Social Influence

Question 1

What is social influence?

Answer 1

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

Question 2

What is conformity?

Answer 2

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

Question 3

What is compliance?

Answer 3

responding favorably to an explicit request from another person, regardless of their status

Question 4

What is placebic information?

Answer 4

filler info to make argument more valid

Question 5

What is the chameleon effect?

Answer 5

psychological phenomenon that describes the tendency to unconsciously mimic the behaviors of others

Question 6

What is the foot in the door technique?

Answer 6

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

Question 7

What is pluralistic ignorance?

Answer 7

A phenomenon whereby people act in ways that conflict with their true attitudes or beliefs because they believe others don’t share them

Question 8

What is descriptive norm?

Answer 8

The behavior exhibited by most people in a given context

Question 9

What is prescriptive norm?

Answer 9

The way a person is supposed to behave in a given context

Question 10

What is norm of reciprocity?

Answer 10

A norm dictating that people should provide benefits to those who benefit them ; feel obligated to give to someone who has given to us

Question 11

What is the door in the face technique?

Answer 11

Mark a large request that will certainly be refused, followed by a smaller request

Question 12

What is the scarcity norm?

Answer 12

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

Question 13

What is loss aversion?

Answer 13

a cognitive bias that describes the tendency to perceive losses as more significant than gains of the same magnitude

Question 14

What is internalization?

Answer 14

Private acceptance of a proposition, orientation, or ideology

Question 15

How can positive emotions increase rates of compliance?

Answer 15

Mood maintenance; people want to maintain a positive mood so they agree more easily and it feels good to say yes

Question 16

How do negative emotions influence conformity?

Answer 16

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

Question 17

What are the results of milgram’s study?

Answer 17

despite potential harm to another person, 62.5% of participants completed the experiment

Question 18

What influenced participants in milgram’s experiment?

Answer 18

the closer the teachers were to the learner, physically and psychologically the less shock they tended to administer

Question 19

What is automatic mimicry?

Answer 19

mindlessly imitating other people’s postures, mannerisms and expressions

Question 20

Why do we do automatic mimicry?

Answer 20

thinking about a behaviour makes you more likely to perform that behaviour and we reflectively facilitate positive social interactions

Question 21

What is acceptance?

Answer 21

Both acting and beliving in accord with social pressures

Question 22

What is the autokinetic illusion study?

Answer 22

the autokinetic illusion is that a stationary point of light will appear to move in a dark room

Question 23

what is informational social influence?

Answer 23

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

Question 24

When is informational social influence more likely?

Answer 24

when the situation us ambiguous or difficult

Question 25

What is normative social influence?

Answer 25

conformity based on the desire to be liked or socially accepted

Question 26

How does group size influence conformity?

Answer 26

conformity increases as group size increases but only up to a point (4 people have more influence than 8)

Question 27

How does group unanimity influence conformity?

Answer 27

more conformity when group is unanimous but if onwards person have at least one other ally to break the conformity , the conformity rate dramatically decreases

Question 28

How does expertise and status influence conformity?

Answer 28

High status or expert group members have more social influence

Question 29

What type of social influence do experts exert more?

Answer 29

Informational social influence

Question 30

What type of social inflence do high-status people exert?

Answer 30

Normative social influence

Question 31

How does anonymity influence conformity?

Answer 31

When decisions can be made anonymously, people are much less susceptible to normative social influence

Question 32

How does ambiguity of the task influence conformity?

Answer 32

more susceptible to informational influence for difficult or ambiguous tasks