Social Influence Flashcards
what is social influence?
the effects of other people on an individual beliefs, attitudes and values or behvaiour
what is the social learning theory?
capacity to learn from observing others
what is social priming?
others influence us by priming ideas, norms, and values
what is an injunctive norm?
deal with what behaviours are considered right or appropriate
what are descriptive norms?
deal with what behaviours are common or typical
what is social contagion?
The phenomenon whereby ideas, feelings, and behaviours seem to spread across people like wildfire
what are examples of social contagion?
yawn
laughter
applause
moods
what is the social construction of reality?
Cultural worldview is internalized during childhood, reinforced with maturity, and becomes a profound form of social influence
- culturally defined social situations
- culturally defined social roles
what is conformity?
The phenomenon whereby an individual alters his or her beliefs, attitudes, or behaviour to bring them in accordance with those of a majority
what is public compliance?
conforming only outwardly to fit in with a group, without changing private beliefs
what is private acceptance?
conforming by altering private beliefs as well as public behaviour
what is informational influence?
occurs when others are used as a source of information about the world
what is a normative influence?
occurs when we use other to know how to fit in
what are supporting normative influence
Asch’s variations
- Public versus private responses
Schachter’s nonconforming confederates
-Taunted, verbally attacked, rejected
how are people that are least likely to conform
- Leadership qualities
- Confidence in their own judgment
- High self-esteem
what is situational influences on willingness to conform?
- group size and the groups status
- whether even one other person breaks from the majority view
- how strongly the individual relates to the larger group (reference group)
what is the minority influence
The process by which dissenters (or numerical minorities) produce attitude change within a group, despite the extraordinary risk of social rejection and disturbance of the status quo
The process by which dissenters (or numerical minorities) produce attitude change within a group, despite the extraordinary risk of social rejection and disturbance of the status quo
what is the conversion theory?
The explanation that people are influenced by a minority because the minority’s distinctive position better captures their attention.
what is the minority slowness effect?
occurs when people who hold the minority position take longer to express their opinions
what is the foot-in-the-door effect?
a phenomenon whereby people are most likely to comply with a moderate request after having intially complied with a smaller request
what is lowballing
Occurs when, after agreeing to an offer, people find it hard to break that commitment, even if they later learn of some extra cost to the deal
what is the norm for social commitment?
A belief whereby once we make a public agreement, we tend to stick to it even if circumstances change.
what is reciprocity?
seen in humans and animals
- often used to induce compliance
- often plays a role in negotiations
what is the door in the face effect?
A phenomenon whereby people are more likely to comply with a moderate request after they have first been presented with and refused to agree to a much larger request
