Unit 10: Social Influence Flashcards
Social influence
The process where a person’s attitudes, beliefs, or behaviors are changed due to the presence or actions of others
Conformity
Conforming to group norms under real or perceived social pressure
Obedience
Obeying authority (usually) without question
Normalization
The mutual influence in a group leads to a lasting common norm
Reciprocity
The tendency to feel obligated to return a favor or treat others as they have treated us
Gifting
Gifting something to encourage future compliance
Door-in-the-Face
Starting with a large request that is likely refused → followed by a smaller request
Scarcity
People value things more when they are perceived as rare or limited (e.g., limited-time sale increases demand)
Authority
People are more likely to comply with requests made by someone they perceive as an authority figure (e.g., trusting someone in uniform)
Consistency
People prefer to act consistently with their previous actions or commitments
Foot-in-the-Door
Starting with a small request to gain compliance with a larger one later
Low-Balling
Getting initial agreement, then revealing hidden costs or additional details
Liking
We are more likely to agree with or follow people we like or find attractive (physical attractiveness, shared similarities, or compliments)
Consensus
People tend to follow the actions of others, especially in uncertain situations (e.g., “most people choose this option”)
Informational influence (descriptive norm)
Relying on others’ behavior as a guide in uncertain situations
