Social Influence Flashcards
Social influence denfiniton?
As a change in an individuals’ thoughts, feeling, or behaviors caused by other people who may be actually present or whose presence is imagined, expected, or only implied
As an interpersonal process that can cause individuals to change their thoughts, feelings, or behaviors
Persuasion?
A type of social influence (involves attitudes, beliefs, or emotions specifically)
Two types of social influence?
Informational:
Looking to others as valid sources of information
Seeking to be correct
Normative:
Striving to be consistent with social norms, standards, and conventions
Seeking approval
What underlies social
influence?
Six Principles of Influence = how are they often used?
Scarcity
Consistency
Reciprocity
Liking
Authority
Social Proof
These principles often used to achieve compliance:
adhering to a direct
request or giving into
overt social pressure
Scarcity, and why does it work?
Options and items are more valued when they are limited
Why is scarcity influential?
* Self-uniqueness
* Downward social comparison
* Status/Power
* Reactance (We don’t like to have our freedom restricted, unpleasant feeling when loosing opportunity)
Liking/Friendship?
Adherence to a request from a positively evaluated other
Liking can be based on physical attractiveness,
similarity, or familiarity
Commitment/Consistency?
People strive to be consistent with past
behavior and follow through on commitments
3 Tactics using the Commitment/Consistency Principle?
Foot-in-the-door:
People who agree to a small request first are more likely to agree to a larger request later
Low balling:
Making an attractive initial offer to induce a person to accept the offer and then making the terms less favorable
Bait-and-switch:
Enticing someone to psychologically commit to a product and then, suddenly, replacing it with a related product that is more expensive
What are the 3 Tactics using the Commitment/Consistency Principle based upon?
Norm for social commitment:
A belief whereby once we make a public agreement, we tend to stick to it even if circumstances change
Door-in-the-face?
People who are asked for a large favor first
(which they deny) are more likely to
comply with a subsequent smaller request.
Relief in reduced large request, compelled
to respond favorably to a concession (feel obligated to accet since they lowered the demand for their request)
Reciprocity? + norm?
The increased likelihood that an
individual will comply with a request
from a person or an entity who has
previously done a favor for that
individual
Norm for reciprocity
A belief whereby we should return
favors and other acts of kindness
Social Proof/Validation?
A person is more likely to enact a particular behavior to the extent that others are thought to be engaging in that same behavior
Principle underlying conformity
Social norms?
Rules or standards that are typically
unwritten and guides the social
behavior of members of a group
Can be prescriptive (shoulds)
and proscriptive (should-nots)
Conformity? + Appears as…?
Following social norms as a result of unspoken group pressure, real or imagined.
Appears as changes in behaviors or
expressed attitudes or beliefs.
Social norms: Injunctive?
What most people approve or disapprove of
You should read in a library, you should not play music
