Social Influence Flashcards
What is social influence?
The many ways people affect one another, including changes in attitudes, beliefs, feelings, and behavior resulting from the comments, actions, or even the mere presence of others
What is conformity?
Changing one’s beliefs or behavior to more closely align with those of others, in response to explicit or implicit pressure (real or imagined) to do so
What is compliance?
responding favorably to an explicit request from another person, regardless of their status
What is placebic information?
filler info to make argument more valid
What is the chameleon effect?
psychological phenomenon that describes the tendency to unconsciously mimic the behaviors of others
What is the foot in the door technique?
A compliance approach that involves making an initial small request with which nearly everyone complies, followed by a larger request involving the real behavior of interest
What is pluralistic ignorance?
A phenomenon whereby people act in ways that conflict with their true attitudes or beliefs because they believe others don’t share them
What is descriptive norm?
The behavior exhibited by most people in a given context
What is prescriptive norm?
The way a person is supposed to behave in a given context
What is norm of reciprocity?
A norm dictating that people should provide benefits to those who benefit them ; feel obligated to give to someone who has given to us
What is the door in the face technique?
Mark a large request that will certainly be refused, followed by a smaller request
What is the scarcity norm?
a technique for increasing compliance in which target individuals are told that they have only limited time to take advantage of some offer or to obtain some item
What is loss aversion?
a cognitive bias that describes the tendency to perceive losses as more significant than gains of the same magnitude
What is internalization?
Private acceptance of a proposition, orientation, or ideology
How can positive emotions increase rates of compliance?
Mood maintenance; people want to maintain a positive mood so they agree more easily and it feels good to say yes
How do negative emotions influence conformity?
Negative state relief; more likely to agree to a request when experiencing a negative emotion because it may make us feel better
Guilt; may feel more obligated to help someone if we feel guilty
What are the results of milgram’s study?
despite potential harm to another person, 62.5% of participants completed the experiment
What influenced participants in milgram’s experiment?
the closer the teachers were to the learner, physically and psychologically the less shock they tended to administer
What is automatic mimicry?
mindlessly imitating other people’s postures, mannerisms and expressions
Why do we do automatic mimicry?
thinking about a behaviour makes you more likely to perform that behaviour and we reflectively facilitate positive social interactions
What is acceptance?
Both acting and beliving in accord with social pressures
What is the autokinetic illusion study?
the autokinetic illusion is that a stationary point of light will appear to move in a dark room
what is informational social influence?
The influence of other people that results from taking their comments or actions as a source of information about what is correct, proper, or effective
When is informational social influence more likely?
when the situation us ambiguous or difficult
