slides that could be relevant 2

Question 1

informational social influence
What
Why
When

Answer 1

Going along with others because others comments/information guides us as to what is correct and proper

Looking for information from others
Value other opinion, generally useful information and adaptive advantage

E.g. You are unsure how to behave during the lecture, you look around and see that the other students are quiet, so you are quiet as well

Ambiguous, highly complex situations
Need answers right away
Immediate action necessary

Question 2

Normative social influence
what
why
when

Answer 2

Going along with others in pursuit of social approval or belonging (and to avoid disapproval and rejection)

Seeking social connection
need for acceptance and approval
e.g. you notice that other students cast evil looks when you talk during the lecture, so you are quiet to avoid their disapproval

Publicly consumed products, luxury products, high need for acceptance (e.g. meeting new people, after exclusion)

Question 3

Liking (reasons for compliance)

Answer 3

people are more likely to comply with people they like

Question 4

sources of liking

Answer 4

physical attractiveness

similarity (age religion smoking habits etc)

Familiarity

liking: people like those who like them

Question 5

chameleon effect

Answer 5

mimicry of postures, mannerisms, facial expressions, and other behavior

Question 6

reciprocity (reasons for compliance)

Answer 6

people repay in kind

e.g. free espresso on the house
–> tips, more likely to come back

Question 7

consistency (reasons for compliance)

Answer 7

people fulfill public and voluntary commitments

To be effective commitments need to be public and voluntary

Question 8

social proof (reasons for compliance)

Answer 8

People follow the lead of similar others

Question 9

Social proof (reasons for compliance)

Answer 9

people follow the lead of others

E.g. canned laughter
testemonials
Consumer online ratings (amazon, tripadvisor, yelp)

especially when situations are ambiguous/uncertain
or
Others are similar

Question 10

authority (reasons for compliance)

Answer 10

people defer to experts

expertise needs to be noticed though (signaling through diplomas or uniform)

Question 11

scarcity (reasons for compliance)

Answer 11

people want more of what they can have less of

Itmes are seen as more valuable as they become less available

e.g. limited for a time only
limited editions
Auctions

–> people will buy because its limited

Especially when: they were more available before
They became less available because of others demand

Question 12

what is social influence

Answer 12

The study of how thoughts, feelings, and behavior of individuals are influenced by the actual, imagined or implied presence of others (social impact theory; latane)

Question 13

reference groups

Answer 13

A set of people with whom we compare ourselves for guidance in developing attidtudes, knowledge, and behavior

Question 14

two forms of conformity

Answer 14

Informational social influence

Normative social influence

Question 15

compliance

Answer 15

Type of social influence that involves responding favorably to a direct request from another person

Question 16

mere exposure efffect (zanjoc)

Answer 16

Unfamiliar chinese symbols were evaluated in sequence

Some symbols were shown repeatedly, others only once

Finding: the more frequently people were exposed to a symbol, the more attractive it was

–> familiarity boosts liking