Test 3 (Ch. 8-10) Flashcards
conformity
YOU change your behavior to fit in with a group or to match others, nobody is telling you to change
compliance
changing your behavior in response to a DIRECT REQUEST
obedience
changing your behavior because of a DIRECT REQUEST from AUTHORITY
informational conformity (social validation)
go with the group not because you fear rejection, but you think THE GROUP IS RIGHT and will check to ensure your accuracy
normative conformity
go along with the group because you want to be accepted, NOT REJECTED
descriptive behavior
how the group would typically do a behavior
injunctive behavior
behavior that is typically approved of
universal motivation:
we want to AVOID REJECTION
Schacter (outlier)
put one confederate into groups and said no matter what the group decides, the confederate must disagree. three stages:
1) argue (convince outlier)
2) ignore
3) punish (if given the opportunity)
Asch (lines)
people went along with the group 37% of the time for different reasons!
normative influence happens more often when these four things are present:
SiUnImSst
1) size of the group (bigger=norm. influence)
2) unanimity (one dissenter will encourage you)
3) immediacy (the more immediately you must respond, the more likely you are to agree)
4) social strength (care more about opinions of some than others)
Moscovici’s Theory
a majority sways by the size, while a minority sways by the style of an argument
Bond/Smith (meta-analysis, indiv/collect norm conformity)
conformity exists no matter what, but normative conformity happens more in collectivism than in individualism
Sherif (lazer dot)
auto-kinetic effect with the laser and the dot. asked for a rating of how much the dot moved. then put them in a group and asked. then gave their final response. assessments were now in line with each other (anchoring)
informational influence happens when there three things are present:
ACE
1) ambiguity
2) crises (we don’t want to do something wrong and cause a greater disaster!)
3) experts (are talking)
social contagion
one person exhibits a behavior that spreads through their social environment (memes, devious licks)
mass psychogenic illness
one person’s symptoms spread through their social environment (Tanganyikan Laughing Epidemic, Dancing Plague of 1518)
Principles of Compliance
CRSAFP
commitment and consistency
reciprocation
scarcity
attention
friendship and liking
persuasion
foot-in-the-door
COMMITMENT, requests start small and get bigger
freedman and fraser (foot in the door)
asked for people to take a safe driving sticker, then to display a big, ugly safe driving sign in their ward. those with sticker did 76% while those without only 2% agreed
low-ball
COMMITMENT, get a low entry deal, but then other things are attached to it and you’re already agreed and likely won’t say no
bait and switch
COMMITMENT, advertise an awesome deal but only have a small amount of things available, they run out and you agree to a less attractive deal
labeling
CONSISTENCY, if you label someone as something, they want to act consistently with it (ex; you look like someone who cares about the environment. buy our electric car)
obligation
WHY COMMITMENT AND CONSISTENCY WORKS, you feel obligated to either yourself or someone else!
door in the face
RECIPROCATION, ask for something absurd then follow it up with something that seems more reasonable, ask for a lot settle for a little
1) must be conceivable
2) must come from the same person
that’s not all!
RECIPROCATION, think they are being so generous and you need to reciprocate (ex; infomercials)
burger (bake sale)
had a bake sale. used that’s not all,a bargain, or just sold for $1. 56% that’s not all, 25% bargain, 20% $1
favors
RECIPROCATION, if i ask a favor of you, I will reciprocate and you will like me! (ex; ben franklin book)
scarcity
what is rare is good (limited # OR time)
pique
draw in their attention
disrupt then reframe
break somebody’s attentional focus, they’re more likely to agree to your request (cognitive misers, more effort to think through things)
david/knowles (disrupt then reframe)
$3 postcard, 30% bought.
300 pennies postcard, 65% purchased.
friendship and liking
more willing to agree to things from people that you like
incidental similarities
small similarities between convincer and convincee (ex; barnes and noble guy says he also like mysteries to sell me more)
ingratiation/self-promotion
ingratiate yourself to convincee to convince them (ex; compliment them)
persuasion
an attempt to change someone’s personal attitude (NOT normative, YES informative) (who is saying what to whom?)
sleeper effect
forgot who the source is, influenced by information. credibility only matters in the short term
source credibility
WHO, expertise, trustworthiness, power, likability (determined by similarity and attractiveness)
hovland/weiss (atomic energy)
article about an atomic energy source written by oppenheimer or a random journalist. oppenheimer was influential for about a week before it evened out
WHAT
personal importance
humor
fear (only works to a point, bell curve)
one-sided
primacy vs. recency
how can fear be persuasive? (2)
1) convince the person they are susceptible to danger
2) must be told how to avoid it
levanthol (smokers)
gave smokers lung cancer movie or a pamphlet on how to quit smoking or both. those who got both smoked less
one-sided
works well for the uninformed. this is when we only discuss ourselves!
primacy vs. recency
primacy: effective when choices are presented all at once, since you want to be the first
recency: effective across time (is it repeated and fresh)
you want to be first, or last.
in order for WHOM to be persuasive, you need: (2)
RY
1) receptivity
2) yielding (are their opinions changing)
need for cognition
self-presentation
individualist vs. collectivist
ego depletion
need for cognition
high need = strong argument requires
low need = easy argument required
self-presentation
high = influenced by common status symbols
low = do not care about status symbols
Han/Shavitt (americans/south koreans)
showed 2 ads for the same product to americans and south koreans. americans were influenced by individuality and self improvement, while south koreans were influenced by family and concern for others
ego depletion
when you do lots of self-regulation, willpower is depleted and people are open for persuasion due to a lack of cognitive resources
wheeler (ego depletion)
gave a boring, ego depletion task or a normal task, measures the attitude change. weak vs. strong argument did not matter for those who were ego depleted
active vs. passive persuasion
active = need to take part in the argument
passive = don’t ask them to take part
advertisement wear out can be prevented by…
repetition with variation
subliminal advertising only works when… (2)
10 it happens closely to a choice being made
2) must already be open to the idea
karremans (lipton)
flashed a picture of lipton logo or made up letters. when done, participants were offered lipton or another drink. this only worked for those that were already thirsty
central vs. peripheral route to persuasion
central: rely on the argument to make the change, long-lasting (political adverts)
peripheral: rely on everything but the argument (kids’ cereal)
attitude innoculation
purposefully expose yourself to the counterargument
forewarning
tell people what is coming, they put up their guard and will redirect their cognitive resources
prosocial behavior
doing a good thing for someone else or society
satow (2 way mirror)
in a lab, lead participants to believe the mirror was normal or two-way. gave them the opportunity to donate to charity. those who thought they were being watched donated 7x higher than those who didn’t (because we’re more likely to be accepted when demonstrating a prosocial behavior)
prosocial behavior is driven by:
RFMCT
reciprocity
fairness
morality
cooperation
trust
obligation
want to return to an even playing field
kunz/woolcott (christmas card)
sent 578 strangers a christmas card, 117 sent a card back every thought they were strangers
underbenifitted vs. overbenefitted
under: give more than we receive
over: receive more than we give
outperforming
if we do better than those we interact with, we worry they will reject us so they don’t feel as bad
morality
rules to encourage the best for others beyond yourself, intuition is more important than reasoning
morning morality effect
more moral in the AM than the PM
trolley problem and closeness…
the closer you are to the consequences of your actions, your results will change
five pillars of morality
DFRLP
1) disapproval of harm
2) fairness
3) respect for legitimate authority
4) loyalty to the group
5) purity/sanctity
liberals value the first two, while conservatives value all five
darley and batson (priests)
went to seminary and had participants give a speed on prosocial behavior or something unrelated to prosocial behavior. told the priests to get to a building and if they left now they would either be early, on time, or late. they encountered someone who had dropped lots of papers on the way there. the speech topic did not matter, but time did–less time=less willing to help
early 60%
on time 45%
late 10%
cooperation
working with someone else towards a common goal
prisoner’s dilemma
good vs. bad
strong vs. weak
both have short sentence, one goes free while the other serves a long time, or both serve a long sentence
altrustic punishment
to punish a group member who isn’t cooperating, we take a punishment instead. infrequent in unsocial animals
gossip
share information with others to make the best decision moving forward, usually about a lack of cooperation
gender differences in cooperation
men cooperate with other men more than with women
women cooperate more with men than with other women
non-zero vs. zero sum game
non: both participants can win or lose
zero: one’s gain is the other’s loss
milgram
- psychiatrists said 1/1000 would go all the way, in reality 62.5% did
- the phrase ‘you have no choice’ made people STOP
- the closer participants were to the consequences, ex; holding the others’ hand down, the less they obeyed
trust
belief in the reliability and validity of a thing/person, works on a bell curve and is affected by group membership and interaction (ex; you won’t help a mortal enemy)
kin selection
more likely to help someone you’re genetically related to
why do we help? (11)
eealppvbcgbe!
eating eggs and lettuce, porky pig vetted big cats, great but evil!
evolution
egoistic
- (we only help bc it will benefit us)
altruistic*
- (we help selflessly)
learning
- (how/who we help teaches us things,
observational and associative learning)
personality differences
- (high agreeability = high help)
perceived similarity
victim deserves help
beautiful victims
cultural differences
- (individualist less likely to help bc there is a lower
risk of rejection)
gender differences
- (men public strangers crisis women private family
but long)
belief in just world
- (need to show i’m good)
emotions
- (happy = help)
schmidt and weiner (victim deserves help)
asked to borrow notes from a previous class because they were at the beach or couldn’t see, more willing to help eyes than beach
(r x b) > c
RELATEDNESS x BENEFITS must be GREATER than COST
why not help? (3)
bep!
buy every pastry!
bystander effect (diffusion of responsibility)
- (more people around, less likely to help/it’s not
just on me!)
environment (urban overload hypothesis)
- (rural=more, urban=less/so much stimuli coming
at these people, they shut down periphery and only
process what matters to ME)
pluralistic ignorance
- (use others to define if an emergency is
happening. no response=no emergency)
latane and darley (seizure, pluralistic ignorance)
put people in a booth talking to 1, 2, or 3 other people with one confederate in each group. confederate faked a seizure.
1 = 88% got help
2 = 62%
3 = 31%
the five steps to helping
1) notice an emergency (urban overload)
2) interpret it (pluralistic ignorance)
2) take responsibility (bystander effect/diffusion)
4) know how to help
5) provide help
aggression
behavior meant to harm someone who doesn’t want harm. must have intent behind it
types of aggression (6)
displaced: can’t take out on what you want to, so you pick an easier target (ex; the father who beats his wife)
direct: victim is physically present (ex; i stab you)
indirect: victim is not physically present (ex; i poison you)
hostile: physical, try to cause physical pain, HOT (ex; i beat you up after the game)
instrumental: try to solve a problem by being aggressive, COLD (ex; sports tackles)
relational: aggression meant to cause harm in relationships (ex; lying about your sister’s boyfriend being a dirtbag/spousal abuse)
DIRECT/INDIRECT overlap with HOSTILE/INSTRUMENTAL
theories of aggression: instinct
instinctual aggression with a basis in evolution
Freud’s ‘thanatos’
Lorenz (instinct theory)
we have a buildup of urges. if aggressive urges are not resolved it leads to aggressive behavior that can be resolved through catharsis or watching someone else be aggressive, UNSUPPOSRTED
theories of aggression: learning
watching someone else be aggressive/you were rewarded for being aggressive makes you learn and replicate it
the key to the bobo doll study
novel aggressive actions
coyne (kill bill/mean girls)
showed a physically aggressive film, a relational aggressive film, or an exciting movie with no aggression. gave an opportunity to blast confed. with an unpleasant noise. didn’t matter what aggressive film was watched, both blasted louder for longer and rated the confed. more negatively.
replicated with reading: same results
anderson (meta analysis, video games)
do video games cause aggressive behaviors?
short term: yes, slight
long term: no
theories of aggression: culture
depending on what your culture supports, you’ll be more or less aggressive
culture of honor
justified aggression, occurs in the american south
cohen (culture of honor)
south/north participants were bumped into by a confed. who called them an asshole or said nothing. when leaving the same person came down the hallway again.
southern: played chicken for longer, getting up in confed’s face
north: only slightly longer for asshole, but stayed in the way even when not called an asshole
frustration-aggression hypothesis
when we’re frustrated, it’ll likely lead to aggressive behavior
berkowitz (hostile aggression)
frustration leads to HOSTILE aggression, HOT
negative emotions tend to _____ aggression
amplify
self-control inhibition
a lack of self-control = more likely to show aggressive attitudes. can be induced by alcohol, drugs, and a lack of sleep
hostile attribution bias
we thing hostile/aggressive actions are due to internal causes, and are more likely to make internal attributions (ex; that person’s yelling at their friend? wow they must be a total dick)
hostile perception bias
perceive ambiguous stimuli as more hostile or aggressive (ex; texts and emails)
hostile expectation bias
expect people to respond to us with more hostility than they do (ex; ‘oh god they’re so mad at me!’ when in reality they don’t care)
social influence is only effective on aggression if: (2)
1) high quality of reward from an aggressive action
2) there will be low retaliation (ex; going after underlings)
weapons effect/gun effect
being exposed to a weapon tends to make people respond more aggressively
berkowitz (guns)
bring participants into a room with ‘accidentally’ exposed toy guns or tennis rackets on the table. when given an opportunity to give shocks to the confed. those exposed to guns gave stronger shocks
turner (pickup truck)
pickup truck was rigged to stall out at red lights. in the back was either nothing or a window mounted shotgun; those with the shotgun were honking faster at the stalled pickup
theories of aggression: nature
temperature (hot = aggression)
biology (testosterone increases aggression in everyone)
kin (less likely to aggress those we’re biologically related to)
alcohol consumption (alc doens’t cause aggro, but creates an opportunity for it to occur by lowering inhibitions)
raine (murderer brains)
murderers were found to have 14% smaller prefrontal cortex (which regulates self-control)
pardini (aggressive men brains)
aggressive men typically have smaller amygdalas (which process negative emotions)
frisell (kin abuse)
looked at 12.5 million swedish residents. preschoolers living with a step or foster parent were 75%-100% more likely to be fatally abused (similar trend across nations)
age difference in aggression
kids are most aggressive (2 year olds) because they don’t have the same levels of self-control and no grasp on socially acceptable concepts
gender differences in aggression
men are physical, women and relational, and verbal is equal between both
men fight or flight, women tend or befriend
men do 90% of crime
personality differences in aggression
low aggreeableness = high aggressiveness
TYPE A
dark triad
machiavellianism: how aggressive are you?
narcissism: how self-focused are you?
psychopathy: how much impulsivity? empathy? self-control?
discontinuity effect
groups tend to be more aggressive than individuals
antisocial behaviors (lions can’t sniff lines)
they don’t serve our society, but are not aggressive.
lying
cheating
stealing
littering
how to decrease antisocial behaviors:
rmf
reward the alternative
model prosocial behavior
focus on rehabilitation
