Lecture 8 - Social influence Flashcards
What is social influence?
The process where attitudes and behaviour are influenced by the real or implied presence of other people
What is compliance?
Persuade an individual to accept a request to respond in a desired way
What is compliance based on?
Social exchange and reciprocity - give benefits back to those who give benefits
deeply ingrained and found in almost all cultures and societies
What are the 3 requests of compliance?
Foot in the door technique
Door in the face technique
Low - balling
what is the Foot in the door technique?
Smaller request that virtually everyone agrees to, followed by the large target request.
What factors affect the likelihood that people will comply in response to the foot-in the door technique
Individual differences - desire to act consistently
Same requester and target request
Why does the foot in the door technique work?
Consistency
Commitment to a course of action
Change in self-view eg i must be the type of person who supports good causes
What is the Door-in-the-face technique?
Larger req first that ppl mostly reject, followed by more reasonable request.
3x more likely to comply
In Milgram’s obedience study, how many people obeyed and delivered the full 450 volts?
65%
Demonstrates the power of authority influence
ppl blindly following order from authority figures
What is obedience?
Performance of an action in direct response to an order from a figure in authority
What is Low-Balling?
Relies on the fact that ppl don’t like to change their mind after committing to a course of action
Low-balling condition 53% attended session
Control - 24% attended session
Why is door-in - the face effective?
Reciprocal concessions
^ from norm to reciprocate
-recognise the requester has made a concession, therefore there is more pressure to reciprocate and compromise
Social Responsibility and guilt
-Large request indicates needs, feel obliged to help, accept smaller request as its the least you can do
-Accepting the second request alleviates negative emotions arising from declining first request
Why do people obey authority figures?
Agentic state - agentic shift from autonomous to agentic state
Authoritarian Personality
Proximity, Location, Status
Why do ppl conform to the majority?
NSI and ISI AND RII
Normative social influence
Informational social influence
Referent Informational Influence
What is Referent Informational Influence?
A reason for conforming to the majority
People form their sense of identity from observing how maj responds (conform to group schema) > adopt and integrate group attitudes and behaviours into self-concept
What are some ethical considerations?
Harm
Deception
Insufficient debriefing
In asch’s conformity study, how many ps gave correct answers on all 12 trials?
25% / 1/4
In Asch’s study, how many people conformed on all trials?
11%
What is Social Facilitation?
enhancement of performance in the presence of others
however, sometimes it can impair performance if the task is difficult or not well learnt (which then the presence of others can enhance)
simple , well practiced tasks - dominant response is usually correct
difficult task - dominant response is usually incorrect
In asch’s study, how many ps conformed to the group at least on one trial
36.8%
What is minority influence?
Latent influence causes a conversion effect
Majority members consider the viewpoint over time
and over time align attitudes and behaviour with the minority viewpoint
What is a study for minority influence in experimental settings?
Moscovici CALLING THE BLUE SLIDES GREEN
CONSSITENT “GREEN” 8%
INCONSISTENT GREEN 1.125% SAY GREEN
SO CONSISTENCY IS A CRITICAL FOR MINORITY INFLJUENCE
How does social facilitation work? (drive theory of social facilitation)
The presence of others leads to arousal
Arousal causes the dominant response
Dominant response facilitates easy task OR Impairs difficult task
What is social loafing?
When individual work as a group they put in less effort compared to when theyd be working alone
eg group force 50% less than the sum of predicted individual efforts
What are the 2 reasons as to why people loaf?
- Evaluation Apprehension
- Output Equity
- People have no clear performance standard to match
What is evaluation apprehension?
To do w why people loaf,
-Tasks are uninteresting
-A group provides cover to be anonymous if unmotivated
-make responses identifiable
What is Output Equity?
To do w why people loaf,
-You expect fellow group members to loaf so you loaf
info ab teammates effort reduces social loafing
What is Deindividuation?
Being in a group leads to a weakened sense of personal identity; self awareness diminishes, people feel anonymous and less personally responsible for their actions
this can lead to antisocial behaviour
Accentuated by similar clothing / costumes / masks
