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Human and Society > Social Influence > Flashcards

Social Influence Flashcards

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Sociology 101 flashcards
1
Q

social influence

A

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

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2
Q

reasons for social influence (3)

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

social impact theory

A

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

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4
Q

strength-power relationship

A
  • positional/status
  • expertise/ability
  • relational
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5
Q

obedience

A

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

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6
Q

causes for obedience

A
  • avoiding punishment
  • fear
  • wish for reward
  • respect
  • lack of knowledge
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7
Q

what influences obedience rates

A
  • proximity
  • prestige (looking the part)
  • ally
  • responsibility
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8
Q

persuasion

A

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

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9
Q

what influences persuasion

A
  • confidence
  • charisma
  • status
  • similarity
  • humor
  • popularity
  • (perceived) expertise
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10
Q

source persuasion

A

credibility
status
trustworthiness
expertise
authority
speech
ratelikeability
popularity
attractiveness
similarity

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11
Q

message persuasion

A

arguments
primacy/recency effect
one or two-sided
discrepancyemotions
fear appeals
positive feelings
perceived manipulation

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12
Q

audience persuasion

A

ability
motivation/interest
low self-esteem
high distraction
age

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13
Q

elaboration-likelihood model

A

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

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14
Q

compliance

A

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)

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15
Q

compliance techniques

A
  • consistency
  • reciprocity
  • commitment
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16
Q

lowball technique

A

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

17
Q

door-in-the-face technique

A

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

18
Q

conformity

A

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

19
Q

private conformity

A

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

20
Q

public conformity

A

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

21
Q

what influences conformity

A
  • size of the group
  • uncertainty
  • familiarity
  • unanimity of majority
  • group cohesion
  • private response
  • mere presence
22
Q

social facilitation

A

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

23
Q

social inhibition

A

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

24
Q

deindividuation

A

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

25
Q

drive theory

A

psychoanalytic theory in which major emphasis is placed on thelibido, the stages ofpsychosexual development, and theidinstincts or drives (FREUD)

Human and Society (9 decks)

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