Social influence

Question 1

Summarise social influence

Answer 1

Collection of of ways people impact each other. Changes in attitudes, feelings or behaviours resulting from real or imagined presence of others

Question 2

Define conformity

Answer 2

Changing behaviour in response to real or imagined presence of others

Question 3

Compliance is…

Answer 3

Changing behaviour by responding favourably to an explicit request, possibly to a superior

Question 4

Define obedience

Answer 4

Responding to an explicit request from someone who has power over you

Question 5

Describe the negatives of Zimbardo’s study

Answer 5

Zimbardo took on 2 roles and lost objectivity. Participants lost personal identity

Question 6

List the way social influence increases in strength

Answer 6

Conformity (do as others do), compliance (do as others want), obedience (do as others command)

Question 7

Explain normative social influence

Answer 7

Provoked by peer pressure, use other’s behaviour and comments as a guide to avoid disapproval.

Question 8

Describe Sherif’s informational influence

Answer 8

‘How much did light move?’ Didn’t move at all, but situation is ambiguous and difficult. Judgements converged to group norm, used other’s answers as a source of info. Believe and internalise

Question 9

Asch’s normative influence involved…

Answer 9

Judge whether lines are same length. 1 real ppt in group of confederates, participants conformed on 1/3rd of trials, 75% conformed at least once. Unambiguous, conform on outside, not inside (temporary public compliance)

Question 10

The 2 conformity types are…

Answer 10

Informational -> other people are useful sources of info about what is appropriate. Normative -> We want to be accepted by others, so we do what they do as going against them would cause conflict and disapproval

Question 11

State the factors influencing conformity (5)

Answer 11

Group size (3 enough to elicit conformity), unanimity (break reduces conformity), status (disapproval of high status hurts more), culture (collectivist + females conform more), construal of disagreement (good reason not to conform, then wont)

Question 12

Define foot-in-the-door technique

Answer 12

First small, initial request which is easy to accept and then a larger one

Question 13

Freedman & Fraser’s study looked into what?

Answer 13

Display small sign in window, then large sign in yard. Agreed to large sign = 17% without asking small first, 76% for asking small then large

Question 14

The difference between compliance and obedience is…

Answer 14

Obedience is where someone has power over you

Question 15

Name the 3 main types of compliance

Answer 15

Reason-based, emotion-based, norm-based

Question 16

Describe reason-based conformity

Answer 16

Reciprocal concessions (door-in-the-face) - ask for large favour then real modest request

Question 17

Explain Cialdini’s study on reason-based conformity

Answer 17

Chaperone juveniles on a zoo trip? Counsel them for 2hrs a week for 2 years? If not, then zoo trip. Compliance = 17%/50%

Question 18

Summarise Burger’s study using the that’s-not-all-technique

Answer 18

Cupcake and 2 cookies for $0.75 or cupcakes for $0.75, plus 2 cookies for free. 40% vs 73%. Add on feels like a gift, norm of reciprocity

Question 19

By legitimising tiny contributions, you do which 2 things with the even-a-penny-helps technique?

Answer 19

Invalidate thought that someone can’t afford to give and make people feel ok about giving small contributions. Increases amount of people who donate but doesn’t lower amount given