unit 5 Flashcards
What is social influence?
Efforts by one or more people to change the behavior, attitudes, or feelings of one or more others.
What are the three main forms of social influence?
Conformity, compliance, and obedience.
What is conformity?
Efforts to change others’ behavior through norms about how to behave in a given situation.
What is compliance?
Conformity that involves publicly acting in accord with an implied or explicit request while privately disagreeing.
What is obedience?
Following direct orders or commands from others.
What are explicit norms?
Formal rules or guidelines that are written and detailed, like speed limits or game rules.
What are implicit norms?
Unwritten, informal expectations about behavior, like not talking loudly in a library.
What are descriptive norms?
Norms that describe what most people do in a given situation.
What are injunctive norms?
Norms that specify what people ought to do, defining approved or disapproved behaviors.
What is normative social influence?
Altering behavior to meet others’ expectations and gain their approval and acceptance.
What is informational social influence?
Relying on others as a source of information about aspects of the social world.
What factors affect conformity?
Cohesiveness, group size, descriptive and injunctive norms, and social influence.
How does cohesiveness affect conformity?
The more attracted individuals are to a group, the more likely they are to conform.
How does group size affect conformity?
Conformity increases with group size up to about 8 members.
How does status within a group affect conformity?
High-status members feel less pressure to conform than lower-status members.
What is the introspection illusion?
The belief that one is less influenced by conformity than others, despite evidence to the contrary.
What is the foot-in-the-door technique?
A compliance tactic that involves getting a person to agree to a large request by first setting them up with a smaller request.
What is the door-in-the-face technique?
A compliance tactic involving making a large request that is expected to be refused, followed by a smaller request.
What is the low-ball technique?
A compliance tactic where an agreement is made at a low cost, but the cost is later increased.
What is the scarcity principle in compliance?
People value outcomes or objects that are scarce or decreasing in availability more highly.
What is the reciprocity principle in compliance?
The tendency to feel obligated to return a favor.
What is emotional contagion?
The unintentional spread of emotions from one person to another.
What is symbolic social influence?
Influence resulting from the mental representation of others’ reactions to certain actions.
What is modeling in social influence?
Learning by observing and imitating others’ behaviors.
What is destructive obedience?
Following harmful or unethical orders from an authority figure.
What factors contribute to destructive obedience?
Legitimacy of authority, proximity to the authority figure, and lack of personal responsibility.
What is a tactic to resist destructive obedience?
Questioning the authority and evaluating the morality of the commands.
What is the difference between public conformity and private acceptance?
Public conformity involves outward agreement, while private acceptance involves internalizing beliefs.
What is unintentional social influence?
Changes in behavior that occur due to others’ presence or actions without their deliberate intention to influence.
What are minority influences?
When a smaller group influences the behavior or beliefs of the majority.
