Social Influence

Question 1

Social Influence

Answer 1

Influence that we have on the beliefs and behavior of others.

Question 2

Conformity

Answer 2

Voluntarily doing something simply because others are doing it; a form of social influence
Ex). Sherif Study, Asch Study

Question 3

Compliance

Answer 3

Doing what we are asked to do. Response to a request in hopes of a reward, for fear of punishment, or due to social norms; a form of social influenceo

Question 4

Obedience to authority

Answer 4

Form of compliance in which we listen to an authority with legitimate power.

Question 5

Autokinetic Effect

Answer 5

Optical illusion produced by a stationary piece of light. Psonal perceptions vary greatly; used in the Sherif Study.

Question 6

Informational Influence

Answer 6

Conforming for the desire to be right, especially when we are not confident in our own knowledge about the specified topic.

Question 7

Normative Influence

Answer 7

Conforming for the desire to be liked and accepted.

Question 8

Cohesive Group

Answer 8

A group that is highly committed with high morale; is prone to pressures of conformity.

Question 9

Group Unanimity

Answer 9

Even one dissenter makes conformity in a group setting decrease (regardless of group size and validity of dissent); reduces reliance on group.

Question 10

Minority Influence

Answer 10

Minority group is especially successful when they are similar to majority except the one behavior or attitude that they are trying to change.

Question 11

Bases of social power

Answer 11

Legitimate authority, information, rewards, referent power, coercion, and expertise
Remember LIRR-CE!!

Question 12

Referent Power

Answer 12

A basis of social power that involves our desire to be similar to the people we like or admire.

Question 13

“Power of the Powerless”

Answer 13

Social responsibility to help those who are disadvantaged or in need and could clearly use our help
(Think of an example)

Question 14

Foot-in-the-door

Answer 14

A compliance technique that involves a small initial request and then after the person agrees; make a large request.

Question 15

Door-in-the-face

Answer 15

A compliance technique that involves asking for a very large initial request (which is declined) and then settling for a smaller request

Question 16

Low-balling

Answer 16

A compliance technique that involves withholding information in order to get someone to agree to an initial request and then letting them know the whole story later. Usually illegal when selling products/services.
(think of an example)

Question 17

That’s-not-all

Answer 17

A compliance technique that involves “sweetening” the deal with extras, which were probably going to be included in the deal anyway (“Not only will you get the microwave, but you’ll get the dishes too!”)

Question 18

Reactance

Answer 18

Too much pressure to comply may cause one to do the opposite of what is desired in order to maintain personal freedom.

Question 19

Overjustification

Answer 19

Large rewards provide extrinsic motivation for a behavior, and over time we lose intrinsic motivation to continue the behavior, only doing it for the sake of the reward
(think of parenting, and refer to notes for study and more info!)