Social Influence And Behaviour In Groups Flashcards
Social facilitation
An increased tendency to perform one’s dominant responses in the mere presence of others
Norm of reciprocity
The expectation that when others treat us well, we should respond in kind
Door-in-the-face technique
A persuader makes a large request, expecting you to reject it and then presents a smaller request
Foot-in-the-door technique
A persuader gets you to comply with a small request first and later presents a larger request
Lowballing
A persuader gets you to commit to some action and then- before you actually perform the behaviour- he or she increases the ‘cost’ of that same behaviour
Social norms
Shared expectations about how people should think, feel and behave
Social role
A set of norms that characterises how people in a given social position ought to behave
Conformity
The adjustment of individual behaviours, attitudes and beliefs to a group standard
Informational social influence
Following the opinions or behaviour of other people because we believe that they have accurate knowledge and that what they are doing is right
Normative social influence
Conforming to obtain the rewards that come from being accepted by other people while at the same time avoiding their rejection
Referent informational influence
Individuals will be influenced primarily by members of the groups they identify with i.e reference groups
Social loafing
The tendency for people to expend less individual effort when working in a group than when working alone
Social compensation
Working harder in a group than when alone to compensate for other members’ lower output
Group polarisation
When a group of like-minded people discusses an issue, the ‘average’ opinion of group members tends to become more extreme
Groupthink
The tendency of group members to suspend critical thinking because they are striving to seek agreement
Deindividuation
A loss of individuality that leads to disinhibited behaviour
