Influence & Group Dynamics (Week 9)

Question 1

Power

Answer 1

• Gained through authority
• Ability to get things done by others
  -May not always generate respect

Question 2

Influence

Answer 2

• Create an impact on beliefs/actions of others without forcing
• Generates respect
• Does not require authority; due to the person themself, not their position

Question 3

Influence is…

Answer 3

• Import for teamwork, networking, conflict resolution
  -Can be learned and strategically employed

Question 4

Influence Tactic (1)

Answer 4

Interpersonal: influencing other individuals/group members

Question 5

Influence Tactic (2)

Answer 5

Procedural: manage the rules used to exchange info

Question 6

Cialdini’s Principles of Influence (1)

Answer 6

Liking: people like those who like them
-Similarity
-Praise

Question 7

Cialdini’s Principles of Influence (2)

Answer 7

Reciprocity: people repay in kindness
-People give back the behavior they receive

Question 8

Cialdini’s Principles of Influence (3)

Answer 8

Social Proof: people follow the similar leads of others
-Social evidence

Question 9

Cialdini’s Principles of Influence (4)

Answer 9

Consistency: people align with clear commitments
-Actively (out loud, written down)
-Publicly (shared with others)
-Voluntarily (not forced)
- Foot in the door technique: asking for a small favor initially, then larger task later on

Question 10

Cialdini’s Principles of Influence (5)

Answer 10

Authority: people more likely to follow authority/experts

Question 11

Cialdini’s Principles of Influence (6)

Answer 11

Scarcity: items and opportunities become more valuable as they’re less available
* Limited number technique
* Deadline technique (only on sale for a limited time)

Question 12

Conformity

Answer 12

Change or belief in behavior to fit in with the group.
* Asch studies: group pressure may cause an individual to go against his or her own better judgement

Question 13

Group Polarization

Answer 13

Decisions and opinions become more extreme in a group setting as opposed to privately held beliefs

Question 14

Social Comparison Theory

Answer 14

Individuals shift their opinions to be more accepted (people compare themselves with others to evaluate their abilities)

Question 15

Persuasive argument theory

Answer 15

People shift their opinions due to new, more persuasive arguments (if they find more and better reasons to support a position)

Question 16

Groupthink

Answer 16

Group members value group consensus and cohesion (peace) over critical evaluation of a decision

Question 17

Social loafing

Answer 17

Tendency for individual effort to decline as group size increases