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ISU PSYCH280 > Exam 3 Chapter 8 > Flashcards

Exam 3 Chapter 8 Flashcards

1
Q

What are four types of social norms?

A
  • Informational social influences
  • Normative social influences
  • Obedience
  • Compliance techniques
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2
Q

What is social influence?

A

A change in one’s behavior due to real or imagined influence to others

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3
Q

Normative social influence

A

wanting to fit in with the group

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4
Q

What is conformity?

A

Changes in perceptions, opinions or behaviors in ways that are consistent with the group

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5
Q

What are norms?

A

explicit or implicit rules of conduct in given context

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6
Q

Private acceptance

A

Conforming to other peoples behavior out of belied that what they’re doing or saying is right
associated with informational social influence

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7
Q

Public compliance

A

Conforming to other peoples behavior without believing in the correctness of behaviors or perceptions
associated with normative social influence

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8
Q

How does public compliance and private acceptance

A

-Compliance don’t want to stand out in the group or defy them
-Acceptance don’t know how to act and look for guidance in others

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9
Q

What is the motive behind informational social influence?

A
  • The need to understand how to act when we’re uncertain of what to do
  • Motive: Seeking information
  • “I don’t know what to do”
  • “People should be here”
  • “I’ll do what they do”
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10
Q

Sherif (1937)
What did he do?

A

Autokinetic effect: People were placed in a completely dark room, had to look at small light and determine how far it moved if at all

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11
Q

Sherif (1937)
What did he find/What were the results?

A

-If you complete this task in a group, participants hear others estimates, estimates start being similar
-This can be manipulated if participants responses start matching those of the confederate, this influence stays even if the confederate leaves the room.

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12
Q

What is a confederate?

A

An individual recruited by the lead experimenter to play the role of a bystander, participant, or teammate.

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13
Q

Why do people conform in informational social influence in ambiguous situations?

A

When put in new situations it it easier for us to conform in what what the rest of the group is doing.

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14
Q

What is the motive behind normative social influence?

A

Motive: seeking acceptance
- “I want these people to like me”
- “People like similar people”
- “I’ll do what they do”

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15
Q

Asch (1955) What did he do?

A

Length judge tasking participants were asked to pick which line was the longest or similar in length all participants made their judgement in front of eachother

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16
Q

Asch (1955) What did he find/results?

A

Since there was only one true participant the others were confederates the true participant conformed with the rest knowing it was the wrong answer
50% to 80% yield at least once

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17
Q

Was the Asch experiment private acceptance or public compliance?

A

Public compliance because people knew what the right answer was but did not want deviant from the group

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18
Q

What is social impact theory?

A

Theory in which we are more likely to conform to social influence if the groups opinions matter to you (unimportant groups can still have the same effect)
If the group is in physical proximity to you, groups that are not physically present have less of an effect

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19
Q

How does group size and presence of ally affect conformity?

A

Conformity increases as group size increases, when you don’t have an ally or a confederate that doesn’t go along with it conformity drops significantly

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20
Q

What happens when you try to resist normative social influence?

A

Group will try to persuade you into following the group norm and if you don’t the group will likely punish you with negative comments or expel you from the group

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21
Q

What is minority influence?

A

The case where the minority group members influence the behaviors or beliefs of the majority
small groups in the minority don’t have normative influence
However, they can have informational influence that persuades people.

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22
Q

How can minority group influence the majority group?

A

a consistent, unified, unwavering position can have social influence
If other people join the group, the majority group’s influence will increase even more

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23
Q

What is a reactant?

A

A motive to protect or restore ones sense of freedom
We behave the opposite of what the influencer wants us to do
We value feeling like we’re in control of our behavior
Commonly referred to as “reverse psychology”

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24
Q

Ruback and Juiend (1997): reactance and parking spots

A

High intrusion : we took the longest time if a person waiting for a spot honked their horn.
Low intrusion: even if a person waiting wasn’t honking, they still took a longer time.

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25
Q

What is obedience?

A

When behavior is influenced due to the direct commands of an authority

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26
Q

Milgram (1963) What did he do?

A

Learning experiment” on punishment and memory
“Teacher” is participent
“student “ is a confederate, must memorize word pairs the teacher provides
“Student” mistakes must be punished with shocks that escalate in strength
Experimenter supervises

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27
Q

Milgram (1963) What did he find/results?

A

Over 60% of participants shocked the student at the maximum voltage because they were told to keep going

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28
Q

Milgram (1963) Why obey and hurt someone?
Normative social influence

A

The experimenter created social norm for acceptable behavior in this situation
Even though it was bad behavior, the experimenter was an expert and insisted that the participant follow the norm
The participant didn’t want to disappoint the experimenter

29
Q

Milgram (1963) Why obey and hurt someone?
Lack of an Ally

A

When the study was replicated with an additional teacher or confederate obedience dropped dramatically if the confederate stopped participating
If the one person questions an authority figure, this lowers social influence and provides people a role model for defiance

30
Q

Milgram (1963) Why obey and hurt someone?
Informational social influence

A

We look to experts when we don’t know what to do, especially when the situation is ambiguous and there a crisis
When the study was replicated without being associated with Yale University or using an experimenter who wasn’t a PhD obedience dropped

31
Q

Milgram (1963) Why obey and hurt someone?
Self-Justification

A

Hurting people causes cognitive dissonance, which can be resolved by:
-Believing shocks are OK
-Thinking negatively of the learner
Foot in the door effect:
-Starts with frequent smaller shocks
-Establish a consistent behavior
-As shocks escalate, the desire to be
consistent maintains the behavior

32
Q

Milgram (1963) Why obey and hurt someone?
Loss of personal responsibility

A

Because authority figures are so powerful, people can attribute the cause of their own behavior to the influence of the authority figure
If the people feel they are just following orders, they won’t blame themselves for harm they cause

33
Q

What is compliance?

A

When we do a behavior in order to gain a reward or avoid punishment

34
Q

Self-defining

A

evaluation of yourself and your worth

35
Q

Behavior

A

the way someone acts

36
Q

Perception

A

the process of organizing and interpreting sensory information, enabling us to recognize meaningful objects and events

37
Q

What is reciprocity and why does it influence compliance?

A

People are more likely to comply if you’ve previously done something for them

38
Q

What are the techniques of reciprocity?

A

Repayment, door-in-the-face, and that’s-not-all

39
Q

How does repayment use reciprocity to induce compliance?

A

If someone gives you something, and then makes a request, you’re more likely to comply.
Charitable organizations will often give people gifts when they ask for donations

40
Q

How does door-in-the-face use reciprocity to induce compliance?

A

If you make an adjustment in a previous request, people are more likely to comply to a follow-up. Make a large request, then make a smaller request

41
Q

How does that’s-not-all use reciprocity to induce compliance?

A

If you add something to a deal, people are likely to comply. Make an offer or add discounts

42
Q

What is scarcity and why does it influence compliance?

A

Limited amounts of resources. People value things that are less available

43
Q

What are techniques of scarcity?

A

Limited numbers and time limits

44
Q

How do limited numbers use scarcity to induce compliance?

A

Customer is told product is in short supply.
‘‘While supplies last!”

45
Q

How do time limits use scarcity to induce compliance?

A

Customer is told the product has a deadline.
“Limited time offer!”

46
Q

What is authority and why does it influence compliance?

A

People are more willing to comply with the suggestions of legitimate authorities

47
Q

What is consistency and why does it influence compliance?

A

People who commit to a position are more willing to comply with requests that are consistent with that position. Inconsistency can cause cognitive dissonance

48
Q

What are the techniques for consistency?

A

foot-in-the-door and low-ball technique.

49
Q

How does the foot-in-the-door technique use consistency to induce compliance?

A

Make a small request, and then later ask for something larger.
This establishes a consistent pattern of behavior. Since they already committed to the first request, they should commit to the second request.

50
Q

How does the low-ball technique use consistency to induce compliance?

A

Get a person to commit to a purchase, then raise the cost.
People are uncomfortable going back on their commitments

51
Q

What is liking and why does it influence compliance?

A

People are more willing to comply if you’re liked or a friend

52
Q

How can you get people to like you?

A

Compliment a person or highlight similarities

53
Q

What is consensus and why does it influence compliance?

A

People are more likely to comply if they feel similar others are also doing so.
If you money in a tip jar, you’re likely to follow their act

54
Q

How can social norms be used to change people’s behavior?

A

You can change people’s descriptive norms regarding a behavior by sharing actual data on its prevalence

55
Q

Injunctive Norms

A

Perception of what people expect you to do.
“Binge drinking is not OK.”

56
Q

Descriptive Norms

A

Perception of what people actually do.
“Everyone binge drinks.”

57
Q

Boomerang Effect

A

people pick the opposite of what something or someone is saying or doing because of how it is presented to them.

58
Q

How does starting small get people to commit to a cult?

A

Cults don’t reveal their true, extreme beliefs early. Cult members start with small commitments that slowly escalate.
Foot-in-the-door effect

59
Q

How does making extreme demands get people to commit to a cult?

A

Cults eventually make extreme demands on time or money. This causes cognitive dissonance which cult members must justify. Error justification

60
Q

Error justification

A

coming up with a rationale for the amount of work we put into getting something

61
Q

How does isolating cult members get people to commit to a cult?

A

Cult members will never hear any argument against the cult. This will help maintain their positive attitudes toward the cult.

62
Q

How does not allowing dissent get people to commit to a cult?

A

Once a person is part of the cult, they are never allowed to express any discontent or question the beliefs of the cult. Conformity loses its power if even a single person questions its validity.

63
Q

What are idiosyncrasy credits?

A

The tolerance a person earns, over time, by conforming to group norms; if enough credits are earned, the person can, on occasion, deviate from the group without punishment

64
Q

What is propaganda?

A

information, especially of a biased or misleading nature, used to promote or publicize a particular political cause or point of view.

65
Q

How does living in a collectivistic culture influence conformity?

A

People in collectivistic cultures show higher rates of conformity than people in individualistic cultures. In collectivistic cultures, conformity is seen as a valued trait and an act of tact and sensitivity

66
Q

What were the ethical problems with Milgram’s study?

A

There was deception - the participants weren’t told what the actual study was about and thought the shocks were real.
It caused people psychological distress
It was not made clear that the participants could leave whenever
Participants experienced inflicted insight - people learned unpleasant things about themselves and some allegations have been made that Milgram didn’t even tell some people the truth after the study

67
Q

How have modern researchers addressed the ethical problems of Milgram’s study in order to replicate his study?

A

Jerry Burger reduced psychological distress by stopping study after 150 volts.
Participants were prescreened to make sure they wouldn’t have any negative reaction to the experiment
And the participants were told they could leave whenever

68
Q

What did Burger find regarding obedience today after replicating Milgram’s experiment?

A

Burger found no significant difference in obedience rates between his participants and Milgram’s

ISU PSYCH280 (6 decks)

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