Social Influence

Question 1

What happened in the elevator candid camera clip and what is it an example of?

A:
B: In this experiment, all but one person in the elevator are actors. While the unaware person behaves normally, the actors face the wrong direction. Eventually, the person conforms to the group’s behavior, illustrating group pressure and our tendency to look to others to define situations for us.
C:

Answer 1

B: In this experiment, all but one person in the elevator are actors. While the unaware person behaves normally, the actors face the wrong direction. Eventually, the person conforms to the group’s behavior, illustrating group pressure and our tendency to look to others to define situations for us.

Question 2

What are the 2 major reasons that people conform in the absence of authority?

A: Informational Pressure & Normative Pressure
B:
C:

Answer 2

A: Information & Norms

Question 3

What is information pressure?

A:
B: People conform to avoid missing something, believing others may have information they lack. In ambiguous situations, we look to others for cues. For example, when traveling to a new country, we observe locals to understand appropriate behavior.
C:

Answer 3

B: People conform to avoid missing something, believing others may have information they lack. In ambiguous situations, we look to others for cues. For example, when traveling to a new country, we observe locals to understand appropriate behavior.

Question 4

What is normative pressure?

A:
B:
C: We conform to avoid standing out or being rejected. This relates to Sartre’s concept of “The Look,” and the idea that we are an object for other people to judge and evaluate and this idea causes us a lot of anxiety. We follow others’ behavior to avoid disapproval because we’re wired to respond to potential disapproval from others because we don’t like it.

Answer 4

C: We conform to avoid standing out or being rejected. This relates to Sartre’s concept of “The Look,” and the idea that we are an object for other people to judge and evaluate and this idea causes us a lot of anxiety. We follow others’ behavior to avoid disapproval because we’re wired to respond to potential disapproval from others because we don’t like it.

Question 5

STUDY: Conformity (Sherif, 1936):

A: Subjects in groups of 4-5 entered a dark room to observe a dot on the wall, using the Auto-Kinetic Effect to make it seem like the dot was moving. Over time, their answers about the dot’s movement converged. As participants were gradually replaced, the new group continued to give similar answers, demonstrating the transfer of conformity. This shows how cultural norms and behaviors are passed down over time, transmitting information rather than finding the correct answer.
B:
C:

Answer 5

A: Subjects in groups of 4-5 entered a dark room to observe a dot on the wall, using the Auto-Kinetic Effect to make it seem like the dot was moving. Over time, their answers about the dot’s movement converged. As participants were gradually replaced, the new group continued to give similar answers, demonstrating the transfer of conformity. This shows how cultural norms and behaviors are passed down over time, transmitting information rather than finding the correct answer.

Question 6

STUDY EXAMPLE: Cultural Transmission of Waiting Room Etiquette:

A:
B:
C: In this social conformity experiment, all but one person in a waiting room are actors. When a beep sounds, the actors stand, prompting the subject to eventually follow suit. Even after the actors leave, the subject continues to stand at the beep. Newcomers, unaware of the experiment, also start standing after observing the subject. This demonstrates internalized herd behavior, or social learning. Conformity is rewarding and activates the brain’s reward centers, showing how we become socialized and feel better when we follow group behavior.

Answer 6

C: In this social conformity experiment, all but one person in a waiting room are actors. When a beep sounds, the actors stand, prompting the subject to eventually follow suit. Even after the actors leave, the subject continues to stand at the beep. Newcomers, unaware of the experiment, also start standing after observing the subject. This demonstrates internalized herd behavior, or social learning. Conformity is rewarding and activates the brain’s reward centers, showing how we become socialized and feel better when we follow group behavior.

Question 7

STUDY: Conformity (Asch, 1951):

A: Asch conducted an experiment to test conformity with an obvious correct answer. One subject, unaware that others were confederates, was asked to match a line’s length on one page to one of three lines on another. Despite the clear answer, confederates intentionally gave wrong answers. Surprisingly, 75% of subjects conformed at least once. This showed the power of normative pressure, requiring a unanimous majority for effectiveness. The study highlighted that conformity is a global phenomenon.
B:
C:

Answer 7

A: Asch conducted an experiment to test conformity with an obvious correct answer. One subject, unaware that others were confederates, was asked to match a line’s length on one page to one of three lines on another. Despite the clear answer, confederates intentionally gave wrong answers. Surprisingly, 75% of subjects conformed at least once. This showed the power of normative pressure, requiring a unanimous majority for effectiveness. The study highlighted that conformity is a global phenomenon.

Question 8

Informational pressure is associated with ____________ while normative pressure is associated with _____________.

A:
B: Internalization & Compliance
C:

Answer 8

B: Internalization & Compliance

Question 9

Tell me more about informational pressure and internalization:

A:
B: When unsure, we assume others know the answer. This is associated with hypothesis 5: the desire to be right, accurate, consistent, and authentic. This leads to internalization—we genuinely believe and adopt the behavior, not due to peer pressure but because we think it’s correct. Sherif’s dot experiment with ambiguous stimuli and calm subjects illustrates this concept.
C:

Answer 9

B: When unsure, we assume others know the answer. This is associated with hypothesis 5: the desire to be right, accurate, consistent, and authentic. This leads to internalization—we genuinely believe and adopt the behavior, not due to peer pressure but because we think it’s correct. Sherif’s dot experiment with ambiguous stimuli and calm subjects illustrates this concept.

Question 10

Tell me more about normative pressure and compliance:

A: Linked to hypothesis 5, the desire to be accepted drives compliance. People want to be liked and belong, as shown in Asch’s line experiment with clear stimuli and tense subjects. While harmonizing is seen positively in some cultures, it’s often viewed negatively in America. We comply by changing our behavior to fit in, without altering our beliefs, due to a fear of standing out. Normative pressure can lead to negative behaviors, such as succumbing to peer pressure.
B:
C:

Answer 10

A: Linked to hypothesis 5, the desire to be accepted drives compliance. People want to be liked and belong, as shown in Asch’s line experiment with clear stimuli and tense subjects. While harmonizing is seen positively in some cultures, it’s often viewed negatively in America. We comply by changing our behavior to fit in, without altering our beliefs, due to a fear of standing out. Normative pressure can lead to negative behaviors, such as succumbing to peer pressure.

Question 11

Manipulating Social Rejection:

A:
B: Humans are highly sensitive to rejection cues due to our dependence on group survival. An example is when the researcher Kip Willimas played frisbee with strangers in a park; they included him briefly, then stopped, leaving him feeling sad and rejected. This led to the creation of the Cyberball experiment to study social rejection in the lab.
C:

Answer 11

B: Humans are highly sensitive to rejection cues due to our dependence on group survival. An example is when the researcher Kip Willimas played frisbee with strangers in a park; they included him briefly, then stopped, leaving him feeling sad and rejected. This led to the creation of the Cyberball experiment to study social rejection in the lab.

Question 12

STUDY: Cyberball (Eisenberger, Lieberman, & Williams, 2003):

A: In this study, participants played a virtual ball toss game in an fMRI machine, believing they were playing with real people. Initially included, they were later excluded, causing feelings of social rejection. The same brain regions that register physical pain (Dorsal Anterior Cingulate Cortex & Anterior Insula) were more active during exclusion. The stronger the feeling of rejection, the more active these areas were. Social pain mirrors physical pain in the brain. We use physical pain terms to describe social pain (e.g., “broken heart”), and Tylenol can reduce social pain, indicating it is a literal experience.
B:
C:

Answer 12

A: In this study, participants played a virtual ball toss game in an fMRI machine, believing they were playing with real people. Initially included, they were later excluded, causing feelings of social rejection. The same brain regions that register physical pain (Dorsal Anterior Cingulate Cortex & Anterior Insula) were more active during exclusion. The stronger the feeling of rejection, the more active these areas were. Social pain mirrors physical pain in the brain. We use physical pain terms to describe social pain (e.g., “broken heart”), and Tylenol can reduce social pain, indicating it is a literal experience.

Question 13

Why do we want to be accepted?

A:
B:
C: Being left out can literally “hurt,” as seen in language like “she broke my heart.” Mammals need social bonds to survive; infants rely on caregivers for food, water, and shelter. Loss of connection triggers pain to restore bonds. Loneliness poses health risks comparable to smoking two packs of cigarettes a day. Social interactions are as vital as food and water due to evolutionary needs.

Answer 13

C: Being left out can literally “hurt,” as seen in language like “she broke my heart.” Mammals need social bonds to survive; infants rely on caregivers for food, water, and shelter. Loss of connection triggers pain to restore bonds. Loneliness poses health risks comparable to smoking two packs of cigarettes a day. Social interactions are as vital as food and water due to evolutionary needs.

Question 14

Still Face Experiment:

A:
B:
C: Young babies are highly responsive to emotions and social interactions. In this experiment, a 1-year-old interacts happily with their mother, exchanging normal emotions, facial expressions, and mimicking one another. Then, the mother stops responding and stares blankly at the baby. The baby tries hard to re-engage the mother, becoming increasingly stressed and responding negatively until the mother resumes interaction. This illustrates the importance of responsive social interactions for infants.

Answer 14

C: Young babies are highly responsive to emotions and social interactions. In this experiment, a 1-year-old interacts happily with their mother, exchanging normal emotions, facial expressions, and mimicking one another. Then, the mother stops responding and stares blankly at the baby. The baby tries hard to re-engage the mother, becoming increasingly stressed and responding negatively until the mother resumes interaction. This illustrates the importance of responsive social interactions for infants.

Question 15

Study - World Religions:

A: If Facebook were a religion, it would rank as the world’s second largest. Social media acts like a new religion because we crave social connection and the feeling of being connected to others.
B:
C:

Answer 15

A: If Facebook were a religion, it would rank as the world’s second largest. Social media acts like a new religion because we crave social connection and the feeling of being connected to others.

Question 16

Rejection increases conformity (Williams, Cheung, & Choi, 2000):

A:
B: Using the Cyberball game, subjects were either included or excluded, with a control group not playing. Afterward, they performed a group exercise like the Asch line study. Those excluded during Cyberball conformed the most. Rejection increases conformity as people strive to rejoin the group and feel good again.
C:

Answer 16

B: Using the Cyberball game, subjects were either included or excluded, with a control group not playing. Afterward, they performed a group exercise like the Asch line study. Those excluded during Cyberball conformed the most. Rejection increases conformity as people strive to rejoin the group and feel good again.

Question 17

What are the 4 compliance techniques and why do they work?

A: Norm of reciprocity, Foot-in-the-door, Low-ball, and Door-in-the-face. These techniques work because we don’t notice them happening. An undercover study confirmed their real-world effectiveness.
B:
C:

Answer 17

A: Norm of reciprocity, Foot-in-the-door, Low-ball, and Door-in-the-face. These techniques work because we don’t notice them happening. An undercover study confirmed their real-world effectiveness.

Question 18

What is the norm of reciprocity technique?

A: When a car dealer gives you a cup of coffee, you feel indebted to reciprocate. We dislike owing strangers, and when someone does us a favor, we feel compelled to return it. This sense of debt fades with close friends, where we stop keeping track. The norm of reciprocity is extremely powerful and exists in every culture worldwide.
B:
C:

Answer 18

A: When a car dealer gives you a cup of coffee, you feel indebted to reciprocate. We dislike owing strangers, and when someone does us a favor, we feel compelled to return it. This sense of debt fades with close friends, where we stop keeping track. The norm of reciprocity is extremely powerful and exists in every culture worldwide.

Question 19

STUDY: Reciprocity (Regan, 1971, JESP):

A:
B:
C: In the study, the experimenter apologizes for being late and offers some subjects coffee. Later, they ask everyone to buy raffle tickets. Those who received coffee (a favor) were much more likely to buy tickets, while those who received an irrelevant favor (coffee from someone else) or no favor were less likely. The study shows that feeling indebted increases the likelihood of reciprocating, often automatically and without our awareness. The favors don’t need to be equal; we just feel compelled to return a favor to the person who did something for us.

Answer 19

C: In the study, the experimenter apologizes for being late and offers some subjects coffee. Later, they ask everyone to buy raffle tickets. Those who received coffee (a favor) were much more likely to buy tickets, while those who received an irrelevant favor (coffee from someone other than the person asking them to buy raffle tickets) or no favor were less likely. The study shows that feeling indebted increases the likelihood of reciprocating, often automatically and without our awareness. The favors don’t need to be equal; we just feel compelled to return a favor to the person who did something for us.

Question 20

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

A:
B: Start with a small request, then follow with a larger one. Agreeing to the first makes it more likely they’ll agree to the second. For example, you ask your mom to visit a friend’s house for an hour, then later ask to spend the night.
C:

Answer 20

B: Start with a small request, then follow with a larger one. Agreeing to the first makes it more likely they’ll agree to the second. For example, you ask your mom to visit a friend’s house for an hour, then later ask to spend the night.

Question 21

Foot-in-the-door Study:

A: Experimenters asked households to support a “Drive Carefully” campaign. In the first week, half of the households were asked to display a small 3”x3” sign, while the other half received no request. In the second week, all were asked to display a large, ugly sign. Results showed that only 17% complied with the large request alone, but 76% complied when it followed the small request. Even when asked to display a large sign for a different cause, 47% complied after the initial small request. This occurs because the initial compliance makes people see themselves as helpful, increasing their willingness to agree to larger requests.
B:
C:

Answer 21

A: Experimenters asked households to support a “Drive Carefully” campaign. In the first week, half of the households were asked to display a small 3”x3” sign, while the other half received no request. In the second week, all were asked to display a large, ugly sign. Results showed that only 17% complied with the large request alone, but 76% complied when it followed the small request. Even when asked to display a large sign for a different cause, 47% complied after the initial small request. This occurs because the initial compliance makes people see themselves as helpful, increasing their willingness to agree to larger requests.

Question 22

What is the low-ball technique?

A:
B:
C: Reveal only part of the obligation initially. Once committed to a great deal, people are more likely to accept additional, less favorable terms.

Answer 22

C: Reveal only part of the obligation initially. Once committed to a great deal, people are more likely to accept additional, less favorable terms.

Question 23

Low-ball Technique Car Dealership Example:

A:
B:
C: At a car dealership, you’re offered a new BMW for $25,000. After finding the exact model and test driving it, the salesman checks with his manager. He returns saying the manager won’t approve the deal. Now, feeling cognitive dissonance, you’re likely to accept a worse deal to avoid backing out and experiencing discomfort.

Answer 23

C: At a car dealership, you’re offered a new BMW for $25,000. After finding the exact model and test driving it, the salesman checks with his manager. He returns saying the manager won’t approve the deal. Now, feeling cognitive dissonance, you’re likely to accept a worse deal to avoid backing out and experiencing discomfort.

Question 24

Low-ball Technique Study:

A:
B:
C: When asked directly, “Would you participate in an experiment at 7am?” the compliance rate is 25%. However, if asked, “Would you participate in an experiment?” and then informed of the 7am time after a yes, the compliance rate rises to 55%. This increase is due to the initial commitment, highlighting the importance of commitment and consistency.

Answer 24

C: When asked directly, “Would you participate in an experiment at 7am?” the compliance rate is 25%. However, if asked, “Would you participate in an experiment?” and then informed of the 7am time after a yes, the compliance rate rises to 55%. This increase is due to the initial commitment, highlighting the importance of commitment and consistency.

Question 25

Low-Ball vs. Foot-in-the-Door:

A: The foot-in-the-door technique involves separate requests, starting with a small favor followed by a bigger one. In contrast, the low-ball technique involves different parts of a single request. Initially, you commit to a small request, then discover it’s actually much bigger. The foot-in-the-door uses two distinct requests, while the low-ball is a single, expanding commitment.
B:
C:

Answer 25

A: The foot-in-the-door technique involves separate requests, starting with a small favor followed by a bigger one. In contrast, the low-ball technique involves different parts of a single request. Initially, you commit to a small request, then discover it’s actually much bigger. The foot-in-the-door uses two distinct requests, while the low-ball is a single, expanding commitment.

Question 26

What is the Door-in-the-face Technique?

A:
B: Start with a big request, then scale it down to make the second request seem reasonable. Known as the anchor and adjustment heuristic, car dealerships use this by showing an overpriced car first, then offering a more reasonably priced one.
C:

Answer 26

B: Start with a big request, then scale it down to make the second request seem reasonable. Known as the anchor and adjustment heuristic, car dealerships use this by showing an overpriced car first, then offering a more reasonably priced one.

Question 27

Door-in-the-face Technique Study:

A: Asking people directly to volunteer an hour yields a 17% compliance rate. However, if you first ask for 10 hours and then reduce it to one hour, compliance jumps to 50%. Moreover, 85% of the latter group actually shows up to volunteer, compared to 50% of the former.
B:
C:

Answer 27

A: Asking people directly to volunteer an hour yields a 17% compliance rate. However, if you first ask for 10 hours and then reduce it to one hour, compliance jumps to 50%. Moreover, 85% of the latter group actually shows up to volunteer, compared to 50% of the former.

Question 28

How does the Door-in-the-face Technique work (mechanism)?

A:
B: Anchoring: Persuaders start with a large request (anchor) and then adjust to a smaller one. This makes the smaller request seem more reasonable by comparison, as people respond to the relative difference rather than the absolute value.

Reciprocity: When a persuader compromises, it triggers the norm of reciprocity, making you feel obligated to reciprocate. If they do something for you, you feel the need to return the favor.
C:

Answer 28

B: Anchoring: Persuaders start with a large request (anchor) and then adjust to a smaller one. This makes the smaller request seem more reasonable by comparison, as people respond to the relative difference rather than the absolute value.

Reciprocity: When a persuader compromises, it triggers the norm of reciprocity, making you feel obligated to reciprocate. If they do something for you, you feel the need to return the favor.

Question 29

STUDY: Rejection increases compliance (Williams, Cheung, & Choi, 2000):

A:
B: Rejection boosts compliance with all techniques. In the Cyberball experiment, ostracized individuals showed greater compliance because people desire acceptance, even from strangers like car salesmen. This behavior is evolutionary; our brains are wired to seek group inclusion for survival.
C:

Answer 29

B: Rejection boosts compliance with all techniques. In the Cyberball experiment, ostracized individuals showed greater compliance because people desire acceptance, even from strangers like car salesmen. This behavior is evolutionary; our brains are wired to seek group inclusion for survival.