Glossary

Question 1

Compliance

Answer 1

Occurs when an individual accepts influence because they hope to achieve a favourable reaction from those around them. An attitude or behaviour is adopted not because of its content but because of the rewards or approval associated with its adoption.

Question 2

Conformity

Answer 2

A form of social influence that results from exposure to the majority position and leads to compliance with that position. It is the tendency for people to adopt the behaviour, attitudes and values of other members of a reference group.

Question 3

Identification

Answer 3

A form of influence where an individual adopts an attitude or behaviour because they want to be associated with a particular person or group.

Question 4

Informational social influence

Answer 4

A form of influence which is the result of a desire to be right. It is looking to others as a way of gaining evidence about reality.

Question 5

Internalisation

Answer 5

Occurs when an individual accepts influence because the content of the attitude or behaviour proposed is consistent with their own value system.

Question 6

Normative social influence

Answer 6

A form of influence whereby an individual conforms with the expectations of the majority in order to gain approval or to avoid social disapproval.