Social Influence Flashcards
Three distinct aspects of social influence
Conformity, obedience, and compliance
Conformity
Changing ones behavior or beliefs to be consistent with the group
Examples of conformity
Sherif’s autokinetic effect: the red laser in the middle.
Asch Line
Johnny Rocco
Obedience
Do something you don’t want to do because of someone with authority
Example of obedience
Milgram Study!
Compliance
“Mindless conformity”; preying one someone’s automatic processing + reliance on heuristics
Normative social influence
Desire to be liked
Informative social influence
Desire to be right
Compliance: associations with positive mood
Flattery, wine and dine (think dinner with lobbyists)
Compliance: Norm of Reciprocity
Soda study and raffle, Hare Krishnas
Door in the face: you ask for something big, they say no, than ask for smaller thing
- zoo study, watergate, that’s not all, cupcake
Compliance: commitment
Foot in the door: ask someone to do something, they say yes, then later, make the commitment /action larger (like the drive safe)
Low balling: change the commitment after someone says yes (like 7am study when told it’s just a study)
Compliance: Law of Scarity
“One time deal”; if you don’t act now, it’ll be gone for good
