Social Influence

Question 1

Social Influence

Answer 1

Process whereby attitudes and behavior are influenced by the real or implied presence of other people

Question 2

Compliance

Answer 2

Superficial, public and transitory change in behavior and expressed attitudes in response to requests, coercion or group pressure

-> negative reference group has enormous power to produce compliance

Question 3

Reference group

Answer 3

Kelley term of a group that is psychologically significant for our behavior and attitudes. We seek to behave in accordance with norms (positive) or in opposition to their norms (negative)

• > positive reference group is a source of conformity

Question 4

Conformity

Answer 4

Tendency to change our behavior/beliefs in ways that are consistent with group norms

Question 5

Dual process dependency model

Answer 5

general model of social influence in which two separate processes operate; dependency of others for social approval and for information about reality
- people are influenced by either informational or normative factors
they are dependent on others because
(1) Information that removes ambiguity and establishes subjective validity or
(2) reasons for social approval and acceptance

Question 6

Five bases of social power

Answer 6

1 Reward power
2 Coercive power ( ability to give punishment for non- compliance)
3 Informational power
4 Expert power
5 Legitimate Power
6 Referent power ( identification with/ attraction to or respect for the source of power)

Question 7

Agentic state

Answer 7

a frame of mind thought by Milgram to characterize unquestioning obedience, in which ppl as agents transfer personal responsibility to the person giving orders

Question 8

Immediacy of the victim

Answer 8

how close or obvious the victim is to the participant

Question 9

Immediacy of the authority figure

Answer 9

how close or obvious the authority figure is to the participant

Question 10

Legitimacy of authority figure

Answer 10

mere emblems of authority create unquestioning obedience

Question 11

Conformity

Answer 11

deep seated, private and enduring change in behavior and attitudes due to group pressure

Question 12

Frame of reference/ Relevant Social Comparative Context

Answer 12

Complete range of subjectively conceivable positions on some attidudinal behavioral dimensions, which relevant ppl can occupy in a particular context

Question 13

personal attributes that predispose people to confirm

Answer 13

1 low self-esteem
2 high need for social support / approval
3 need for self control
4 low IQ
5 high anxiety, feelings of blame and insecurity in group

(:::)

Question 14

Gender difference conformity

Answer 14

women conform slightly more , women conform more on masculine tasks and vice versa

Question 15

Speaking from ignorance effect

Answer 15

a layperson is invited by a group of experts to offer an opinion

Question 16

Informational Influence

Answer 16

we need to feel confident that our beliefs, perception and feelings are correct
- it affect as when we are uncertain ( e.g. because of social disagreement)

Question 17

Normative Influence

Answer 17

affects us when we believe that the group has power and ability to reward or punish -> to believe this we need to believe that we are under surveillance of the group

-> to gain social approvsl and to avoid disapproval

Question 18

Referent Informational Influence

Answer 18

Pressure to conform to a group norm that defines oneself as a group member ( conform with group we belong to)

Question 19

three things that make people conform

Answer 19

1 informational influence
2 normative influence
3 ingroup belonging and have the same norms

Question 20

Minority Influence

Answer 20

Social influence processes whereby numerical or power minorities change the attitudes of the majority

Question 21

Conformity bias

Answer 21

tendency for social psychology to treat group influences as a one way process in which individuals or minorities always confirm to majorities

-> because they are dependent on them for normative / informative reasons

Question 22

three ways of how people respond to social conflict within a group :

• Conformity
• Normalization
• Innovation

Answer 22

Conformity: majority influence in which majority persuades minority or deviates to adopt the majority viewpoint

Normalization : mutual compromise leading to convergence ( Annäherung)

Innovation : minority creates and accentuates conflict in order to persuade the majority to adopt the minority viewpoint

Question 23

Conversion effect

Answer 23

when minority influence brings about a sudden and dramatic internal and private change in the attitudes of the majority

Question 24

Social Impact Theory

Answer 24

the effect that other people have on our attitudes and behavior, usually as a consequence of factors such as group size, and temporal and physical immediacy

Question 25

Norms and reasons why we follow them

Answer 25

• Norms: Accepted ways of thinking, feeling, behaving
• Why do we follow norms? – Make life easier
– Rewards for following norms
– Internalization of norms

Question 26

three different kinds of norms

Answer 26

A. Norm of reciprocity
– When someone provides you with a benefit, it is appropriate for you to return the favor
• B. Norm of social commitment
– Keeping our promises and honoring our commitments
• C. Conforming to group norms
– Tendency to follow attitudes and behavior of the group

Question 27

Facors Affecting Minority Influence

Answer 27

• Consistency
• Investment
• Self-interest
• Ingroup vs outgroup members
• Flexibility

Question 28

Compliance versus Conversion

Answer 28

• Majority influence:
– Compliance (direct influence)
• Minority influence:
– Conversion (indirect influence)