influence

Question 1

conformity

Answer 1

the change in a person’s behavior to go along with the group, even if they don’t agree with what the group decides on (the asch effect). Conformity can be good by maintaining order or bad via peer pressure and harmful behavior.

Question 2

compliance

Answer 2

going along with a request/demand

Question 3

obedience

Answer 3

the change of an individual’s behavior to comply with authority figure

Question 4

Sherif (1936)

Answer 4

aim of demonstrating that people conform to group norms when they’re put in an unclear situation. Results showed private conformity – all three members of the group conformed to a common average estimate with no definitive answer

Question 5

private conformity

Answer 5

conform because of beliefs that the group decision is right

Question 6

public conformity

Answer 6

conform because pressured to conform with group

Question 7

Asch (1951)

Answer 7

study on line similarity judgements, results found that even though participants knew the group was wrong they still conformed and said what the group thought.

Question 8

informational social influence

Answer 8

conform because person has desire to be right, and the person will look to others who they believe may have more information. This type of conformity occurs when a person is unsure of a situation or lacks knowledge.

Question 9

normative social influence

Answer 9

conforms in order to be accepted and belong to a group.

Question 10

social impact theory

Answer 10

the amount of inflence a person experiences in group settings depends on (1) strength [power/social status] of the group, (2) immediacy [physical/psychological distance], (3) the number of people in the group exerting the social influence.

Question 11

descriptive norms

Answer 11

refers to what most people in a group think, feel, or do

Question 12

injunctive norms

Answer 12

behaviors that one is expected to follow and expects others to follow in a given social situation

Question 13

minority influence

Answer 13

form of social influence attributed to exposure to a consistent minority position in a group, felt only after a period of time and leads to private acceptance of the views expressed by the minority.

Question 14

idiosyncrasy credit

Answer 14

describes individual’s capacity to acceptably deviate from group expectations

Question 15

compliance strategies

Answer 15

(1) foot-in-the-door, (2) door-in-the-face, (3) lowballing, (4) that’s-not-all.

Question 16

foot-in-the-door technique

Answer 16

first secures agreement for minor request, then requests the bigger request that you really care about. Works because people prefer not to contradict themselves in both actions and beliefs, meaning as long as the 2nd request is consistent with or similar in nature to the 1st request the technique will likely work.

Question 17

door-in-the-face technique

Answer 17

first asks for large request that you know won’t be granted, then ask for the smaller request that you really cared about

Question 18

lowballing technique

Answer 18

secures agreement with a request, then increases the size of that request, revealing hidden costs. Ex: when a car dealership lists a car for $14,000 to get you to agree to buy it and later charges you $16,000. Aims for initial agreement.

Question 19

that’s-not-all technique

Answer 19

begins with an inflated request, then decreases its apparent size by offering a discount or bonus. Ex: we are providing cupcakes for 75 cents today and you will also enjoy two extra chocolate chip cookies free of charge along with it, if you purchase it today.