L10 - Social Influence: Compliance -- Obedience Flashcards
1
Q
Define compliance:
A
- Agree to explicit request of another person regardless of that person’s status e.g doing a favour
2
Q
Define obedience:
A
Agree to the explicit request of someone with authority over us
3
Q
What are the three principles governing compliance?
A
- Consistency and commitment
- Prevailing norms
- People’s mood
4
Q
Describe consistency and commitment: (exp)
A
- Foot in door technique: small request = everyone complies, larger request after
- When someone starts something small, it changes their self-image = reason for agreeing with larger request
- EXP: install large billboard - most disagreed OR small sign and then large billboard - 76% agreed
5
Q
How does the foot in the door technique relate to cognitive dissonance?
A
- Acting in a way inconsistent with our attitudes = to reduce it, bring attitudes into line with actions AFTER they have been performed
- But to bring actions in line with attitude when actions lie in the future to avoid dissonance
6
Q
What is norm-based compliance?
A
- Letting people know what others are doing also can be used to advance public good
7
Q
EXP on norm-based compliance:
A
- Energy users were informed they were above/below average users of electricity
- Some were given that info with approval/disapproval
- When just norm was given = usage increased/decreased equally
- When norm with approval given = very different results = those with sad face did most to reduce energy, those with smile face = only increased energy a little due to norms
8
Q
What is pluralistic ignorance?
A
- Misperception of a group norm that results from observing people who are acting at variance with their private beliefs = reinforce the erroneous group form
- At uni campus - discrepancy due to visibility of drinking on campus, students thought others to be more comfortable with drinking than themselves
9
Q
What is static and dynamic norms (study)
A
- Schools receive a norm treatment where they are asked to speak out against bullying vs control = disciplinary reports dropped by 30%
- Norms can be used to highlight that they are changing/dynamic
- Dynamic has baring to the future
- People are influenced not only by what a norm is BUT also the trends in how the norm changes
10
Q
What are Descriptive Norms:
A
- Behaviour exhibited by most people in a given context
11
Q
What are prescriptive norms?
A
- Person is supposed to behave in a given way
- EXP: Adverts about how few people take wood is more effective than adverts about how many people do it (descriptive norm creates a non-normal idea)
12
Q
What is the Norm of Reciprocity?
A
- Norm dictating that people should provide benefits for those who have provided benefits for them = feeling obligated
- EXP: 1 confed on a task = after break confed comes back with a drink or no. If drink = ppt more willing to help
13
Q
What is the door in the face technique?
A
- Large request = refused, smaller request = accepted
- Students decline chaperoning delinquents to zoo, second students accept after declining to counsel them for 2 hours a week
- Is a reciprocal concessions technique as person feels compelled to honour, feels like a compromise
14
Q
What is an affective influence on compliance?
A
- Balance between cognitive and affective factors in the process of deciding
- Integral Affect: experience is linked to topic of decision
- Incidental affect: not linked to matter of decision but a lingering mood that colours representation of circumstances
15
Q
How does mood affect compliance?
A
- Both positive and some neg moods can increase rates of compliance = mood colours how we interpret events
- Pos: likely to view requests for favours as less intrusive & threatening when we are in a good mood = feel more inclusive, lenient
- People want to maintain pos mood so agree more easily = feels good to say yes
