social influence

Question 1

forms of social influence

Answer 1

Obedience
Compliance
Conformity
Automatic

Question 2

automatic social influence

Answer 2

= Subtle form of influence that is responded to almost reflexively

Question 3

Chameleon effect

Answer 3

Adults automatically imitate facial expressions and behavior from their social environment (〜 they adapt like a chameleon)

Question 4

explanation fof imitation

Answer 4

• Feeling of mutual understanding
• Synchronization makes interaction smoother
• People imitate more often when they like each other (Guéguen & Martin, 2009)

Question 5

Conformity

Answer 5

The tendency to adjust perceptions, opinions and behaviors in accordance with prevailing group norms

Question 6

autokinetic effect

Answer 6

Illusion that a stationary light spot appears to move in the dark (in the absence of reference points - ambiguous stimulus)

“How many cm did the light spot move?”

Question 7

reasons conform

Answer 7

• Informational influence: Influence that leads to conformity because one believes that others are judging correctly (ambiguous stimuli)
• Normative influence: Influence that leads to conformity because one fears the negative social consequences of appearing deviant

Question 8

Private conformity

Answer 8

The change of opinion that occurs when someone adopts the viewpoints of others for themselves

Question 9

Public conformity

Answer 9

A superficial change in overt behavior, without a corresponding change in opinion, caused by real or perceived group pressure

Question 10

What factors lead to conformity to the majority

Answer 10

• Group size
• An ally in disagreement
• Salience of the norm
• Personal characteristics: Sex and cultural influences

Question 11

Individualism

Answer 11

Individualism: A cultural orientation in which independence, autonomy and self-reliance are more important than group loyalty

Question 12

Collectivism

Answer 12

Collectivism: A cultural orientation in which interdependence, cooperation and social harmony are considered more important than personal goals Conformity scores are generally higher

Question 13

Minority influence

Answer 13

The process by which dissidents initiate changes in a group (or society)

Question 14

Compliance

Answer 14

Change in behavior resulting from a direct request

Question 15

Two-step compliance techniques

Answer 15

Strategic compliance techniques including 2 requests, where the first request serves as a setup for the second, and actual, request

• Foot-in-the-door
• Low-balling (once-the-ball-is-rolling)
• Door-in-the-face
• It-is-not-ready-yet

Question 16

foot-in-the-door

Answer 16

A two-step compliance technique in which the requester precedes the real request by asking to agree to a much smaller request

Question 17

Low-balling

Answer 17

A two-step compliance technique in which the requester makes an agreement on a request, but afterwards inflates the size of the request by revealing hidden costs

Question 18

Door-in-the-face technique

Answer 18

A two-step compliance technique in which the requester precedes the real request with a very large request that is (almost certainly) rejected

Question 19

It-is-not-ready-yet technique

Answer 19

A two-step compliance technique in which the requester begins with an exaggerated request, but then reduces its (apparent) size by offering a discount or bonus

Question 20

Assertiveness

Answer 20

Refuse to comply with a direct request

Question 21

Obedience

Answer 21

Complying with orders from an authority

Question 22

key points of destructive obedience

Answer 22

The obedient subject
The authority
The victim
The procedure