Social Influence

Question 1

What is social influence

Answer 1

if your attitudes and behavior are changed by the the influence of another person

Question 2

What are norms

Answer 2

attitudinal/behavioral uniformities that define a group membership and show a clear difference to other groups

Question 3

What is Compliance

Answer 3

that you apparently change your behavior related attitudes only temporary for a request of someone else
or because of group pressure

Question 4

What are the characteristics of compliance

Answer 4

• that you only change your attitudes publicly/ surface
• complying only if a request was made
• going along with others behavior (e.g. group)
• you are not privately/internally persuaded

Question 5

What is the Basis of compliance?

Answer 5

Power of others

Question 6

What means conformity

Answer 6

that you have enduring, private and long lasting changes in behavior and attitudes

-Reason: group pressure

Question 7

Characteristic of conformity

Answer 7

• based on accepting and internalizing social norms
• private acceptance

people think that the given norms are acceptable to use as a guideline

Question 8

How can you distinct between groups ?

Answer 8

1. Reference groups

2. Membership groups

Question 9

Reference groups

Answer 9

-psychologically important for our attitudes and behaviors
+ behaving in accordance to their norms
- behaving the opposite

Question 10

Membership groups

Answer 10

• the social group we belong to by some external criterions

+ gives us social validits
- pressure to compliance

Question 11

What are the psychological principles of compliance

Answer 11

1. Reciprocity
2. Social validation
3. Commitment/Consistency
4. Friendship/Liking
5. Scarcity
6. Authority

Question 12

Reciprocity

Answer 12

that if you do someone a favor you would expect that this person would do the same for you = counter performance

Question 13

Social validation

Answer 13

adaptation to social norm

a. Injunctive social norms
b. deskriptive social norms

Question 14

injunctive social norms

Answer 14

cognitive perception which behaviors are approved or disapproved by others

Question 15

Descriptive norms

Answer 15

observe what others do in the same situation

Question 16

Commitment/Consistency

Answer 16

avoiding cognitive dissonance (e.g, food in the door technique)

Question 17

Friendship

Answer 17

makes you more willing to comply to something (e.g. Tupperware party)

Question 18

Scarcity

Answer 18

decreasing availability (e.g. limited edition or only for short time)

Question 19

What is the relationship between reference groups and membership groups ?

Answer 19

that you are more influenced by the reference group than your actual membership group

Question 20

What is the dual-process dependency model

Answer 20

model of social influence
Processes:
1. dependency on others for social approval
2. dependency on others for information about reality

Question 21

What does power mean

Answer 21

capacity of a person to influence others

- resistance of a person being influenced

Question 22

What is influence?

Answer 22

power in action

Question 23

Basis/Types of social power

Answer 23

1. Reward power
2. Coercive power
3. informational power
4. Expert power
5. legetimate power
6. Referent power

Question 24

reward power

Answer 24

ability to give or promise rewards for compliance

Question 25

coercive power

Answer 25

ability to give or threaten punishment when you don't comply

Question 26

Informational power

Answer 26

targets belief; influencer has more information than oneself

Question 27

expert power

Answer 27

targets belief; influencer has greater expertise

Question 28

Legitimate power

Answer 28

targets belief; influencer is authorized to make decisions

Question 29

Referent power

Answer 29

Identification/ attraction to the source of influence

Question 30

Characteristics of power

Answer 30

- control of behavior through dominance

Question 31

Reasons for compliance

Answer 31

- pleasant atmosphere - reduce uncertainty - group pressure - avoide rejection

Question 32

Who conforms ?

Answer 32

1. individual differences - low self- esteem, - high anxiety - low IQ 2. Gender difference 3. Cultural differences - higher: collectivists - lower: individualist/independent

Question 33

What are situational factors influencing conformity

Answer 33

1. group size - linear effect of group size 2. group unanimity 3. normative pressure

Question 34

What is normative pressure?

Answer 34

most effective way to change behavior - pointing to established norms -rational process= constructing norm from other peoples behavior --> leads to approval of own behavior

Question 35

What are the components of the process of conformity

Answer 35

1. Informational influence 2. Normative Influence 3. Referent informational influence

Question 36

Informational influence

Answer 36

accepting information of a another source as prove for the reality - esp. with uncertainty = need for confidence - objective test against reality

Question 37

Normative Influence

Answer 37

conforming to the positive expectations of others Goal: gaining social approval - avoiding social disapproval = we think the group can judge about our behavior with reward and punishment Effectiveness: under observation of others Consequence= surface compliance

Question 38

Referent Informational influence

Answer 38

if you feel under pressure to conform to a group norm that in general defines you as a group member - conformity because of group membership Conformity to a norm not to people ``` function of other people: source of information about the in-group norm ---> internalization of the group norm ```

Question 39

Why do people conform ?

Answer 39

feel sure about that their perceptions/ opinions are correct - getting social approval for their behavior - develop a social identity as a group member

Question 40

What is agentic state?

Answer 40

if people only follow instruction without questioning them | --> transfer of responsibility to the authority

Question 41

What influences obedience? (Situational factors)

Answer 41

1. Immediacy of the victim 2. immediacy of the authority figure 3. Group pressure 4. Degree of social support for obedience or disobedience 5. Legitimacy of authority figure

Question 42

Immediacy of the victim

Answer 42

how close the victim is to the participant

Question 43

Immediacy of the authority figure

Answer 43

if other obedience people are present (committing themselves to it)

Question 44

legitimacy of the authority figure

Answer 44

person looks like an authority (white coat) | ---> unquestioned obedience

Question 45

what is the convergence effect

Answer 45

development of groups = using the behavior of others to establish range of possible behavior . what kind of behavior is allowed and what not = frame of reference