Social Influence Flashcards
_________________ occurs when, as the result of real or imagined social pressure, a person shifts his or her actions in a way so that they correspond to those of other people.
Conformity.
Early research on conformity by Sherif (1935) made use of the ______________________, a perceptual phenomenon in which a stationary point of light appears to move in a darkened room. When participants were asked how much the point had moved alone, the answers varied; when asked together, a _____________ effect occurred, and estimates usually conformed to the group norm.
- Autokinetic effect
- Convergence
Research on conformity found that a person is less likely to conform if _________ group member(s) disagree(s) with group norms, or when the person can express his/her opinion _________________.
- Even one
- Anonymously
______________ refers to changes in behavior that occur in response to explicit or implied requests.
Compliance.
The _________________ is a two-step process that invovles first making a small request and, when that request is accepted, making a larger request that is the one that is actually desired.
Foot-in-the-door technique.
The ______________________ involves first making a large request and, when the request is rejected, making a smaller request that is the one that is actually desired.
Door-in-the-face technique.
Best known for research on obedience to authority were the experiments conducted by ____________ (1963) at _____________.
- Milgram
- Yale
According to Kelman (1961), _________________ can have one of three effects on behavior and attitudes: Compliance, identification, and/or internalization.
Social influence.
_______________ occurs when the person changes her behavior to obtain a reward or avoid punishment; it is public and does not involve a private change in opinions or attitudes.
Compliance.
_________________ occurs when the person changes her behavior because she wants to be liked by or identified with another person. In this case, behavior change reflects a private change in opinion or attitude, but the change is maintained only as long as the person continues to like or admire the influencing agent.
Identification.
__________________ occurs when the individual changes her behavior because she actually (privately) accepts the beliefs or attitudes of another person.
Internalization.
________________ was investigated by Moscovici (1985), who argues that, to influence other members of a group, the member or members holding the minority position must adopt different strategies than those who agree with the majority opinion.
Minority influence.
Research has shown that people often comply with the majority for ___________________ (e.g., to be liked or avoid punishment) but comply with a minority for _______________________ (e.g., because the minority has caused them to reevaluate their beliefs). Thus, minority influence is more likely to effect real change in attitudes, beliefs, and behaviors.
- Normative reasons
- Informational reasons
Brehm’s (1972) theory of _____________________ predicts that, when an attempt at social influence causes a person to feel a loss of personal freedom, the person may respond by acting in a way that is the opposite of what is desired.
Psychological reactance.
French and Raven (1959) distinguish between 6 bases of social power:
- _____________: The influencing agent has control over punishments.
- _____________: The influencing agent has control over rewards and resources
- _____________: The agent is believed to have superior ability, skills, or knowledge
- _____________: The target person is attracted to, likes, or identifies with the influencing agent
- _____________: The target person believes the influencing agent has legitimate authority
- _____________: The agent possesses specific information that is needed by the target person
- Coercive
- Reward
- Expert
- Referent
- Legitimate
- Informational
