Social Influence Flashcards
What is Conformity?
Individuals change their attitudes/behavior to adhere to social norms.
What are Social Norms?
Rules indicating how to behave in certain situations.
What are the two types of Social Norms?
Explicit (Written) and Implicit (Unwritten)
Who is Solomon Asch?
Conducted line conformity experiment.
What are four reasons people conform?
Informational social Influence, normative social Influence, cohesiveness, and group size.
What is Informational Social Influence?
Conforming based on desire to be correct.
What is Normative Social Influence?
Conforming due to desire to be liked & accepted.
What is cohesiveness?
Accepting Influence from those we like.
What are two reasons for resisting pressure to conform?
Reactance (reacting against threats to personal freedom by asserting that freedom), asserting uniqueness.
What is Compliance?
Type of social Influence in which a person changes attitudes or behavior in response to another’s direct request.
What are the six principles of compliance?
Friendship/liking, commitment and consistency, scarcity, reciprocity, social validation, and appeals to authority.
What is Friendship/Liking in Compliance?
If someone likes you, they are more apt to agree with your request.
What is Commitment & Consistency in Compliance?
Once we make a choice or take a stand, we encounter pressure to behave consistently with that commitment.
What is the Foot-In-The-Door phenomenon / Lowballing?
Agree to something little and then agree to something big.
What is Bait-and-Switch?
“Oh we just sold our GREAT deal, but this is just as good!”
What is Effortful Commitment in Compliance?
Change attitude about the ends to justify the means.
What did Aronson & Mills do?
Discovered that women in the high effort group that had to read an explicit passage to enter a discussion group rated the boring discussion group as more interesting than the control participants.
What is Scarcity in Compliance?
Opportunities seem more valuable when they are less available.
What is Reciprocity in Compliance?
We should try to repay what another has provided us.
What is the Door-in-the-Face phenomenon?
Given a large request, asked to agree to a smaller request.
What is Social Validation in Compliance?
We view behavior as correct because we see others performing that behavior.
What is Appeals to Authority in Compliance?
Complying because your compliance appeals to an authority figure.
What is Obedience?
Type of social influence in which a person obeys a direct order from another to perform an action.
What did Stanley Milgram do?
He conducted the Obedience Experiments with the fake shock box.
