Week 9 Flashcards
Social influence
- how people affect one another through changing beliefs, feelings or behaviors from the real or imagined presence of other people
Obedience
Doing as others command - changing behavior by favorably responding to someone who have power over you.
Compliance
Changing behavior by responding favorably to explicit requests from other - doing as there’s want
Conformity
- changing behavior in response to explicit or implicit pressure - doing as others do
Automatic mimicry study results by Chartrand and Barth
- people high in empathy or need to affiliate with others are more likely to automatically mimic others
Wegner explanation of ideomotor action
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.
Automatic mimicry - Bargh explaination
- people who are mimicked are more pro social afterward
- mimicry may build social rapport and lead to more pleasant interactions
Autokinetic effect
- a visual illusion in which a small stationary dot of light in a dark room appears to move.
Sherif et al autokinetic effect
- 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
When is normative social influence more likely to be in play?
- when a situation is unambiguous and clear.
When is informational social influence more likely to be in play?
When a situation is ambiguous and unclear
Factors that influence conformity
- anonymity
- expertise
- culture
- gender
Anonymity
Eliminates normative social influence, and thus reduces conformity
Expertise and status
- expert opinions often carry more weight - eg dissapproval of high status people hurts more
Culture
- interdépendant cultures tend to have higher rates of conformity
Prentice and Miller
- 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.
3 types of compliance
- reason
- emotion
- norm based
Difference between obedience and compliance
Authority/power - obedience involves authority figure, not compliance
Reason based compliance
- door in the face
- that’s not all
- foot in the door
DIF and TNA are based on norm of reciprocity
Norm of reciprocity
- you want to help those who help you and vice versa
Cialdini et al door in the face study
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
That’s not all
Adding sm to an original offer
Add o feels like a gift
Burger et al that’s not all study
- 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%
Foot in the door
- 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