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PSYC1016 > Interpersonal and Group Processes > Flashcards

Interpersonal and Group Processes Flashcards

1
Q

What is social influence

A

how other people influence our behaviour

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2
Q

How many types of social influence are there and what are they

A

3; conformity, compliance, obedience

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3
Q

Define obedience

A

change of behaviour in response to a directive from an authority figure

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4
Q

Define conformity

A

change in behaviour to match the response or actions of others

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5
Q

Define compliance

A

change of behaviour in response to a direct request

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6
Q

What are the principles of compliance

A

Reciprocity, consistency, authority, liking, commitment

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7
Q

What did Cialdini & Goldstein (2004) do with the principles of compliance

A

Apply them to advertising

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8
Q

How does reciprocity influence compliance; apply this to sales

A

Rule that obliges us to repay others for what we
have received from them
Free samples: acceptance of “gift” = social obligation
Door-in-the-face technique: Start with an (unreasonably) large request. Wait for say no, then lower your request
People feel obliged to reciprocate concession (of lowering the offer) by the requester

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9
Q

How does commitment influence compliance; apply this to sales

A

make commitment, we feel pressure to follow through
In sales: Low-balling technique
Have people commit to a course of action, then increase the request

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10
Q

How does consistency influence compliance; apply this to sales

A

Rule that obliges us to be consistent in our behaviour
In sales: Foot-in-the-door technique
Start with a small request. Wait for say yes, then ask for additional large (related) request
People feel obliged to keep consistent and are more likely to comply to the larger request

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11
Q

How does liking influence compliance; apply this to sales

A

Comply more with requests made by individuals they like
Factors that influence liking: Physical attractiveness/ Similarity/ Familiarity
e.g. use of well-liked celebrities

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12
Q

How does authority influence compliance; apply this to sales

A

Comply more with requests made by individuals in

position of authority and more likely to obey orders from individuals in authority

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13
Q

Who looked at the effect of authority on obedience

A

Milgram, 1963

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14
Q

Give an example of a RW replication of Milgram’s study

A

Hofling’s nurses 1966; 21/22 ready to inject

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15
Q

List 3 reasons why people conform

A

ISI; NSI; Referent informational influence

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16
Q

What is informational influence

A

conform because believe others understand the situation better than we do- influenced by others to produce the “correct” behaviour

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17
Q

What is normative influence

A

conformity in order to be liked and accepted by others - to gain social approval

18
Q

What is referent informational influence

A

Identify as a group member by following the rules of the group

19
Q

Give 2 psychologists who investigated conformity

A

Sherif and Asch

20
Q

What did Sherif find out

A

norms were created and later used as basis

for decisions/ frame of reference

21
Q

What were Asch’s findings

A

Normative conformity and not informational as 75% of participants conformed at least once

22
Q

What is social facilitation and social inhibition

A

enhancement or impairment of performance based on the presence of others

23
Q

Who investigated social facilitation and inhibition. Give their findings

A

Zajonc, 1965
SF improved task performance in presence of others; SI decreased performance
Other factors influencing were others as distraction and evaluation apprehension

24
Q

What is social loafing

A

motivation loss occurring when group members’ work is unidentifiable so work less than would individually

25
Q

Who invesitigated social loafing

A

Latané, Williams, Harkins, 1979

26
Q

What are the 3 types of group schemas

A

prejudice, stereotypes, discrimination

27
Q

Who researched into linguistic intergroup bias and what is it

A

Maass, 1999
Prejudice is not always obvious; there is tendency to use concrete/specific lang describing pos outgroup
characs and negative ingroup
vs
tendency to use general/abstract terms related to enduring traits with neg outgroup characs and pos ingroup

28
Q

What are cognitive processes in prejudice

A

Illusory correlations and illusion of out-group homogeneity

29
Q

What are illusory correlations

A

perceived relation between two distinctive elements that doesn’t exist/ is exaggerated. caused by tendency to focus on confirmatory evidence

30
Q

What is an illusion of out-group homogeneity

A

tendency to perceive members of the outgroup as more similar to each other than members of the ingroup

31
Q

What is one way prejudice can be reduced

A

contact hypothesis where contact with outgroup should reduce prejudice

32
Q

What is an issue with the contact hypothesis

A

anxiety/ SFP/ power differential/ length of contact can all work against the contact hypothesis

33
Q

What 2 things can a working contact hypothesis lead to

A

decategorisation and recategorisation

34
Q

what is decategorisation

A

seeing the other as an individual rather than as a member of the outgroup – attention is on individual differences rather than group differences

35
Q

what is recategorisation

A

focus is on common membership in a superordinate group rather than in vs outgroup

36
Q

what is the bystander effect

A

bystander less likely to help in emergency if other onlookers present

37
Q

what is a famous case of the bystander effect

A

Kitty Genovese, 1964

38
Q

who investigated into bystander intervention

A

Latane and Darley, 1968

39
Q

Give 2 principles that can prevent helping

A

pluralistic ignorance and diffusion of responsibility

40
Q

what is pluralistic ignorance

A

majority of group members privately reject belief, but incorrectly assume most others accept it, therefore go along with it.

41
Q

what is the diffusion of responsibility

A

Tendency for each group member to dilute personal responsibility for acting by spreading it among all other group members

PSYC1016 (9 decks)

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