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
