Week 3 Flashcards
(42 cards)
What is “compliance”?
Change in behavior in response to a request.
What is the first active social influence?
Compliance
Why is studying “liking” challenging?
It is hard to define what “liking” really is.
What is “reciprocity”?
The social norm of responding to a positive action with another positive action.
What are the key principles that influence compliance?
Reciprocity, Commitment/Consistency, Social Proof, Liking, Authority, Scarcity.
What does the principle of liking state?
People are more likely to comply with requests from people they like.
How does physical attractiveness affect compliance?
People tend to like and comply more with attractive individuals, even if they don’t give the best service.
What is the “Horn effect”?
A cognitive bias where people form a negative impression based on one negative trait.
What is the “Halo effect”?
A cognitive bias where people form a positive impression based on one trait, like attractiveness.
How does similarity affect compliance?
People are more likely to comply with those who are similar to them in beliefs, personality, or appearance.
What was the result of Burger Studies #2?
Confederates with the same name as the participant received more donations
What did the Burger Studies #1 show about similarity?
Participants were more likely to comply when a confederate shared their birthday
What did the Burger Studies #3 reveal?
The rarer the similarity (e.g., rare fingerprint type), the higher the compliance due to increased liking.
What is “mere exposure”?
Repeated exposure to an object or person increases familiarity and likability.
How does familiarity affect compliance?
Being exposed to someone more often increases compliance due to increased liking.
What is the effect of compliments on compliance?
Compliments increase liking and can increase compliance, even if the praise is inaccurate.
What did Compliments Experiment #1 find?
Compliments increased compliance compared to neutral statements
What did Compliments Experiment #2 reveal?
Compliments increased compliance, but insults didn’t decrease compliance compared to control.
What is reciprocity?
The practice of exchanging things for mutual benefit, often based on universal norms, moral ideologies, and the idea of balance.
How does the Just World Fallacy relate to reciprocity?
It is the belief that people get what they deserve, e.g., “California is burning, the rich people deserve it.”
Why do free product samples increase sales?
Because people feel obligated to reciprocate by purchasing the product.
What was the Cola Study about?
It examined how reciprocity affects compliance when buying raffle tickets.
What were the key manipulations in the Cola study?
Reciprocity manipulation (confederate gave a Coke vs. no favor) and likeability manipulation (confederate was rude vs. polite).
What was the main finding in the Cola study?
People who received a Coke bought more raffle tickets, regardless of whether they liked the confederate.
