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
experiments of conformity
- sherif
2. asch
symbolic social influence
- results from the mental representations of others and our relationships with them
thinking about others evokes relational schemas
goals associated
Why obey?
- authority
- status
- commands involves gradual escalation (foot-in-the-door)
- little time for systematic processing
theories associated with social identity
- minimal intergroup situation
- in-group favoritism effect
- group-serving bias
- out-group homogeneity effect
- assumed similarity effect
explicit measures vs. implicit measures of psychology
explicit: related to deliberative judgments
implicit: related to spontaneous, involuntary responses
how to create a common in-group identity?
- superordinate groups: setting a common goal so everyone will cooperate
- cross-cutting: thinking of other group members as individuals instead of a large representative group
realistic conflict theory
intergroup hostility that arises due to conflicting goals and competition over limited resources
why do we not conform?
- individuation: “need to be distinguishable from others”
- individual differences: “need for control”,
get their self-esteem more from internal states
self-fulfilling prophecies and prejudice
will elicit the behaviour that we actually expect from people
- treat them consistently with our stereotypes
- brings out the behaviour
- behaviour strengthens our faith
- stengthens our stereotype
stereotype threats
people feel that they are at risk of conforming to stereotypes about their social group
may actually cause them to behave in that certain way
how does group membership contribute to prejudice?
- group memberships enhances our self esteem
- in group bias develops
- out-group homogeneity develops; contributing to stereotypes
how does just-world beliefs contribute to blaming victims of injustice?
just world beliefs: believing the world is fair and outcomes are distributed equally
blaming victim allows us to continue seeing the world as a fair place
scapegoating vs. realistic conflict
when there is no actual cause of conflict (eg. no scare resource or govt. conflict), in groups often “INVENT” outgroups to blame for the situation
(not impt) 6 requirements of contact hypothesis
both sides must be:
- interdependent
- pursue a common goal
- equal status
- know one another in an informal, friendly setting
- exposed to multiple members of the other group
- must know the social norms of the other group
jigsaw classroom technique
fosters cooperation and interdependence in the classroom
The technique splits classes into mixed groups to work on small problems that the group collates into a final outcome
