Social Influence

Question 1

What is social learning theory?

Answer 1

Many animals, including humans, can learn by watching others (exhibited by mirror neurons firing both when an action is done and observed)

Question 2

What is the chameleon effect?

Answer 2

The unconscious mimicry of the nonverbal mannerisms of an interaction partner (positively impacts social interactions)

Question 3

What did the Chartrand and Bargh (1999) study reveal about the chameleon effect?

Answer 3

Participants didn’t consciously notice behaviors exhibited by their partner but unconsciously copied them → supported the chameleon effect

Question 4

What is conformity?

Answer 4

A change in behavior to be more in line w/ the majority

Question 5

What is the difference between informational influence and normative influence?

Answer 5

Other people provide information (informational) vs. pressure to fit in and avoid disapproval (normative)
Internalization with informational, no internalization with normative

Question 6

What did the Asch (1956) line-judging studies reveal about conformity?

Answer 6

Confederates convinced participants to choose the incorrect line length → 35% conformed the whole time, 75% conformed at least once

Question 7

What is the ideal group size for conformity?

Answer 7

Milgram’s “looking up at nothing” study → 1 person looking up resulted in 40% of passersby looking up, 2-3 people resulted in 60-65% conforming, and 4 people resulted in 80% conforming

Question 8

How is unanimity related to conformity?

Answer 8

At least one dissenter will cause conformity to decrease (affects informational and normative influence)
Asch → 1 dissenter caused conformity to drop to 5%

Question 9

How is anonymity related to conformity?

Answer 9

Responding in front of group members makes conformity more likely (only affects normative influence)

Question 10

How are status and expertise related to conformity?

Answer 10

If group members are high status or experts → more conformity (only affects normative influence)

Question 11

What is compliance?

Answer 11

Responding favorably to a direct request (not a demand) made by another person

Question 12

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

Answer 12

Accepting a small request → more likely to comply w/ large request later

Question 13

What did the Freedman & Fraser (1966) drive carefully study reveal about the foot-in-the-door effect?

Answer 13

No initial request → 17% complied w/ big request (drive carefully sign)
Small request first (petition) → 76% complied w/ big request

Question 14

What is the door-in-the-face effect?

Answer 14

Those who turn down a large request are more likely to comply w/ a more reasonable request

Question 15

What did the blood donor study reveal about the door-in-the-face effect?

Answer 15

First asked to donate blood long-term, then asked to donate tomorrow → 50% agreed
Only asked to donate tomorrow → 32% agreed

Question 16

What is low-balling?

Answer 16

People who agree to initial request maintain commitment when request increases

Question 17

What did the Cialdini et al. (1978) research participation study reveal about low-balling?

Answer 17

Revealed study was at 7 am and then asked to participate → 24% agreement
Asked to participate and then revealed study was at 7 am → 56% agreement

Question 18

What is the difference between foot-in-the-door and low-balling?

Answer 18

Low-balling: initial commitment, add stuff on
Foot-in-the-door: small request → bigger request

Question 19

What is reciprocity?

Answer 19

The expectation that people will help those who have helped them (i.e. waiter offers free appetizer → expects bigger tip)

Question 20

What does it mean to appeal to norms?

Answer 20

More people doing something → will do it (most effective when norms are incorrectly perceived)

Question 21

What is the difference between descriptive norms and prescriptive norms?

Answer 21

Descriptive: what are people actually doing?
Prescriptive: what should people be doing? (what is deemed socially acceptable)

Question 22

What is obedience?

Answer 22

A change in behavior in response to a command from someone in a position of authority

Question 23

How was the Milgram (1974) original study on obedience conducted?

Answer 23

Participants: 40 men as “teachers”
Cover story: investigating the effects of punishment on learning
Machine: 15-450 volts, shocked the learner when incorrect answer was given
Psychiatrists guessed 1/1000 would go to 450 volts → 65% of participants went to 450 volts (told to continue by the experimenter)
Almost all aspects of the study are compliant w/ modern ethical standards

Question 24

How do the characteristics of the authority figure influence obedience? (Milgram replications)

Answer 24

Strength: only 20% obeyed when experimenter was replaced by office clerk
Distance: only 23% obeyed when experimenter called in over the phone

Question 25

How do the characteristics of the situation influence obedience? (Milgram replications)

Answer 25

Emotional distance: shocked by remote → nearly 100% obeyed, hold hand to shock plate → only 30% obeyed, someone else flips the switch → 93% obeyed
Institutional authority: office in Bridgeport, CT instead of Yale → 48% obeyed
Presence of resisters: two defiant teachers → 10% obeyed

Question 26

What is the difference between obedience and compliance?

Answer 26

No authority involved in compliance, authority involved in obedience