Social Influence

Question 1

what is social influence?

Answer 1

the effects of other people on an individual beliefs, attitudes and values or behvaiour

Question 2

what is the social learning theory?

Answer 2

capacity to learn from observing others

Question 3

what is social priming?

Answer 3

others influence us by priming ideas, norms, and values

Question 4

what is an injunctive norm?

Answer 4

deal with what behaviours are considered right or appropriate

Question 5

what are descriptive norms?

Answer 5

deal with what behaviours are common or typical

Question 6

what is social contagion?

Answer 6

The phenomenon whereby ideas, feelings, and behaviours seem to spread across people like wildfire

Question 7

what are examples of social contagion?

Answer 7

yawn
laughter
applause
moods

Question 8

what is the social construction of reality?

Answer 8

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

Question 9

what is conformity?

Answer 9

The phenomenon whereby an individual alters his or her beliefs, attitudes, or behaviour to bring them in accordance with those of a majority

Question 10

what is public compliance?

Answer 10

conforming only outwardly to fit in with a group, without changing private beliefs

Question 11

what is private acceptance?

Answer 11

conforming by altering private beliefs as well as public behaviour

Question 12

what is informational influence?

Answer 12

occurs when others are used as a source of information about the world

Question 13

what is a normative influence?

Answer 13

occurs when we use other to know how to fit in

Question 14

what are supporting normative influence

Answer 14

Asch’s variations
- Public versus private responses
Schachter’s nonconforming confederates
-Taunted, verbally attacked, rejected

Question 15

how are people that are least likely to conform

Answer 15

• Leadership qualities
• Confidence in their own judgment
• High self-esteem

Question 16

what is situational influences on willingness to conform?

Answer 16

• 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)

Question 17

what is the minority influence

Answer 17

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

Question 18

what is the conversion theory?

Answer 18

The explanation that people are influenced by a minority because the minority’s distinctive position better captures their attention.

Question 19

what is the minority slowness effect?

Answer 19

occurs when people who hold the minority position take longer to express their opinions

Question 20

what is the foot-in-the-door effect?

Answer 20

a phenomenon whereby people are most likely to comply with a moderate request after having intially complied with a smaller request

Question 21

what is lowballing

Answer 21

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

Question 22

what is the norm for social commitment?

Answer 22

A belief whereby once we make a public agreement, we tend to stick to it even if circumstances change.

Question 23

what is reciprocity?

Answer 23

seen in humans and animals
- often used to induce compliance
- often plays a role in negotiations

Question 24

what is the door in the face effect?

Answer 24

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

Question 25

what is obedience?

Answer 25

any action engaged in to fulfill the direct order or command of another person

Question 26

what factors play a role in obedience

Answer 26

• closeness to the authority
• closeness of the victim
  -witnessing defiance
• indirect involvement