Social Aspects

Question 1

Social Influence

Answer 1

-people like to believe that they are autonomous, self-motivating, and self-governing
-make our own decisions
-consider others, but not overly affected by them
™-large body of research that shows otherwise ™
-people subject to effects of others
-explicit and implicit effects

Question 2

Social Norms

Answer 2

-socially based rules that prescribe how people should behave in various situations

Question 3

Descriptive Norms

Answer 3

-indicate how others typically behave in a situation

Question 4

Injunctive Norms

Answer 4

-directly address acceptable and unacceptable behavior

Question 5

Reciprocity Norms

Answer 5

• the expectation that people will respond favorably to each other by returning benefits for benefits
• responding with either indifference or hostility to harms

Question 6

Personal Space

Answer 6

-individuals expect to
maintain a certain
distance with others 
-actual distance varies
across cultures and situations

Question 7

Deindividuation

Answer 7

-social norms take over
-person becomes immersed in the identity of the group
-loss of sense of
individuality, emotionally arousing, intense group feeling
-often allows regular
people to be very violent

Question 8

Motivation

Answer 8

-presence of others can also affect performance

Question 9

Social Facilitation

Answer 9

-others being present increases performance

Question 10

Social Impairment

Answer 10

-others being present decreases performance

Question 11

Social Loafing

Answer 11

• when people share a task, then to expend less effort

- less common in collectivist cultures

Question 12

Conformity

Answer 12

• changing one’s belief’s or behavior as a result of group pressure
• excluding a person because others do

Question 13

Compliance

Answer 13

-changing one’s behavior as a result of a request

Question 14

Asch’s Line Judgment Experiment

Answer 14

-classical perceptual task
-which line goes with the
standard?
-Asch had participants in group
-confederates made incorrect judgments
-real participant tended to conform

Question 15

Asch Paradigm

Answer 15

1. Ambiguity of Situation: must have some
2. Unanimity and Size of Majority: very hard to resist unanimous group; larger group hard to resist
3. Minority Influence: dissenting subgroup decrease pressure to conform
4. Gender:
   - early work suggested females comply more
   - later work found no difference

Question 16

Inducing Compliance: Foot in the door Technique

Answer 16

-get target to agree to a small request, then increase

Question 17

Inducing Compliance: Low-ball Approach

Answer 17

• get target to agree to buy at a low price

- increase price because of error

Question 18

Inducing Compliance: Door in the face Procedure

Answer 18

• make an outrageous request
• when denied, admit that it was outrageous
• make a more modest request as to what you are really after