Lecture 5 Social Influence Flashcards
Sherif 1936 study?????
Study on conformity.
Social norms merge during interaction and has a lasting effect in belief
The auto kinetic effect - when you stare at a stationary Dot for a long time it appears to move
Tested people on how far dot moved when alone and in group, and eventually, people’s responses converge to a norm
Asch 1951?
Social norms influence beta ur even for objective statements
Judge which of three lines was the same length as the other
People generally really accurate it’s easy
Everyone is confederate except 1. Participant conformed to wrong answers..
Define social influence
The impact of others on our thoughts, feelings and actions..
Can be through obedience and compliance, conformity, and persuasion.
What’s influence good for?
Deustch & gerard
Normative influence - to fit in, usually public only.
Informational influence - to go along with things when we’re unsure - private and deep
Cialdini and Goldstein : accuracy (info), affiliation (norm), and for positive self concept
What are moderators that can affect the normative influence?
Group size - increase influence until 3 people, it starts to plateau
Group cohesion - more influence
Social support for deviant position - less influence if you have an alli for something you stand for
Moderators for informational influence?
Self confidence - more confident, less influence
Task difficulty - more influence with harder stuff
Stereotypes - certain stereotypes influence how people might be subject to influence
Pendry and Carrick’s beep estimation task?
Listened to 100 beeps and had to guess how many
Confederates who were dressed up an accountant or punk said there were 120-125
people were quite accurate when individually assessed
But when primed, they shifted towards the accountant, but not the punk.
Trusted the accountant and conformed!!!
What are perceived group norms?
Perceptions of what others do or think we should do in the absence of an observable group
Two diff types of perceived group norms?
Descriptive - what’s typically done
Injunctive - what’s typically approved or disapproved
Example of how perceived group norms can affect the way we behave?
Goldstein et al 2008
Hotel guests and towel reuse
If you put a sign saying other guests a doing it, a lot more people will do it
VERBAL
What was the point of milligrams 1963 study?
People are capable of doing bad things when pressure to do so
Learner - confederate
Teacher - participant
Teaching learning through punishment of electric shots. Highest shock labelled XXX
65% went to the end.
Example of how imagined non verbal influence can affect behaviour? (Cialdini)
Cialdini et al 1990
No bin
People given a flyer which would be litter
Used the environment as stimuli
People littered more when there were more pieces of litter
Imagined non verbal influence altered their littering behaviour
What did keizer et al study find with the spread of disorder?
If there was a sign that said no graffiti, and someone had violated that and did graffiti, people were more likely to break the littering norm.
This shoes
Shows cross norm inhibition - going along with the injunctive norm is undermined when you see violations of a different norm
What did chartrand and bargh find on non conscious mimicry?
Individual, nonverbal influence on behaviour.
Participants interacted with face rubbing or foot shaking when confederates did it
No conscious
To builds rapport - increases liking
What is the perception behaviour link? And how does it explain mimicry?
It is when we see someone do something, we have activated in our motor systems representations of those actions, so were primed to perform those actions.
So people are faster at executing the action when observing it - brass et al.
Brass et al -people are faster doing a tapping movement when observing it, and a lifting movement,
Mirror Neuron system
What did Lakin and chartrand find to moderate mimicry?
Lakin and chartrand found that when primed with a non conscious affiliation goal, and confeds were instructed to be mean or friendly.
When not friendly, participants mimicked foot shaking more
Had a larger need to build rapport!!!
Lakin et al also found that ostracised people mimic more
What are some moderators of mimicry?
Desire to build rapport Ostracism (social rejection) Group membership (in group more than outgroup) Power (More if powerless) Mood (more if good mood)
What are some characteristics of individual, verbal, behaviour insfluences?
It is usually through compliance to a request
Target is usually aware of influence attempt
Moderators of compliance?
(Individual, verbal, behaviour)
- if we like the person (more if we like them)
- if they have authority
- reciprocity - we feel obligated to return favours
- commitment - honour their agreements
Example of how liking someone increases compliance
- physical attractiveness and similarity
EMSWILLER had confederates dress up as hippies or squares and ask people for a dime to use the phone
People were 2/3 likely to comply to people they were similar to, and 1/2 if dissimilar
Example of authority leading to compliance?
Milgram 1974
Less authority less obedience - obedience dropped when moved the experiment from Yale to a run down office
Bickman - passers were stopped by security guard or a random and asked to do something. They would listen to security guard more even though request as outside of his role
Lewfkowitz - confederates in suits cross the road, more people likely to jay walk
Example of how reciprocity affects compliance?
Regan 1971
Participant making aesthetic judgements
Confederate - friendly or rude
After break - cola or not (from confederate)
So does the the person by a raffle ticket from the confed
More likely to buy ticket fi friendly person gave u cola
Or even if rude person gave u cola
Happens even if unsolicited!!!
Commitment and how it affects compliance?
Cialdini et al
Experimenter called people asking to participate
People will drop out more if they told them it starts at 7am up front
Rather than if they already said yes they stuck to it once they found out
They already made a commitment
What are the two routes of attitude change from the dual process of attitude change
Central (systematic) route - taken when people are motivated and capable if thinking carefully about message don’t
Peripheral (heuristic) route - taken people people are unwilling or unable to think carefully about message content
