Social Influence

Question 1

social influence

Answer 1

process by which attitudes, beliefs, perceptions and behaviors can be affected by the real, imagined or implied presence of others

Question 2

reasons for social influence (3)

Answer 2

1. understanding → to choose and behave effectively
2. belonging → to gain social approval from others
3. controlling → to gain rewards and avoid punishments

Question 3

social impact theory

Answer 3

social influence is a function of SIN:
- Strength of source/target
- Immediacy of source to target
- Number of sources relative to targets

Question 4

strength-power relationship

Answer 4

• positional/status
• expertise/ability
• relational

Question 5

obedience

Answer 5

behavior in compliance with a direct command, often one issued by a person in a position of authority

Question 6

causes for obedience (5)

Answer 6

• avoiding punishment
• wish for reward
• fear
• respect
• lack of knowledge

Question 7

what influences obedience rates (4)

Answer 7

• proximity
• prestige (looking the part)
• ally
• responsibility

Question 8

persuasion

Answer 8

an active attempt by one person to change another person’s attitudes, beliefs, or emotions associated with some issue, person, concept, or object

Question 9

what influences persuasion (CCSSH)

Answer 9

• confidence
• charisma
• status
• similarity
• humor

Question 10

elaboration-likelihood model

Answer 10

a theory ofpersuasionpostulating that attitude change occurs on a continuum of elaboration and thus, under certain conditions, may be a result of relatively extensive or relatively little scrutiny of attitude-relevant information

Question 11

compliance

Answer 11

change in behavior and attitudes elicited by direct request
- likelihood of helping is higher with a real AND fake reason (93-94) as opposed to no reason (60)

Question 12

compliance techniques (CRC)

Answer 12

• consistency
• reciprocity
• commitment

Question 13

lowball technique

Answer 13

a procedure for enhancingcomplianceby first obtaining agreement to a request and then revealing the hidden costs of this request
→ compliance to the target request is greater than would have been the case if these costs had been made clear at the time of the initial request

Question 14

door-in-the-face technique

Answer 14

a two-step procedure for enhancingcompliancein which an extreme initial request is presented immediately before a more moderate target request
→ rejection of the initial request makes people more likely to accept the target request than would have been the case if the latter had been presented on its own

Question 15

conformity

Answer 15

the adjustment of one’s opinions, judgments, or actions so that they become more consistent with
(a) the opinions, judgments, or actions of other people or
(b) the normative standards of a social group or situation

Question 16

private conformity

Answer 16

change in opinion as a result of a desire for accurate knowledge

Question 17

public conformity

Answer 17

expression of opinion or behavior in ways that helps us be accepted or keeps us from being isolated/rejected by the group

Question 18

what influences conformity (4)

Answer 18

• size of the group
• uncertainty
• unanimity of majority
• group cohesion

Question 19

social facilitation

Answer 19

the improvement in an individual’s performance of a task that often occurs when others are present

Question 20

social inhibition

Answer 20

the restraint placed on an individual’s expression of her or his feelings, attitudes, motives, and so forth by the belief that others could learn of this behavior and disapprove of it

Question 21

deindividuation

Answer 21

loss of a sense of individuality (self) and reduction of normal constraints against deviant behavior