Social Influence Flashcards
Social Influence
Influence that we have on the beliefs and behavior of others.
Conformity
Voluntarily doing something simply because others are doing it; a form of social influence
Ex). Sherif Study, Asch Study
Compliance
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
Obedience to authority
Form of compliance in which we listen to an authority with legitimate power.
Autokinetic Effect
Optical illusion produced by a stationary piece of light. Psonal perceptions vary greatly; used in the Sherif Study.
Informational Influence
Conforming for the desire to be right, especially when we are not confident in our own knowledge about the specified topic.
Normative Influence
Conforming for the desire to be liked and accepted.
Cohesive Group
A group that is highly committed with high morale; is prone to pressures of conformity.
Group Unanimity
Even one dissenter makes conformity in a group setting decrease (regardless of group size and validity of dissent); reduces reliance on group.
Minority Influence
Minority group is especially successful when they are similar to majority except the one behavior or attitude that they are trying to change.
Bases of social power
Legitimate authority, information, rewards, referent power, coercion, and expertise
Remember LIRR-CE!!
Referent Power
A basis of social power that involves our desire to be similar to the people we like or admire.
“Power of the Powerless”
Social responsibility to help those who are disadvantaged or in need and could clearly use our help
(Think of an example)
Foot-in-the-door
A compliance technique that involves a small initial request and then after the person agrees; make a large request.
Door-in-the-face
A compliance technique that involves asking for a very large initial request (which is declined) and then settling for a smaller request
Low-balling
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)
That’s-not-all
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!”)
Reactance
Too much pressure to comply may cause one to do the opposite of what is desired in order to maintain personal freedom.
Overjustification
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!)
