Social Influence Flashcards
Conformity
when you change your behavior in response to real or imagined pressure even if no one makes a direct request.
Changing one’s behavior or beliefs in response to real or imagined pressure from others.
People around you doing something and you are not sure what the appropriate thing to do is but they seem certain it is this so you CONFORM to the group
Compliance
when you respond favorably to an explicit request.
Respond favorably to an explicit request by another person
You respond to a specific request because of factors that you feel you need to comply
Obedience
when you adhere to the demands of a more powerful person.
Obey the commands of an authority figure
Authority figure commands you to do something so you obey
Informational Conformity
Sometimes we go along with the group because what they say convinces us that they are right
Normative Conformity
Sometimes we conform because we are apprehensive that the group will disapprove if we are deviant
Autokinetic effect
Apparent movement of a stationary point of light in the dark. Basic perceptions are shaped by frames of reference. Might other people serve as a social frame of reference?
First noted by astronomers, the sense that a stationary point of light in a completely dark area is moving – Sherit’s conformity experiment)
Reciprocation
Repay in kind
Web of indebtedness
At airports you give flowers to strangers and they feel like they have to donate even though they did not want the flower.
door in the face
You ask someone something big and they say no and then when you ask them something small they feel like they need to say yes because they said no to the other thing and they feel like they owe you
Boy Scouts asks to buy tickets to the Circus so they say no and then sells his Chocolate and they say yes
What is Social Proof ?
Decide what is correct by looking at what others are doing
Laugh track
People watch and there are laugh tracks and they don’t like them but they are influenced by those tracks to laugh
Commitment and Consistency
Once you place the bet you are likely to think things that support that action.
Endowment effect
Once you have it, increase in value
What does scarcity do?
the tendency to place a higher value on things that are perceived as rare while devaluing things that are seen as common or abundant.
Ex. Limited availability makes something more attractive. Only a few left. Only one of its kind – More attractive
10 cookies vs 2 cookies. See 10 then 2. People rated the cookies better even though they were the same coming from a jar of 2 than a jar of 10
How will Similarity help someone?
if someone is trying to influence you and they seem similar to you, you are more likely to like them and trust them making them more likely to influence you
Ex. Prospective buyer comes and the salesman notices golf clubs in the back of his trunk. They go through cars and prices and stuff and then he starts talking about golf and he builds a connection. The customer trusts him more when it comes to prices and trusts that he is giving him a good deal
How does attractiveness help people make a decision?
Canadian voting
2.5X more likely to vote the more attractive candidate Efran & Patterson 1976
Closing time effect
DON’T ALL THE GIRLS GET PRETTIER AT CLOSING TIME BAKER KNIGHT, MICKEY GILLEY
Old Country and Western song
Did a study to confirm this hypothesis
Were the ratings of the women higher at closing time?
Men in relationships did not see them prettier at closing time
Could it be alcohol?
