors
56
Q

Group

A

Two or more people who interact for more than a few moments, feel like a group, and who influence each other via interdependent goals/needs.

57
Q

Aggregate

A

A collection of people who are in the presence of one another, but do not typically interact for more than a few moments and who do not feel like a group. Independent goals/needs.

58
Q

Sorority StudyCrandall (1988)

A

Bulimia binge eating and purging within sororities on the campus where he taught. Identified freshmen to these group, followed students in both sororities. Girls who conformed with the norm for her sorority was rated more popular.

59
Q

Group Norms

A

Expected behavior of all

group members

60
Q

Social Roles

A

Expected behavior of

particular members

61
Q

Effects on behavior

A
  1. Similarity
  2. Performance
  3. Deindividuation
62
Q

Ant StudyChen (1937)

A

The ants took longer to begin when they worked alone

The ants moved more soil when they worked in groups

63
Q

Cockroach StudyGates & Allee (1933)

A

The presence of others (a) improved running times in the simple maze but (b) worsened running times in the difficult maze

64
Q

Social Facilitation Effect

A

The presence of others improves performance on simple tasks but worsens performance on difficult tasks

65
Q

Factors that influence deindividuation

A
  1. Group size (large)
  2. Accountability (low)
  3. Anonymity (anonymous)
66
Q

Social Exchange Theory

A

Based on the Max-Min principle

Outcome = Rewards - Costs

67
Q

Self-Disclosure

A

Reveal intimate aspects

of self to another

68
Q

Social Penetration Theory

A
  1. Relationships progress from superficial exchanges to more intimate ones.
  2. Specific stages of relationships are characterized by specific patterns of self-disclosure
69
Q

Love in the Lab

A

. Two strangers put in a room together for 90 minutes during which time they exchange intimate information

  1. They stare into each others’ eyes for 2 min. without talking
  2. “Tell the other person what you like about him/her”
  3. Participants leave by separate doors
70
Q

Group

A

Two or more people who interact for more than a few moments, feel like a group, and who influence each other via interdependent goals/needs.

71
Q

Aggregate

A

A collection of people who are in the presence of one another, but do not typically interact for more than a few moments and who do not feel like a group. Independent goals/needs.

72
Q

Sorority StudyCrandall (1988)

A

Bulimia binge eating and purging within sororities on the campus where he taught. Identified freshmen to these group, followed students in both sororities. Girls who conformed with the norm for her sorority was rated more popular.

73
Q

Group Norms

A

Expected behavior of all

group members

74
Q

Social Roles

A

Expected behavior of

particular members

75
Q

Effects on behavior

A
  1. Similarity
  2. Performance
  3. Deindividuation
76
Q

Ant StudyChen (1937)

A

The ants took longer to begin when they worked alone

The ants moved more soil when they worked in groups

77
Q

Cockroach StudyGates & Allee (1933)

A

The presence of others (a) improved running times in the simple maze but (b) worsened running times in the difficult maze

78
Q

Social Facilitation Effect

A

The presence of others improves performance on simple tasks but worsens performance on difficult tasks

79
Q

Factors that influence deindividuation

A
  1. Group size (large)
  2. Accountability (low)
  3. Anonymity (anonymous)
80
Q

Conflict

A

Belief that one’s behaviors/goals
are not compatible
with the behaviors/goals
of others

81
Q

Factors that Influence Conflict

A
  1. Social Dilemmas

2. Competition

82
Q

Social Dilemmas

A

Conflict between

self-interests and group interests

83
Q

Prisoner’s Dilemma

A

Confess/Does not confess- if both do not confess, everyone wins, gets one year. if both confess, each get 5 years. one confesses (gets 0 years) and one does not confess (gets 10 years)
EXAMPLE OF: social dilemma

84
Q

When faced with a social dilemma…

A
  1. each party personally better off when they act selfishly
  2. both parties worse off as a group when they act selfishly
  3. as a group, the parties would have been better off if they had acted unselfishly
85
Q

Peacemaking

A
  1. mere exposure

2. cooperation

86
Q

The Contact Hypothesis - created by

A

GORDON ALLPORT

Contact between
members of different
groups lessens conflict

87
Q

Jigsaw Classroom

A

kids of mixed gender and ethic groups “experts” on different pets, kids all depended on other kids to learn the material, found that after this experience, people had much more positive attitudes against each other and many became close friends

Psychology 280 (3 decks)

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