social influence Flashcards

You may prefer our related Brainscape-certified flashcards:
1
Q

social influence

A

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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
2
Q

persuasion

A

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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

two types of social influences

A

-informational
-normative

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

informational social influence

A

looking to others as valid sources of information

seeks/wants to be right

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
5
Q

normative social influence

A

strives to be consistent with social norms,standerds and coventions

seek for approval

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
6
Q

what does the six principles of influence seek to achieve ?

A

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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
7
Q
  1. Scarcity
A

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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
8
Q

why is scarcity influencial

A

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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
9
Q

2.liking/friendship

A

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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
10
Q

The Effect of Fleeting Attraction on Compliance to Requests

A

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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
11
Q
  1. commitment/consistency
A

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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
12
Q

tactics using the commitment/consistency principle

A

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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
13
Q

foot in the door

A

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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
14
Q

low balling

A

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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
15
Q

bait and switch

A

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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
16
Q

door in the face

A

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

17
Q

norm of social commitment

A

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

18
Q

4.reciprocity

A

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

19
Q

Norm for reciprocit

A

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

20
Q

5.social proof /validation

A

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

21
Q

conformity

A

following social norms as a result of unspoken group pressure

22
Q

social norms

A

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

prescriptive -should do
proscriptive -not do

23
Q

there are two social norms

A

injunctive and descriptive

24
Q

injuctive

A

what people think/approve they should do

25
Q

descriptive

A

what people actually do

26
Q

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

A

positively worded
descrptive

27
Q

asche line study

A

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

28
Q

what is the social influence ?

A

normative

29
Q

what does decrese normative social influence in groups ?

A

answering anonomy (without others knowing)

ex:voting

30
Q

standfor prison experiment

A

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

31
Q
  1. authority
A

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

underline obdience

32
Q

obdience

A

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

-constructive or destructive

33
Q

constructive obdience

A

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

ex: being quite during exams

34
Q

destructive obdience

A

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

35
Q

milgrams shock experiment

A

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

36
Q

what certain factors increse or decreses likehood oobidence

A

-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

37
Q

Dr. Haslem ideas

A

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

your more likely to do the action

38
Q

the distress in the experiment

A

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