interpersonal influence Flashcards
what is social influence?
the study of how society molds attitudes, beliefs, decisions, and actions
what are the 3 basic motivations?
hedonic motive, approval motive, accuracy motive
what is the hedonic motive?
humans prefer pleasure over pain
example of the hedonic motive?
drunk driving in WI (reward desirable behavior and punish undesirable)
what is the approval motive?
humans want others to accept us, like us, and approve of us
example of the approval motive?
man in elevator changed his behavior when he noticed the people around him changed theirs (turned)
what is a norm?
standard for behavior widely shared by members of a culture
what is normative influence?
do what is “appropriate” in order to be liked
what is the norm of reciprocity?
“you scratch my back I’ll scratch yours”
what was the stanford prison experiment?
randomly assigned guards and prisoners, by the end the guards behavior become more aggressive because they have POWER
what was the obedience study? (milgram)
an authority tells another person to harm a “victim”
what is the accuracy motive?
humans want to do what is “right” - what is perceived as correct
what is informational influence?
another person’s behavior provides info about what is true
what is heuristic persuasion?
appeal to habits or emotions through powerful imagery
what is systematic persuation?
evidence and arguments used to appeal to reason
