Social Influence Flashcards
Compliance Techniques - Reciprocity
- Door in the face
2. Thats not all technique
Compliance Techniques - Commitment
- low ball procedure
2. the lure effect
Compliance Techniques - Consistency
- foot-in-the-door
Compliance Techniques - Scarcity
- deadline technique
2. playing hard-to-get
Why do we conform?
- informative social influence
- normative social influence
fallacies in conforming
- actor-observer bias
2. introspection illusion
factors in conforming
- commitment and cohesiveness
- group size
- group unanimity
- culture
definition of conforming
through norms about how to behave in a given situatio
definition of compliance
through direct request
definition of obedience
through direct orders from authorities (or perceived authorities)
experiments of obedience
- milgirms obedience test
2. police conducting strip searches
principles of compliance
- friendship/liking
- commitment/consistency
- scarcity
- reciprocity
- social validation
- authority
mood and compliance
happy - heuristic processing
forms of unintentional social influence
- emotional contagion/social contagion
- the two-factor theory of emotion must be able to interpret emotion
- mirror neurons - symbolic social influence
- modeling (observational learning)
definition of social influence
efforts by one or more individuals
to change the attitudes, beliefs, perceptions or behaviors
of one or more others