lecture 2 Flashcards
1
Q
what is social influence?
A
- process whereby attitudes and behaviour are influenced by the presence of other people
2
Q
what is norms?
A
- norms: attitudinal and behavioural uniformity that define group membership
- i.e. helps differentiate in-groups to out-groups
3
Q
what is the difference between reference and membership groups?
A
- membership: indvisiauls belong to the group due to some objective external criterion
- depending on the indivisual the group they are in may be
- university is not the be all end all
- attend lectures/tutorials but not whole heartdly invested in university
- believs other things (extra cirricular/work) is important as well
reference group:
- psychologically significant towards our behaviour
- university is so important to the person -> how they describe themselves
- very heavily involved in university politics
4
Q
what are the 3 different types of social influence? are they all equally as influencial/strong?
A
- compliance
- obedience
- conformity
- not all equal. conformity is the strongest and most influential
5
Q
what is compliance?
A
- defined as superficial, public change in behaviour and expressed attitudes
- ie. when someone asks you to o something - you comply with that order but it is not a deep level (it does not change you as a person)
6
Q
what is the basis of compliance? i.e. what forms compliance?
A
- basis of compliance is power
- power: power to influence others while resisting their capacity to influence
- diff. types of power
7
Q
Does pwoer = influence? Explain this in terms of Moscovici’s theory/hypothesis
A
- power does not = influence
- Moscovici stated that if indivisual has power over someone -> no influencial tatics are needed due to power inbalance between the two ppl
- reverse is true too -> if indivisual has influential power -> no need to use power status for someone to obey
8
Q
what are the different methods in getting someone to comply?
A
- ingratitation
- presenting your way in a positive way to people you want to persuade- complimenting them, recognising +ive charac., overlooking someones weakness, emphasising their strengths
- also involves persuading the person you are likeable - prosocial behaviour from body language, eye contact, smiling
- complimenting them, recognising +ive charac., overlooking someones weakness, emphasising their strengths
- multiple requests
- two-step producdure: 1st request is set up to make the real second request sound better/softer
- 3 tactics used in multiple requests; - reciprocate
- bases on the norm “treat others as we would like to be treated”
- if we do others a favour -> they feel obligated to recriprocate
- greater compliance from people who recieved favour compared to others who didnt
- guilt arousal tactic: making the indivisual feel guilty -> indivisual more likely to comply- example: when your in traffic and someone cleans your windows without asking -> you feel obligated to pay and feel guilty if you dont
9
Q
what are the 3 strategies used in multiple requests?
A
- foot-in-the-door technique: based on the notion that if indivisual complies with small request -> likely to comply withlarger request later on
- example: telephone sales people do this alot -> ask you first to answer few Q’s for survey (small request) then will ask you to join the larger survey that many in your area are taking (larger request)
- does not always work -> if 1st request too small and 2nd request is too large- link bet. multiple requests breaks down -> T.F not effective
- Door-in-the-face tactic
- opposite of FIDT -> indivisual asked large request then asked smaller request (real request)
- indivisuals believe more reasonable to comply with actual request when compared to larger one
- analogy: lukewarm water feels cool when youve had your hand in hot water - low ball technique
- influencer changes rules midway and gets away with it
- effective when the indivisual is persuaded to agree with request before revealing hidden requests
- based on the fact that once poeple are commited to something -> more likely to accept slight increase in the cost of that action
- Example: You go to car dealership -> dealer agrees toreduce marketed price for your dream car -> you sign papers -> dealer informs you that boss will not reduce car price -> cusomter agrees and buys the car at marketed price.
10
Q
what are the 3 strategies used in multiple requests?
A
- foot-in-the-door technique: based on the notion that if indivisual complies with small request -> likely to comply withlarger request later on
- example: telephone sales people do this alot -> ask you first to answer few Q’s for survey (small request) then will ask you to join the larger survey that many in your area are taking (larger request)
- does not always work -> if 1st request too small and 2nd request is too large- link bet. multiple requests breaks down -> T.F not effective
- Door-in-the-face tactic
- opposite of FIDT -> indivisual asked large request then asked smaller request (real request)
- indivisuals believe more reasonable to comply with actual request when compared to larger one
- analogy: lukewarm water feels cool when youve had your hand in hot water - low ball technique
- influencer changes rules midway and gets away with it
- effective when the indivisual is persuaded to agree with request before revealing hidden requests
- based on the fact that once poeple are commited to something -> more likely to accept slight increase in the cost of that action
- Example: You go to car dealership -> dealer agrees toreduce marketed price for your dream car -> you sign papers -> dealer informs you that boss will not reduce car price -> cusomter agrees and buys the car at marketed price.
11
Q
What is the famous study that tested obidience? what was the theoretical basis of it?
A
- Milgrims obidience study
- theoretical basis - Response to Asch’s conformity study (line est. study) and world war 2 behaviour
- method: males recruited from advirtisements -> one group became teachers -> told learner to continue shocks even if learner was in pain
12
Q
what are some ethical issues with Milgrims study?
A
- milgrims study has numerous ethical issues
- participants in study have the right to leave the experiement at any time they wish to
- traumatising to think you are hurting someone -> T.F debriefing is defintley needed
- debriefing needs to be sufficient enough -> might be ok straight after but participants might go home later and be affected by it
- deception used -> T.F debrief them about it after experiment
13
Q
what factors influence obidience?
A
- gender: does not influence
- females = males in degree of influence
- cultrural: some differences
- places like spain, netherlands obeyed more
- AUS obeyed less
- commitment to course of action: agreed tocome to study -> T.F must obey with whatever they tell me to do
- foot-in-door: gave them slight shock at start -> more likely to give shock again
- immediacy of victim: more closer you are with person -> less likely to obey authority figure
- immediacy of authority: physcially closer authority figure (standing over you) -> more likely to obey
- group pressure: if someone else disobeys -> obidience of indiv. decreases sig.
- vise versa -> someone else obeys -> indiv. sig increases
- legitmacy of authority figure: whether the authority is from pristegious workplace/normal workplace doesnt have so much effect
14
Q
what is conformity?
A
- deep-seated, private + eduring change in behaviour + attitudes due to group pressure
- less direct than compliance and obediance
- emphasis that compliance is NOT surface lvl -> i.e. enduring change
15
Q
what was one of the first experiments on conformity? what was the theoretical basis of this exp? What was the conclusions made from this experiment?
A
- Sherif’s kinetic experiment (1936)
- theoretical basis on Allports convergence effect -> looked at ppl making guesses on smell/weight
- ppl make more conservative estimates when with groups
- ppl make more wild/broad estimates when by themselves
- sherif concluded that group norms built from ppls uncertainity of social world
- i.e we look to others in how we feel/think/behave
- results-> average/middle answers > fringe answers
