Week 9

Question 1

Social influence

Answer 1

• how people affect one another through changing beliefs, feelings or behaviors from the real or imagined presence of other people

Question 2

Obedience

Answer 2

Doing as others command - changing behavior by favorably responding to someone who have power over you.

Question 3

Compliance

Answer 3

Changing behavior by responding favorably to explicit requests from other - doing as there’s want

Question 4

Conformity

Answer 4

• changing behavior in response to explicit or implicit pressure - doing as others do

Question 5

Automatic mimicry study results by Chartrand and Barth

Answer 5

• people high in empathy or need to affiliate with others are more likely to automatically mimic others

Question 6

Wegner explanation of ideomotor action

Answer 6

Thinking about an action increases the likelyhood of doing it
- when we see others behave in a particular way, that behavior is brought to mind, we are more likely to behave that way ourselves.

Question 7

Automatic mimicry - Bargh explaination

Answer 7

• people who are mimicked are more pro social afterward
• mimicry may build social rapport and lead to more pleasant interactions

Question 8

Autokinetic effect

Answer 8

• a visual illusion in which a small stationary dot of light in a dark room appears to move.

Question 9

Sherif et al autokinetic effect

Answer 9

• pps exposed to autokinetic effect
• asked how much the light moved, and pps joined other pps in a small group and told to say answers out loud, and 4 trials were conducted.
• estimates converged when they were put together

Question 10

When is normative social influence more likely to be in play?

Answer 10

• when a situation is unambiguous and clear.

Question 11

When is informational social influence more likely to be in play?

Answer 11

When a situation is ambiguous and unclear

Question 12

Factors that influence conformity

Answer 12

• anonymity
• expertise
• culture
• gender

Question 13

Anonymity

Answer 13

Eliminates normative social influence, and thus reduces conformity

Question 14

Expertise and status

Answer 14

• expert opinions often carry more weight - eg dissapproval of high status people hurts more

Question 15

Culture

Answer 15

• interdépendant cultures tend to have higher rates of conformity

Question 16

Prentice and Miller

Answer 16

• studies consequences of pluralistic igorance
• the social construction emergency situations as nonemergencies
• perpetuation of unsupported social norms
• individuals might conform to their mistaken estimates of the group norm
• behavior change was more prominent in males than females in the paper.

Question 17

3 types of compliance

Answer 17

• reason
• emotion
• norm based

Question 18

Difference between obedience and compliance

Answer 18

Authority/power - obedience involves authority figure, not compliance

Question 19

Reason based compliance

Answer 19

• door in the face
• that’s not all
• foot in the door

DIF and TNA are based on norm of reciprocity

Question 20

Norm of reciprocity

Answer 20

• you want to help those who help you and vice versa

Question 21

Cialdini et al door in the face study

Answer 21

Condition 1: Would you be willing to chaperone a group of juvenile delinquents on a zoo day trip?
•Condition 2: Would you be willing to counsel juvenile delinquents two hours/week for two years? No!
•Then, would you be willing to chaperone a group of juvenile delinquents on a zoo day trip?

Condition 2 more effective

Question 22

That’s not all

Answer 22

Adding sm to an original offer

Add o feels like a gift

Question 23

Burger et al that’s not all study

Answer 23

• Condition 1: 1 cupcake + 2 cookies, $0.75
  •Condition 2: 1 cupcake for $0.75… “and we’ll throw in 2 cookies!”
  •Percent who purchased:
  •Condition 1: 40%
  •Condition 2: 73%

Question 24

Foot in the door

Answer 24

• initially making a small request that anyone would agree to, and then follow it up with a larger request for what you acc want
• capatilises n the fact that we like to have a consistent self image - committing to the first one causes a change in the self schema via self perception

Question 25

Freedman And Fraser Foot in the door study

Answer 25

Condition 1: “Will you display this large sign in your yard?”
•Condition 2: “Will you display this small sign in your window?” followed by “Will you display this large sign in your yard?”
•Results
•Percent who agreed to the large sign:
•Condition 1: 17%
•Condition 2: 76%

Question 26

Emotion based compliance

Answer 26

• positive mood
• negative mood (guilt)

Question 27

Positive mood compliance

Answer 27

• increases compliance when they are in a good mood.

Question 28

Why is positive mood compliance effective?

Answer 28

• construal: you assume other people’s intentions are good if you’re happy and you feel good.
• give other people the benefit of the doubt
• Positive mood maintenance: saying no is awkward and creates a negative affect so to continue feeling good you comply.

Question 29

Isen & Levin

Answer 29

Participants given a cookie (positive mood) or not (neutral mood)
•Asked if they would serve as a confederate for a quick experiment
•Half told their role was to help the “real” participant
•Half told their role was to hinder the “real” participant
•Result: positive mood increased compliance only when the task involved helping someone else, not hindering them

Question 30

Emotion based compliance - negative mood

Answer 30

• specifically guilt increases compliance

Question 31

Negative State relief hypothesis

Answer 31

• negative moods increase compliance because doing something for someone else makes you feel better .

Question 32

Why does negative mood compliance work?

Answer 32

• when someone feels guilty, its an uncomfortable feeling, and thus they will be motivated to do whatever they can to get rid of that feeling

Question 33

Norm based compliance

Answer 33

• explicit OR implicit suggestion to conform to those around you.

Question 34

Schultz et al. Norm based compliance

Answer 34

CA homeowners received messages about how much electricity they used in previous weeks and how much the average use was in their neighborhood

Result: people who consumed more than average started using less; people who consumed less than average started using more (unintended effect)
•To counteract the unintended negative effect, the info was accompanied by a smiley or frowny face to indicate approval or disapproval

Question 35

Descriptive norms

Answer 35

• Objective and factual descriptions of what most people do

Question 36

Prescriptive norms

Answer 36

• what most people SHOULD do according to some rule or tradition

Question 37

Cialdini et al - Norm Based compliance

Answer 37

placed signs in Petrified Forest National Park (AZ) to stop people from taking petrified wood with them

•Sign 1: “Many past visitors have removed the petrified wood from the park, changing the state of the Petrified Forest. Please help stop this problem”
•Sign 2: “The majority of past visitors have left the petrified wood in the park, preserving the natural state of the Petrified Forest”

Results: Theft was four times lower for Sign 2 than Sign 1!

Question 38

What types of norms are better in order to promote positive behavior

Answer 38

• descriptive norms

Question 39

If you are trying to reduce negative behavior, what types of norms might backfire?

Answer 39

• descriptive norms

Question 40

How do you make it easier for pps to disobey int he Milgram experiments?

Answer 40

• Make the victim closer to
• Make authority figure further away
• making it easier to disobey is more effective than increasing desire to disobey

Question 41

Why were the Milgram experiments ideal for obedience?

Answer 41

• pps released from responsibility
• step by step involvement
• lack of practice disobeying authority