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social psych > Lecture 3 - conformity > Flashcards

Lecture 3 - conformity Flashcards

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1
Q

Social influence

A

A change in behavior caused by real or imagined pressure

  • Key = some form of bx change
  • intention may or may not play a role
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2
Q

Types of social influence

A
  1. Conformity
  2. Compliance
  3. Obedience
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3
Q

Conformity

A

Behavior change designed to match the behavior of others

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4
Q

Compliance

A

Behavior change that occurs as a result of a direct request

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5
Q

Obedience

A

Compliance that occurs in response to a directive from an authority figure

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6
Q

Why do ppl conform?

A
  1. Informational Social Influence

2. Normative social influence

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7
Q

Informational social influence

A
  • due to a desire to gain information
  • Stronger and more enduring effect (people are internalizing these norms)
  • E.g., Fire alarm goes off – What do you do? You look to others to see what to do
    • Key = ambiguous situation
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8
Q

Normative social influence

A
  • Social influence in which behavior is changed to conform to a social norm
  • Social influence due to a desire to gain rewards and/or avoid punishment
  • NOT ambiguous situation
  • May not internalize norms
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9
Q

2 factors in normative social infl

A
  1. Input from others serves as clue to nature of norm in effect
  2. Size and unanimity of majority informs strength of norm
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10
Q

Sherif’s (1935) Study of the Development of Social Norms found

A
  • A social norm developed in each group
  • Once participants left the group, the norm continued to influence judgments
  • Conformity occurred even when others made extreme judgments
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11
Q

Autokinetic Effect

A

An optical illusion in which a stationary point of light appears to move in a dark room

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12
Q

Asch’s (1951) Study of Conformity: A Line Judgment Task

A
  • Participants conformed to the confederates’ judgments –> 76% conformed at least once
  • When alone - judgments 93% accurate
  • Easier to conform than dissent
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13
Q

Distortion of perception

A

Come to doubt your own senses; Maybe they really agreed with the majority

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14
Q

Distortion of judgment

A

Lacked confidence in their own assessment

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15
Q

Psychological reactance

A

When you feel as though your decision making ability is being threatened, you will react and buck the trend (why ~25% did not conform in Asch’s study)

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16
Q

Greater conformity observed when:

A
  • Task is ambiguous
  • The majority is large (up to about 5)
  • The group is cohesive
  • The majority is unanimous (no “true partner”)
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17
Q

True partner

A

Someone who violates the norm

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18
Q

Majority and Minority influence - 2-Process Model

A
  • Majority influence operates on public level - Works via pressure (Normative Social Influence)
  • Minority influence operates on private level
  • People think deeply about issues- (Informational Social Influence)
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19
Q

Majority and Minority influence - 1 process model

A
  • Social Impact Theory
  • Influence = f(SIN)
  • Nonlinear model
20
Q

Social impact theory

A

Social influence is a function of strength, immediacy, and number of influential sources

21
Q

Cialdini’s (2001) Principles of Compliance

A 
LASCRASv
•	Reciprocation
•	Commitment/Consistency
•	Social Validation
•	Scarcity
•	Liking
•	Authority
22
Q

Reciprocation

A

People are willing to comply with requests from those who have provided something first

23
Q

Door-in-the-face Technique

A

Reciprocation -

- Start with large request (denied), which is then followed by a smaller request

24
Q

Perceptual Contrast

A

Reciprocation - why it works

- Because the first request was so large and the second so small, the second seems much smaller

25
Q

Self-presentation explanation

A

Reciprocation - why it works

- You don’t want appear as though you will constantly reject someone

26
Q

Commitment/consistency

A

People are willing to engage in a behavior if they see it as being consistent with an existing or previously made commitment

27
Q

Foot-in-the-door Technique

A

Start with a small request and follow that with a larger request
- People want to remain consistent with their response to their initial request

28
Q

Why Foot in the door works

A

Self-perception theory
perceptual contrast hypothesis
Thoughts processes of recipients

29
Q

Thoughts processes of recipients

A

Works better if people have a higher need for cognitive consistency

30
Q

Lowball technique

A

After people agree to an initial request then there all these additional things that must be completed with the request

31
Q

Social validation

A
  • People are willing to engage in a behavior if they see evidence that others (particularly similar others) are engaging in the behavior
    E.g., Suicides (rates usually increase after a public suicide
32
Q

Scarcity

A
  • People find objects and opportunities attractive If they are scarce, rare, or dwindling in availability
    E.g., Advertisement (“Limited time offer”)
33
Q

Liking/friendship

A

People prefer to say yes to people they know and like

34
Q

Authority

A

People are willing to follow the directions or recommendations of someone they view as an authority

35
Q

Destructive obedience

A

Obedience that results in behavior counter to accepted standards of moral behavior

36
Q

Eichmann’s Fallacy

A

The belief that evil deeds are only done by evil people

- Milgram disproved this

37
Q

4 roots of evil deeds

A
  1. Instrumentality
  2. Threatened Egotism
  3. Idealism
  4. Sadism
38
Q

Instrumentality

A

→ Violence is used to achieve some end state

39
Q

Threatened egoism

A

→ Violence is used to restore pride/honor

40
Q

Idealism

A

→ Violence used to achieve good

41
Q

Sadism

A

→ Violence is used because it is good

42
Q

3 other roots

A
  1. Difficult Life Conditions
  2. Cultural and Personal Preconditions
    - Terror Management Theory
  3. Social-Political Organization
    - Totalitarian/Authoritarian regimes that institute segregation
43
Q

Stanley Milgram’s (1963) Study of Obedience

A
  • Each time the learner gives an incorrect response, the teacher must give him a shock (increasing in 15 volt intervals – 15 to 450 volts)
    • Foot-In-The-Door Technique
  • Results –> No one exited the study before 300 volts, 65% of participants completed the study
44
Q

Factors Affecting Obedience

A
  1. Baseline (65%)
  2. Proximity of Victim -
    - In same room (40%);
    - Touch victim (30%)
  3. Location of Experiment
    - Run down office (48%)
  4. Authority Figure
    - “Average Joe” experimenter (20%)
    - Proximity: Experimenter gives orders by phone (10%)
45
Q

Why did so many people obey?

A

o Foot-in-the-Door Technique
o Reciprocation (for money)
o Experimenter claimed responsibility

46
Q

Are Milgram’s Findings Generalizable?

A
  • Conceptual replications
    Eg The Nurse Study (Hofling et al., 1966)
  • Cross-cultural replications
  • Stability of findings over time

social psych (11 decks)

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