Social Influence

Question 1

Social Influence

Answer 1

Effects of those around us have on thoughts, feelings, and behaviours. The way we interact has influence on what we remember

Question 2

Compliance

Answer 2

Particular kind of response to a particular kind of communication. In all cases, the target recognizes they’re being urged to respond in a desired way.
-Target uses feelings as cues for effective responding
public compliance: avoid shame and fear
private compliance: avoid guilt and pity

Question 3

6 principles of compliance

Answer 3

1. Reciprocity: tendency to repay debt
2. Commitment and consistency
3. Social Proof
4. Liking
5. Authority
6. Scarcity

Question 4

Forgas and Affect infusion model (AIM)

Answer 4

Target mood permeates the processing of a request. Mood effects are mediated by the target’s and requester’s level of information processing

Question 5

Dolinski and Nawrat Fear-then-relief procedure

Answer 5

–no anxiety condition, anxiety, anxiety-then-relief.
more likely to comply in anxiety-then-relief.
participants appeared to behave in a more mindless manner

Question 6

Disrupt then reframe techniques - define and examples

Answer 6

Disrupt an individuals understanding and resistance to influence attempt and reframe message
-That’s not all: Present target with an initial request followed by a sweetening of a deal before the recipient has the opportunity to respond.
can backfire if the request is too costly or demanding

Question 7

Authority and obedience

Answer 7

Individuals awarded for behaving in accordance with opinions, advice, and directives of authority figures

Question 8

Soft Tactics

Answer 8

Strategies employing expert power in class
-using credibility, positive job satisfaction

Question 9

Hard Tactics

Answer 9

Utilizing hierarchy-based power in class
-social structure

Question 10

Stanley Milgram

Answer 10

Shock experiment that examined obedience to authority
used active role-playing in position of the would-be participant and demonstrate how we believe genuine part would act

Question 11

Social Norms

Answer 11

Use to effectively respond especially in times of uncertainty. Relevant norms only direct behaviour when in focus.

Question 12

Goal of affiliation/liking

Answer 12

Humans are motivated to create and maintain meaningful relationships with others, Engage in behaviours that others approve of so they may approve of us too.

Question 13

Heuristics and liking

Answer 13

A mental shortcut to solve problems quickly that delivers results efficiently. the more we like someone, the greater our willingness is to comply. However, we respond to strangers in a similar way especially under a heavy cognitive load.
-Associate monologues with strangers
-Associate dialogues with close relationships

Question 14

Reciprocation

Answer 14

Repay others for what we received from them to build trust

Question 15

Door-in-the-face technique

Answer 15

Precede request (4 volunteer hours) for desired action by preceding request with extreme one likely to be rejected. Target’s obligation to reciprocate an agent’s concession, Any retreat perceived as genuine will activate a mechanism for concession in return.
-Perceptual contrast. if a favour feels as if it has been done, more willing to comply. Providing unsolicited favours. Good cop/bad cop. scare tactics
-less successful over an extended period of time
-People with cleared self-concepts more likely to succumb

Question 16

Goal of maintaining a positive self-concept

Answer 16

Comes from a strong need to enhance self-concepts behaving consistently with actions, statements, commitments, beliefs, self-ascribed traits

Question 17

Foot-in-the-door technique

Answer 17

Takes advantage of the individuals desire for consistency. Asks target to comply with a small request which is minimally invasive to assure a positive response. Requester follows with a larger and related request

Question 18

Reid Technique - Reciprocity

Answer 18

Goal to get suspects to confess to the crime police believe they have committed
1. Confront with crime
2. Help justify, rationalize or excuse crime
3. Interrupt denials of guilt
4. Overcome objections to charges
5. Reduce psychological distance between interrogator and suspects
6. Provide sympathy and understanding
7. Provide face-saving explanations
8. Once suspect accepts responsibility, develop into a confession
9. Get suspect to write out and sign confession

Question 19

Willard - False confessions

Answer 19

Asked participants how willing they were to take blame for transgression caused either by casual friend or close friend. Participant could set the record straight or take the blame.
1. Driving transgression
2. Shoplifting transgression
More likely if participant was a close friend or a casual friend.
-Measured empathy they felt
-Belief other would reciprocate
acted as a reliable mediator of relationship

Question 20

consequences of reciprocity

Answer 20

Positive: Feel sense of responsibility, more satisfied due to higher impact of outcome. Increasing likelihood of complying in future
Negative: Unequal exchanges

Question 21

How can you avoid reciprocity?

Answer 21

Accept initial favours but be aware of motives

Question 22

Four walls Strategy

Answer 22

Desire for consistency
Question strategy, get person to box self into a place that feels like interogee can’t say no

Question 23

Written commitments

Answer 23

More likely to do and think what had been previously been written down

Question 24

Confidence-accuracy relationship

Answer 24

An eyewitness confidence one of the most important things court can use as a predictor as likelihood of accuracy

Question 25

Confidence-accuracy study

Answer 25

Participants watch mock crime and asked to describe that event between 1-5 times. Each time, asked how confident they were in their description.
1. confidence: small increase in level of confidence
2. accuracy: accuracy of statement did not change over course of interviews
problem as during a trial, this pattern occurs over a long period

Question 26

Consequences of Consistency

Answer 26

-Decisions grow legs: Build reasons to make decision.
Cognitive dissonance: do something that is inconsistent with our beliefs, shift to be in line with our actions

Question 27

Social proof

Answer 27

We look to others to understand how to behave
-Use of precedents; lawyers build cases on the basis of an existing case

Question 28

Eisen Williams

Answer 28

Confederates watch mock crime of car-jacking
-During retrieval, one confederate was 1st and other was last. 3 in middle that were actual participants
-Confederates relayed incorrect information
-Memory test a week later: 1/4 of people gave plausible misinformation. Lower if information was implausible, even 5 minutes later

Question 29

Consequences of social proof

Answer 29

-Pluralistic ignorance: Each member privately remembers doing something and may privately reject the norm but appears that everyone supports

Question 30

False social proof

Answer 30

People just like us are shown supporting something but may have ulterior motives
-Politicians can promote the company to get money. conflict of interest