Ppl

Question 1

Freedman and Fraser (1966)

Answer 1

Test Foot in Door technique

Household product survey -> strangers take household inventory of household products

Results: HIGH COMPLIANCE

Question 2

What explains foot in door technique?

Answer 2

Self Perception Theory
- people infer their attitudes by observing their own behaviour
“I’m good person B/c I helped them do survey”

Question 3

Guéguen and Pascal (2014)

Answer 3

Low balling technique

Confederate approaches smoker and asks for light, then begins to light joint.

Result: HIGH COMPLIANCE

Question 4

What explains Low Balling and compliance

Answer 4

Commitment Theory (mainly): if a person has committed himself to something and is then attacked for his position, he increases his commitment, even if it was not at all strong in the first place.

Self Perception Theory: people infer their attitudes by observing their own behaviour.

Self Presentation Theory: we employ various strategies to shape what other think of us.

Question 5

Fusiform gyrus

Answer 5

Lights up when we a picture of someone in our ingroup

Question 6

Amygdala (emotional centre of brain)

Answer 6

Recognizes threat.
Lights up when shown picture of outgroup/unfamiliar face.
Frontal cortex overrides this response so we don’t act upon it.

Question 7

When amygdala perceived threat, what is released?

Answer 7

Cortisol.

Small amount of recognition negates the release of cortisol though.

Question 8

Medial prefrontal cortex (social cognition)

Answer 8

Activated when pictures featuring a variety of people are displayed.

Question 9

Insula (disgust)

Answer 9

Activated when picture of homeless people or people with street addictions are displayed.

Question 10

How to resist persuasion?

Answer 10

Information, logic and motivation

Question 11

What’s the best motivation?

Answer 11

Experience

Question 12

How do you build resistance?

Answer 12

Strength of attitude
Information processing bias
Reactance
Strengthening personal commitment

Question 13

Selective exposure:

Answer 13

An info processing bias:

Extent to which peoples attitudes affect the info they expose themselves to.

Question 14

Selective attention:

Answer 14

Info processing bias:

Extent to which peoples attitudes affect how much this information they pay attention to once they’ve been exposed to it.

Question 15

Selective memory:

Answer 15

Info processing bias:

We remember info that is congruent with our attitudes better than info that is incongruent with our attitudes.

Question 16

Reactance:

Answer 16

People act to protect their sense of freedom.

Question 17

Conformity

Answer 17

You change behaviour to comply with other. But don’t change your beliefs.

Question 18

Compliance

Answer 18

You follow conformity due to social pressure but privately disagree and oppose it.

Question 19

Acceptance:

Answer 19

You not only comply by acting but you also believe it to be true, in accord to social pressure.

Question 20

Obedience:

Answer 20

Acting in accord with a direct order.

Question 21

What have medical setting replaced the word “obedience” with?

Answer 21

Adherence

Question 22

What word indicates ‘not thinking’ leading to compliance?

Answer 22

Because

Question 23

What example leads to compliance through ‘thinking’?

Answer 23

Can you spare 17 cents?

Question 24

Muzafer Sherif’s (1935/1937)

Answer 24

Studies of norm formation.

Experiment: still red dot

Conclusion: people are influenced by those around them. So much so, that their estimates converged.

Question 25

Solomon Asch (1951)

Answer 25

Conformity and study of group pressure.

Experiment: bar sizes on board

Conclusion: informational conformity (convinced others are right) and informational influence (we also want to be right). Normative conformity (worried other disapprove of us if we disagree with group) and normative influence (we’re influenced b/c we want to be liked).

Question 26

What factors describe why we conform in Asch’s findings?

Answer 26

• group size
• discomfort
• unanimity
• prior commitment
• public response
• status

Question 27

Stanley Milgram (1961)

Answer 27

Obedience study.

Driven by Adolf Eichmann.

Experiment: voltage

Question 28

Walter Reckless (1967)

Answer 28

Containment Theory! - crime in modern society owning to the “individuating of self”.

Crime occurs because OUTER CONTAINMENT and/or INNER CONTAINMENT is weakened.

Question 29

Gottfredson and Hirschi (1990)

Answer 29

Personality developed by age 7 of ppl with low self control — biggest thing was inability of defer gratification (Mischel’s marshmallow test)