Social Influence

Question 1

a change in behavior due to commands of others

Answer 1

obedience

Question 2

yielding to a direct, explicit appeal meant to produce certain behavior or agreement to a particular point of view

Answer 2

compliance

Question 3

a change in behavior or attitude brought about by a desire to follow the beliefs or standards of others

Answer 3

conformity

Question 4

Cialdini’s 6 principles of compliance

Answer 4

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…”)

Question 5

compliance strategy

small request, then large request

Answer 5

foot-in-the-door technique

Question 6

compliance strategy

larger request (refusal), then small request

Answer 6

door-in-the-face technique

Question 7

compliance strategy

offered deal, then offered addition

Answer 7

that’t not all technique

Question 8

compliance strategy

initial agreement then add cost

Answer 8

lowballing

Question 9

compliance strategy

initial commitment, then not available and more costly option offered

Answer 9

bait and switch

Question 10

compliance strategy

label assigned to person, then request made consistent with label

Answer 10

labeling

Question 11

based on accepting evidence about reality provided by other people

Answer 11

informational influence in conformity situations

Question 12

based on a person’s desire to fulfill other’s expectations, often to gain acceptance

Answer 12

normative influence in conformity situations

Question 13

an optical illusion

Answer 13

autokinetic effect

Question 14

factors influencing with people conform

Answer 14

group size
cohesiveness of group
unanimity in group
status of group members
prior commitment

Question 15

resisting conformity

Answer 15

reactance and desire for uniqueness

Question 16

factors that influence minority influence

Answer 16

consistency
confidence
flexible and open-minded, not rigid
not too deviant from the majority
originally help the majority position