social influence

Question 1

social influence

Answer 1

a change or intepersonal process in an individual thoughts,feelings or behaviours caused by other people who may be actually or whose presence is imagined ,expected or implied

Question 2

persuasion

Answer 2

a socail influence involves changing a person’s attitude, emotions or beliefs

Question 3

two types of social influences

Answer 3

-informational
-normative

Question 4

informational social influence

Answer 4

looking to others as valid sources of information

seeks/wants to be right

Question 5

normative social influence

Answer 5

strives to be consistent with social norms,standerds and coventions

seek for approval

Question 6

what does the six principles of influence seek to achieve ?

Answer 6

compliance: adhering to a direct request or giving into overt social pressure

Question 7

1. Scarcity

Answer 7

options and iteams are more valued when they are limited

ex: there is a limited shoe gonna sell out in 1hour and u want to buy it

Question 8

why is scarcity influencial

Answer 8

-self-uniqueness
-downward social comparison
-statues/power
-reactance((we feel bad when we loose opportunity)

Question 9

2.liking/friendship

Answer 9

adherence to a request from a positively evaluated other

liking can be based on physical attractiveness,similarity or familiarity

ex: I buy a foundation because an influencer recommended

Question 10

The Effect of Fleeting Attraction on Compliance to Requests

Answer 10

particpants more strongly liked (essays ) of actors who were similar to them

Question 11

3. commitment/consistency

Answer 11

people strive to be consistent with past behaviour and follow through on commitment

Question 12

tactics using the commitment/consistency principle

Answer 12

-foot in the door
-low balling
-bait and switch
-door in the face

Question 13

foot in the door

Answer 13

people who agree to a small request first are more likely to agree to a bigger one later

ex: can I borrow 5 dollars ? yes
can I borrow 10 ? yes

Question 14

low balling

Answer 14

making an attractive initial offer to induce a person to accept the offer and then making the term less favorable in the last minute (being more expensive)

ex: 123 milhas / ticket master in the time to pay

Question 15

bait and switch

Answer 15

enticing someone to psychollogically commit to a product and then suddenly replace it with a related product that is more expensive

ex:I gonna buy this shirt but the then the owner tells me it sold out but says that their is this other shirt that is a bit more expensive

Question 16

door in the face

Answer 16

people who are asked for a larger favor first are more likely to accept a smaller later

for relief in reducing bigger favor

ex: can I stay at your house for 1 month ? no
can I stay for 1 week at least ? sure

study : tutoring

Question 17

norm of social commitment

Answer 17

a belif whereby once we make an agreement we tend to stick with it even if the circumstances changes

Question 18

4.reciprocity

Answer 18

the incresed likehood that an individual will comply with a request from a person if that person has done something for that individual before

norm of reciprocity

Question 19

Norm for reciprocit

Answer 19

A belief whereby we should return
favors and other acts of kindness

Question 20

5.social proof /validation

Answer 20

a person is more likely to enact a particular behaviour to the extent that others are thought to be engaging in the same behaviour(deindividuation)

principle of conformity

Question 21

conformity

Answer 21

following social norms as a result of unspoken group pressure

Question 22

social norms

Answer 22

rules or standards that are typically unwritten and guide the social behaviour of members of a group

prescriptive -should do
proscriptive -not do

Question 23

there are two social norms

Answer 23

injunctive and descriptive

Question 24

injuctive

Answer 24

what people think/approve they should do

Question 25

descriptive

Answer 25

what people actually do

Question 26

how do u convice someone to do what u want them to do it using norms ?

Answer 26

positively worded
descrptive

Question 27

asche line study

Answer 27

a group of actors with a non-actor
the group say the wrong line is bigger
the non-actor also say it is bigger (even not being) to fit in

Question 28

what is the social influence ?

Answer 28

normative

Question 29

what does decrese normative social influence in groups ?

Answer 29

answering anonomy (without others knowing)

ex:voting

Question 30

standfor prison experiment

Answer 30

the power of the situation over individual characteristics

ex:anyone would have done the same if puted in that position

when good people do bad things

Question 31

6. authority

Answer 31

percived authority of the source will increse the likelihood that people will do what is requested or suggested

underline obdience

Question 32

obdience

Answer 32

an action engaged in to fufill a direct order or command of another person with authority

-constructive or destructive

Question 33

constructive obdience

Answer 33

results in someone benefit to the obeying individual or the larger society of which they are part of

ex: being quite during exams

Question 34

destructive obdience

Answer 34

results in negative outcomes,such as injury to innocent victims,harm to the community, or the loss of confidence in social institutions

killing someone due to an order of a high statue

Question 35

milgrams shock experiment

Answer 35

participants were told by an authority figure to shock the actor anytime they got it wrong

the participants did shock the actor even when they were bagging the participant to stop

Question 36

what certain factors increse or decreses likehood oobidence

Answer 36

-proximity(physical+psychological(belifs as well)
-responsibility(it allows someone else (the experimenter/authority) to be responsibel for the participants action)
-legitimized authority(mall vs yale school)
-presence of others who refuse

Question 37

Dr. Haslem ideas

Answer 37

leadership(in a belif- in this case science)+engange followership(identify with belif)

your more likely to do the action

Question 38

the distress in the experiment

Answer 38

distress = tension (identification with the expirimenter/authority + harm of the target)