Social Influence Flashcards
Social influence
Attitudes and behaviour influenced by real or implied presence or other people
Compliance
Surface changes in behaviour; cognition do not change
Desired response
Social exchange
Foot in door technique
FREEDMAN & FRASER (1966)
Smaller request virtually everyone agrees to, followed by large r quest
(55% vs 17%)
Commitment to course of action
Door in face technique
CIALDINI ET AL (1975)
Larger request rejected; followed by smaller reasonable request
3x more likely to comply
Low-balling
CIALDINI ET AL (1978)
People do not change their mind after committing to a course of action
MILGRAM (1960)
Performance of an action in direct response to an order from authority
Social facilitation
ZAJONC (1965)
Presence of others leads to arousal- likelihood of performing dominant response
In difficult tasks dominant response usually wrong
MARKUS (1978)
Dressing and undressing
Easy- audience improved performance
Difficult- audience impaired performance
Social loafing
Individuals work as group and generate less effort
Why loaf
GREEN (1981)
Evaluation apprehension- tasks are uninteresting, anonymous
Output equity- expect others to loaf
Matching to a standard- no clear performance standard to match
ASCH (1955)
Line judgement task
3/4 confirmed to group
Error rate= 36.8%
Conformity
TURNER (1991)
Informational influence- looking to others for help
Normative- fear of appearing foolish
Referent informational influence- derive identity from major response
Blue slides green
MOSCOVICI (1980)
Inconsistent= 8% Consistent= 1.25%
Minority influence
Consistent over time
Provide an alternative
Unbiased
Flexible
Deinduviduation
Weakened sense of personal identity
Feel anonymous and less responsible
