Social Influence Key Terms

Question 1

Compliance

Answer 1

When an individual accepts influence because they hope to achieve a favourable reaction from those around them. An attitude or behaviour is adopted not because of its content, but because of the rewards or approval associated with its adoption.

Question 2

Conformity

Answer 2

A form of social influence that results from exposure to the majority position and leads to compliance with that position. It is the tendency for people to adopt the behaviour, attitudes and values of other members of a reference group.

Question 3

Identification

Answer 3

A form of influence where an individual adopts an attitude or behaviour because they want to be associated with a particular person or group.

Question 4

Internalisation

Answer 4

When an individual accepts influence because the content of the attitude or behaviour proposed is consistent with their own value system.

Question 5

Informational Social Influence

Answer 5

A form of influence, which is the result of a desire to be right - looking to others as a way of gaining evidence and information about reality.

Question 6

Normative Social Influence

Answer 6

A form of influence whereby an individual conforms with the expectations of the majority in order to gain approval or to avoid social disapproval (compliance).

Question 7

Social Roles

Answer 7

The behaviours expected of an individual who occupies a given social position or status.

Question 8

Agentic State

Answer 8

When a person sees themself as an agent for carrying out another person’s wishes.

Question 9

Legitimate Authority

Answer 9

A person who’s perceived to be in a position of social control within a situation.

Question 10

Authoritarian Personality

Answer 10

A distinct personality pattern characterised by strict adherence to conventional values and a belief in absolute obedience or submission to authority.

Question 11

Dispositional

Answer 11

Explanations of behaviours emphasise them being caused by an individual’s own personal characteristics rather than situational influences within the environment.

Question 12

F-scale

Answer 12

Also known as the ‘California F scale’ or the ‘Fascism scale’, the F scale was developed in California in 1947 as a measure of authoritarian traits or tendencies.

Question 13

Right-wing Authoritarianism

Answer 13

A cluster of personality variables (conventionalism, authority submission and authoritarian aggression) that are associated with a ‘right-wing’ attitude to life.

Question 14

Externality

Answer 14

Individuals who tend to believe that their behaviour and experience is caused by events outside their control.

Question 15

Internality

Answer 15

Individuals who tend to believe that they are responsible for their behaviour and experience rather than external forces.

Question 16

Locus of Control

Answer 16

People differ in their beliefs about whether the outcomes of their actions are dependent on what they do (internal) or on events outside their personal control (external).

Question 17

Social Support

Answer 17

The perception that an individual has assistance available from other people and that they’re part of a supportive network.

Question 18

Commitment

Answer 18

The degree to which members of a minority are dedicated to a particular cause or activity. The greater the perceived commitment, the greater the influence.

Question 19

Consistency

Answer 19

Minority influence is effective provided there is stability in the expressed position over time and agreement among different members of the minority.

Question 20

Flexibility

Answer 20

A willingness to be flexible and to compromise when expressing a position.

Question 21

Minority Influence

Answer 21

A form of social influence where members of the majority group change their beliefs or behaviours as a result of their exposure to a persuasive minority.

Question 22

Social Change

Answer 22

When a society or section of society adopts a new belief or way of behaving which then becomes widely accepted as the norm.

Question 23

Social Norms Interventions

Answer 23

These attempt to correct misperceptions of the normative behaviour of peers in an attempt to change the risky behaviour of a target population.