EXTRA

Question 1

What are the factors influencing conformity? (5)

Answer 1

• identification
• group size (peak 3-6)
• group unanimity
• culture (individualistic vs collectivistic)
• self-monitoring

Question 2

What are the necessary conditions for social learning theory? (4)

Answer 2

• attention
• retention
• reproduction
• motivation

Question 3

Findings of the Perils of Conformity study (Schachter, 1951)?

Answer 3

Deviates attracted most communication during group discussion. Showing that the group will try to enforce conformity.

Question 4

When is a minority more likely to prevail over a majority? (3)

Answer 4

• consistent/invested
• cohesive
• flexible (willing to compromise less important factors)

Question 5

What are the two processes under conversion theory? And who do they work on?

Answer 5

Comparison process = minority aligns with majority position in public behaviour

Validation process = majority is exposed to minority’s view and seeks to understand their attitude on a deep level

Question 6

What are the 6 principles underlying compliance?

Answer 6

• liking
• authority
• reciprocity
• commitment/consistency
• consensus
• scarcity

Question 7

What are 4 compliance tactics?

Answer 7

• foot in the door: small request followed by bigger one (commitment/consistency)
• door in the face: big request followed by more reasonable one (anchoring, reciprocity)
• low-balling: reveal hidden costs (consistency)
• That’s not all: throw something else into the deal

Question 8

Findings of Regan’s 1971 study on reciprocity when someone is bought a coke.

Answer 8

Participants bought twice the raffle tickets off someone who bought them a coke. Even if they disliked this person.

Question 9

What are four factors affecting obedience?

Answer 9

• immediacy of victim
• immediacy of authority
• legitimacy of authority
• conformity of others

Question 10

What are 5 types of schemas?

Answer 10

Self-schemas, person schemas, scripts, role schemas, social group schemas.

Question 11

3 processes of schema change

Answer 11

Bookkeeping: gradual change

Conversion: critical mass of evidence

Sub typing: sub categories accomodate evidence

Question 12

Findings of the flirty phone call study?

Answer 12

Males rated as more social, interesting, and sexual when talking to someone they thought was attractive. Females rated as more confident and interested when talking to someone they thought was attractive.

Question 13

What are 5 heuristics?

Answer 13

• representativenes
• availability
• illusory correlation
• anchoring & adjustment
• confirmation bias & false consensus

Question 14

In the Theory of Correspondent Inference, when is a behaviour most likely to be attributed to internal factors? (5)

Answer 14

• freely chosen
• non-common effects (not shared by other behaviours)
• socially undesirable
• hedonic relevance (consequences)
• personalism (intended for us)

Question 15

In Kelley’s covariation model, when is a behaviour situational?

Answer 15

Low consistency (changes from situation to situation)

Question 16

In Kelley’s covariation model, when is a behaviour due to the person?

Answer 16

High consistency, low disctintiveness, low
consensus

The person does it all the time, towards anyone, but other people don’t .

Question 17

In Kelley’s covariation model, when is a behaviour due to the target?

Answer 17

High consistency, high distinctiveness, high consensus.

Person does it always, just to me, and so does everyone else.

Question 18

Findings of Castro study where people read essays (Jones & Harris, 1967)?

Answer 18

Pro Castro writers were seen as actually pro Castro, regardless of people knowing whether it was a choice or no choice. This means people attribute other’s behaviour internally.

Question 19

What are the attributional biases? (6)

Answer 19

• Correspondence/ fundamental attribution error
• actor-observer effect
• hostile attribution bias
• self-serving biases
• belief in a just world
• intergroup attributional biases.

Question 20

What are 4 achievement attributions when there is no controllability?

Answer 20

Ability (stable, internal)
Mood (unstable, internal)
Task (stable external)
Luck (unstable, external

Question 21

What are the two principles which guide attributions?

Answer 21

Discounting principle: stick to a single likely cause of behaviour when there are multiple others

Augmentation principle: a cause is stronger if there are other things potentially inhibiting the behaviour (poor person giving = more generous)

Question 22

What are the four functions of attitudes?

Answer 22

• knowledge
• utilitarian / instrumental
• ego-defensive
• value-expressive

Question 23

What are the components of the Theory of Planned Behaviour?

Answer 23

Attitude + Subjectve norm + Percieved behavioural control -> intention -> behaviour

Question 24

When does having an attractive presenter make an argument more persuasive?

Answer 24

When the argument is strong to begin with. Otherwise we may be equally as susceptible.

Question 25

What did Chaiken and Eagly 1983 find about written channels vs audio and video channels of persuasive messages?

Answer 25

When you could see or hear the person, their like ability heavily influenced persuasion.
When the message was written there was little difference if the source was likeable or not.

Question 26

When are we more likely to rely on the central route of persuasion (ELM)? (2)

Answer 26

• if the issue is important

- if we have time/resources

Question 27

How strong/effective is the peripheral route of attitude change

Answer 27

It is very fast, but not long lasting. Especially if the persuasive cues disappear then the change erodes.