Social Influence Flashcards

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1
Q

a change in behavior due to commands of others

A

obedience

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2
Q

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

A

compliance

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3
Q

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

A

conformity

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4
Q

Cialdini’s 6 principles of compliance

A

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…”)

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5
Q

compliance strategy

small request, then large request

A

foot-in-the-door technique

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6
Q

compliance strategy

larger request (refusal), then small request

A

door-in-the-face technique

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7
Q

compliance strategy

offered deal, then offered addition

A

that’t not all technique

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8
Q

compliance strategy

initial agreement then add cost

A

lowballing

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9
Q

compliance strategy

initial commitment, then not available and more costly option offered

A

bait and switch

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10
Q

compliance strategy

label assigned to person, then request made consistent with label

A

labeling

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11
Q

based on accepting evidence about reality provided by other people

A

informational influence in conformity situations

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12
Q

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

A

normative influence in conformity situations

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13
Q

an optical illusion

A

autokinetic effect

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14
Q

factors influencing with people conform

A
group size
cohesiveness of group
unanimity in group
status of group members
prior commitment
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15
Q

resisting conformity

A

reactance and desire for uniqueness

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16
Q

factors that influence minority influence

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