Social Influence

Question 1

What is conformity?

Answer 1

Changing one’s behavior or beliefs in response to real or imagined pressure from others

Question 2

What is compliance?

Answer 2

Responding favourably to an explicit request by another person

Question 3

What is obedience?

Answer 3

Obeying the commands of an authority figure

Question 4

What are the 6 principles of Bob Cialdini?

Answer 4

1. Reciprocation
2. Social proof
3. Commitment and consistency
4. Liking
5. Authority
6. Scarcity

Question 5

What is the reciprocation principle?

Answer 5

Repay in kind
- web of indebtedness
- reciprocal concessions: door-in-the-face (big then small)

Question 6

What is the social proof principle?

Answer 6

Decide what is correct by looking at what others are doing
- conformity studies: autokinetic effect + asch’s

Question 7

What is the commitment and consistency principle?

Answer 7

Endowment effect: once you have it, increase in value
- foot-in-the-door (small, then big)

Question 8

What is the liking principle?

Answer 8

People being more attracted to conform to people they like
- sales associates use this method
- tupperwares

Question 9

What is the authority principle?

Answer 9

Obedience, expertise, and preceived expertise

Question 10

What is the scarcity principle?

Answer 10

Limited availability makes something more attractive: only a few left, only one of its kind
- ironic effects of censorship/prohibition: people want more of these things
- closing time effect: girls are prettier at closing time

Question 11

Why do we conform? (3)

Answer 11

We don’t consider every action, reduces interpersonal conflict, lots of normative behavior in every day life that makes life smoother and more pleasant

Question 12

T/F: Social influence is bad

Answer 12

False. It can be used for either good or bad reasons