PSYCH 221 CH 6 (NOTES)

Question 1

goal of being correct

Answer 1

info influence

Question 2

staying in the good graces of others

Answer 2

normative influence

Question 3

those who resisted group press showed

Answer 3

greater amydala activity

Question 4

foot in the door technique

Answer 4

increases compliance with a large request by first getting compliance with a smaller, related request

Question 5

people yield to others to (3)

Answer 5

1. choose correctly
2. gain social approval (to fit-in)
3. be consistent with commitments (balance theory)

Question 6

choosing correctly (3)

Answer 6

1. authority and “expert power”
2. social validation
3. uncertainty

Question 7

uncertainty

Answer 7

not trusting own judgement, so relays on others

Question 8

reciprocity norm

Answer 8

obligates people to repay favors, gifts, or services they have received (social approval)

Question 9

door in the face technique

Answer 9

asking for a large favor, and then retreating to a smaller one (the real request)

Question 10

thats not all technique

Answer 10

making an initial offer and then just before the target responds, improving it

Question 11

is conformity good or bad

Answer 11

neither

Question 12

nonconformists

Answer 12

resist social influence and act independently

Question 13

anti-conformists

Answer 13

react against social influence and do the exact opposite of what they believe is expected of them

Question 14

reactance theory

Answer 14

explains why people fight against actual or implied pressures to comply (by doing the opposite)

Question 15

even strong group norms may not influence a persons behavior if (3)

Answer 15

1. the person believes he/she can resist group norms
2. the person experiences strong reactance
3. the person does not identify with or care