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PSYC212 > Lecture 9 > Flashcards

Lecture 9 Flashcards

1
Q

What is compliance?

A

Behaviour in submission to an explicit or implicit request

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2
Q

What does compliance rely on?

A
  1. Dissonance
  2. Self perception
  3. Self preservation
  4. Social normals
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3
Q

Describe the ‘Foot in the Door’ Technique

A

(part of compliance)

-Researches aimed to gain compliance of a large request that people normally wouldn’t agree to

1st. Asked large request
2nd. Asked small request

(billboard e.g)

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4
Q

Which mechanisms is the ‘Foot in the Door’ technique consistent with?

A
  • Dissonance

- Self perception

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5
Q

What is lowballing?

A

-Securing commitment to course of action by undervaluing the true cost

1st condition = asked about taking part in a study and told prior about early start

2nd condition = asked about taking part in a study, once agreed, then told about 7am start

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6
Q

What is the effect of the ‘Foot in the Door’ Technique

A
  • Having agreed to the smaller request people were more likely to agree to the larger request
  • Theorised that prior endorsement puts pressure on maintaining consistent behaviour
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7
Q

What was the finding of lowballing?

A

People won’t back out after agreeing, relies on consistency

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8
Q

What is the effect of imagining compliance?

A

Asking people to imagine behaviour of a performance can be enough to induce compliance

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9
Q

Describe Reciprocity

A

Belief that receiving something positive from another person requires you to reciprocate in response

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10
Q

Describe the ‘Door in the Face’ idea

A
  • Idea that asking for something too large = rejection
  • When we ask for a smaller request it appears to be a compromise
  • Due to this, it puts pressure on the other person to agree to the smaller request
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11
Q

Describe the ‘That’s Not All’ version

A
  • Gain compliance by adding a ‘sweetener’ into the deal.
  • Version of the Door in the Face
  • People more inclined to buy something with the free item than buying the same items for the same total price
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12
Q

What is Conformity?

A

A behaviour change due to assimilation

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13
Q

TRUE or FALSE

We are always aware of the change in terms of conformity

A

FALSE

We may not be aware of the change

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14
Q

What is Informational Conformity

A

Conformity due to ambiguous physical reality

-We are unsure how to behave therefore we may consult others who appear to know. We are willing to change attitude to conform

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15
Q

What is private acceptance?

A

An attitude change

Seen in informational conformity

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16
Q

Describe the ‘Autokinetic Effect’

A
  • Individual difference of results created an ambiguous reality
  • Overtime people naturally agree with each other because they didn’t know the correct answer
17
Q

Describe the Affiliation studies

A
  • Looked at the desire to seek information from others

- In high anxiety condition participants wanted to sit among people in the same condition due to uncertainty.

18
Q

What is Normative Conformity?

A
  • Conformity in an Unambiguous physical reality (people aren’t wondering what to do)
  • Based on motivation to be liked or accepted by a reference group
19
Q

What does Normative Conformity produce?

A

Produces compliance, without (necessarily) an attitude change

20
Q

What are the factors affecting Conformity?

A
  • Size of Majority
  • Unanimity of Majority
  • Ambiguity of Situation
  • Motivation and Opportunity
  • Expertise
  • Individual and Cultural Difference
21
Q

In context of Size of Majority affecting Conformity, how many people give the max effect?

A
  • About 4 people has max effect

- A further increase doesn’t have an effect

22
Q

How does Unanimity of Majority affect Conformity?

A

If a person in the study disagrees from the majority it wipes the effect

23
Q

How does Ambiguity of Situation affect Conformity?

A

Effect is enhanced when the situation is ambiguous as it makes people look to others

24
Q

How does Motivation and Opportunity affect Conformity?

A

When people have more reason to make correct decision and suitable cognitive resources to evaluate the situation, people can then go against the majority

25
Q

How does Expertise affect Conformity?

A

Effect is enhanced when individual giving wrong answer has some authority

26
Q

How do Individual and Cultural Differences affect Conformity?

A

Individuals may be more/less likely to conform and this is influenced by culture

27
Q

What are the factors in Social Impact Theory?

A
  1. Number of people exerting the influence
  2. Strength of that influence
  3. Distance (physical or psychological)
28
Q

What is Obedience?

A

Behaviour change in response to a direct order

29
Q

What was noted in Milgram’s experiment as influential from a compliance perspective?

A
  • When people were going to defect from complying it was on the boundary between shock levels
  • This is an example of dissonance and self perception as well as latitude of acceptance

PSYC212 (23 decks)

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