SP Chapter 10: Norms and behaviour Flashcards
why are norms powerful
because they can influence group members behaviour without any kind of outside enforcement
welke norm word in welke situatie gevolgd
de norm die het makkelijkste geactiveerd kan worden, die wordt dan ook meer accessible bij andere situaties
norms must be … before they can guide behaviour
activated
norms can be activated via 4 processes
- direct reminders
- environmental cues
- when we are in a group
- deindividuation
direct reminders of norms
signs, instructions, handbills, flyers etc.
environmental cues
activate both descriptive and injunctive norms
- silence in library
- littered beach -> zelf ook meer litteren
- sound of a siren, pull over
hoe maken groepen normen
groepen maken normen meer salient: daardoor worden de normen meer accessible
deindividuation
extreme vorm, waarin group identity dominates personal identity.
wordt increased als er anonimiteit is of indistinguishable in a group –> more violence, more antisocial
norms must be … before they can guide behaviour
activated
how can norms be activated
- direct reminders (symbols)
- environmental cues (littering)
- watching other’s behaviour
deindividuation =
when people see themselves as purely part of a group, and behaviour is likely determined by the group norms alone
deindividuation has the power to…
make individuals join in on the behaivour of whatever the group is doing
4 things of the stanford prison experiment that you need for the results
- direct reminers of experimenters: zo wisten de guards wat van hen verwacht werd
- environmental cues -> guard uniform, ankle bracelets of prisoners
- establish in-group solidarity, and break cohesion of the outgroup
- guards glasses -> anoniem, en prisoners numbers -> anoniem. hierdoor werden group identities meer salient dan individual identities
3 manieren waarop wij descriptive norms verkeerd opvatten
- salient information: dus alleen de extremen herinneren
- media: does not portray reality
- vergeten dat wij vaak alleen contact hebben met ingroup
the power of descriptive norms…
even when they are misconceptions, the perception of what others do can guide our behaviour (hoewel het ook wel helpt om descriptive norms aan te passen -> minder drinken etc).
voorbeeld misinterpret injunctive norms
When asked whether tanning and sunscreen
use were good or bad, women participants first reported their own views, and
then reported their perceptions of other women’s views (Reid & Aiken, 2013). Consistent
with findings on descriptive norms, most women misperceived injunctive norms—
they believed more women thought tanning was good and use of sunscreen was bad
than was actually the case. The women were then assigned either to a control group or
a norm group. Those in the control group received a standard pamphlet advocating the
use of sun protection. Those in the norm condition got this pamphlet plus information
about the actual injunctive norm from the sample and how their estimates compared
to the true norm. This norm intervention proved effective. Four weeks later, those in
the norm condition not only reported greater intentions to use sun protection but
were also actually wearing a hat and using sunscreen more frequently than those in the
control group.
-> women believed that other women thought tanning was good, and use of sunscreen was bad. -> information about the injunctive norm (compared to only pamplet over sunprotection) leidde tot meer sun screen use
dus wat is de interplay tussen injunctive en descriptive norms
when they mismatch (dus injunctive zegt tegenovergestelde als descriptive) zijn de behavioural intentions even laag als wanneer beide norms negatief zijn.
dus:
+/+ = goed!
+/- = -/- (als er verschil is, gelijk geen behavioural intentions)
dus injunctive en descriptive norms moeten favorable zijn, en matchen -> when injunctive norms are sincere
wat gebeurt er als je een type of norm presenteerd
dan moeten mensen de anderen imaginen, en als die dan positief is => gedragsverandering. dus kan handig zijn om soms alleen 1 norm te presenteren
wat is het verschil in effect van descriptive en injunctive norms
descriptive norms zijn cognitief makkelijker (gewoon volgen wat anderen doen, minder systematic processing).
maar als er motivatie + ability is om systematic processing aan te gaan -> dan heeft injunctive meer effect
2 manieren waarop norms behaviour affecten
- enforcement: rewards/punishments van group (normative)
- private acceptance: echt denken dat het goed is (informative?)
Construction of Reality
Every situation can be interpreted in multiple ways, making different norms applicable.
Pervasiveness of Social Influence
Social norms influence our actions, even when we are not physically in the group.
norm of reciprocity
one of the most prevalent social norms, directs us to return to others favors, goods, services, and concessions they offer to us.
universal, alleen een paar mensen (kinderen, zieken, ouderen) hebben een pass
how can the norm of reciprocity work in our disadvantage
This norm can sometimes be activated to our disadvantage, such as when people give us small favors to induce us to return something of greater value. Because concessions are also supposed to be reciprocated, this can leave us vulnerable when others use the door-in-the-face technique, making a concession following our refusal to comply with a large demand. We feel obligated to make a concession in return.
welke norm gebruikt de door-in-the-face technique
norm of reciprocity
door in the face technique
The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down, much like a metaphorical slamming of a door in the persuader’s face. The respondent is then more likely to agree to a second, more reasonable request, than if that same request is made in isolation
dus eerst large request -> deny -> smaller request
3 factoren voor success van door in the face technique
- initial request must be large, but not too large
- give the person the opportunity to compromise for refusing the first request, by accepting the second
- second request must be related to the first, and asked by the same person
hoe werkt het internally
je ziet het als een soort van: the other person is giving something up -> guilt -> damaged sense of self -> repair
norm of social commitment =
encourages people to stand by their agreements and fulfill their obligations.
want consistent behaviour of a group is needed for effective functioning of groups, en trust is build .
welke technique hoort bij low balling technique
norm of social commitment
low balling technique
when they make a deal and then discover there are hidden costs. People usually stick to the deal even though it has changed for the worse.
(bv dog on leash, daarna pas er achter komen dat diegene een half uur weggaat)
nadelen van norm of social reciprocity and social commitment
cooporation and coordination in groups possible -> master environment -> social connectedness
nadelen van norm of social reciprocity and social commitment
make us do things we do not want to do
milgrams experiment
delivering shocks to participants (based on WWII)
key terms for milgrams experiment =
obedience to authority
2 voorwaarden voor obedience to authority
- authority must accept responsibility
- authority must be legitimate
once obedience occurred, it can be maintained or escalated by gradual entrapment and the impact of justification processes
oke
norm of obedience to authority =
shared view that people should obey commands given by a person of legitimate authority
authority derives from …
status! not just form any particular person.
hoe zie je legitimacy en acceptance of responsibility in milgram
- legitimacy: lab coats, official setting
- accept responsibility: affirmations
agentic state
doordat authority responsibility accepteerde, kwamen de participanten in agentic state: see themselves as merely the agent of the authority figur (therefore their own norms and values are not consulted)
responsibility can be diffused as well….
subtasks: they seam harmless. -> een persoon learning, andere shocks = 83% van de mensen gaan door.
wat gebeurde er toen er geen authority figuur was
toen refusen de participanten om de shocks te geven.
what happened when the learner was brought in closer
minder obedience, want andere normen worden geconsult. (40% obeyed)
does psychological distance work?
yes -> aannemen dat de participant gestraft moet worden
hoe speelt social identification een rol in obedience
mensen die indentificeren met de groep of authority are more likely to follow the orders
maintaining and escalating obedience…
once obedience exist, other processes help to maintain or even escalate it
hoe speelt norm of commitment een rol in milgram
gradually, dus je hebt al ja gezegd. dan blijf je doorgaan.
= gradual escalation
dissonance effect on obedience.
help maintain it!!
want cognitive dissonance (denken dat we een goed persoon zijn, maar toch shocks geven) leidt tot justification van het gedrag ((focus on positive, denying free choice, or defending honor etc).
welke 3 dingen leiden tot resistance van norms
- reactance
- systematic processing
- using norms against norms
reactance =
by fighting against threats to their freedom of action when they do not privately accept norms or when they believe they are inappropriate.
dus when normative pressure is inappropriate or illegitimate (hunger games)
systematic processing
- how are the norms used?
- question relationship: are the group norms comparable to your own individual identity?
- what are others’ views on this situation?
using norms against norms
to break down an existing norm
and forge or exploit an alternative consensus that makes a different course of behavior
the appropriate one.
strenght in a norm depends on..
the consensus it represents.
the best way to resist norms is…
forming new norms that can guide changed behaviour
norms can fullfill the needs…
mastery & connectedness
norms can only influence behaviour if they are …
accessible
attitudes and norms can change behaviour via 2 pathways:
- superficial -> direct and automatically (when we dont have motivation or resources/capacity) -> bv implicit attitudes en norms.
- systematic/thoughtful route: indirectly affect behaviour via influencing our intentions to act.
via theory of reasoned action and theory of planned behaviour
theory of planned behaviour =
The theory that attitudes, social norms, and perceived control combine to influence intentions and thus behavior.
Theory of reasoned action =
The theory that attitudes and social norms combine to produce behavioral intentions, which in turn influence behavior.
what is the difference between theory of reasoned action and planned behaviour =
The theory of reasoned action (TRA) is a special case of the theory of planned behavior (TPB). The only difference between the two theories is that the TPB includes behavioral control as an additional determinant of intentions and behavior.
