Social Influence Flashcards
a change in behavior due to commands of others
obedience
yielding to a direct, explicit appeal meant to produce certain behavior or agreement to a particular point of view
compliance
a change in behavior or attitude brought about by a desire to follow the beliefs or standards of others
conformity
Cialdini’s 6 principles of compliance
friendship/liking (tupperware parties)
commitment/consistency (signing contracts)
scarcity (“last chance to buy”)
reciprocity (free samples)
social validation (“everyone’s doing it!)
authority (“4 out of 5 dentists agree…”)
compliance strategy
small request, then large request
foot-in-the-door technique
compliance strategy
larger request (refusal), then small request
door-in-the-face technique
compliance strategy
offered deal, then offered addition
that’t not all technique
compliance strategy
initial agreement then add cost
lowballing
compliance strategy
initial commitment, then not available and more costly option offered
bait and switch
compliance strategy
label assigned to person, then request made consistent with label
labeling
based on accepting evidence about reality provided by other people
informational influence in conformity situations
based on a person’s desire to fulfill other’s expectations, often to gain acceptance
normative influence in conformity situations
an optical illusion
autokinetic effect
factors influencing with people conform
group size cohesiveness of group unanimity in group status of group members prior commitment
resisting conformity
reactance and desire for uniqueness