Glossary Flashcards
Define ‘compliance’
Occurs when an individual accepts influence because they hope to achieve a favourable reaction from those around them.
Define ‘conformity’
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.
Define ‘identification’
A form of influence where an individual adopts an attitude or behaviour because they want to be associated with a particular person or group.
Define ‘informational social influence’
A form of influence, which is the result of a desire to be right – looking to others as a way of gaining evidence about reality.
Define ‘internalisation’
Occurs when an individual accepts influence because the content of the attitude or behaviour proposed is consistent with their own value system.
Define ‘normative social influence’
A form of influence whereby an individual conforms with the expectations of the majority in order to gain approval or to avoid social disapproval.
Define ‘obedience to authority’
Obedience refers to a type of social influence whereby somebody acts in response to a direct order from a figure with perceived authority. There is also the implication that the person receiving the order is made to respond in a way that they would not otherwise have done without the order.
Define ‘agentic state’
A person sees themself as an agent for carrying out another person’s wishes.
Define ‘legitimate authority’
A person who is perceived to be in a position of social control within a situation.
