week 9 interpersonal and group processes Flashcards
3 types of social influence
compliance, obedience and conformity
compliance
change of behavior in response to direct request
obedience
change of behavior in response to directive from an authority figure
conformity
change in behavior to match the response or actions of others
principles of compliance Cialdini and Goldstein 2004
reciporticty, consistence, commitment, liking and authority
norm of reciprocity
the rule that obliges us to repay others for what we have received from them even if we didn’t request the favor
examples of norm of reciprocity in sales
free samples is acceptance of “gift” then you feel like you have a social obligation to buy the real thing
door in the face technique
start with a large request, wait for no then lower your request. people feel obliged to reciprocate the concession by the requester
norm of consistency
rule that obliges us to be consistent in our behavior
foot in the door technique
start with small request, wait for yes then ask for large
freedman and fraser 1966 foot in the door technique
small request to house-owners - attach small label with drive safely to their house, then ask for large request - gigantic sign in front of house
norm of commitment
once we make a commitment, we feel pressure to follow through
low balling technique
have people commit to a course of action and then increase the request
cialdini et al 1978 low balling technique study
commitment - would you like to participate in my experiment
request - it starts at 7 in the morning
factors affecting liking
physical attractiveness, similarity and familiarity
example of liking in ads
using a well liked celeb
how does authority affect social influence
people comply and obey more with requests made by authority figures
hofling et al 1966 hospital study
orders asked on call by a bogus physician to nurses to administer 20mg of astroten
non-approved drug, dosage 2x the norm, on the phone and unfamiliar doctor
21/22 nurses were ready to give the injection.
informational social influence
conform because we believe other understand better than us
normative social influence
conformity to be liked and accepted by others
social facilitation
benefiting from presence of other people
social inhibition
not benefiting from presence of other people
zajonc 1969 study in simple maze
timed cockroach in simple maze alone and with other cockroaches watching
alone time - 41 seconds
audience - 33 seconds
zajonc 1969 study in complex maze
timed cockroach in simple maze alone and with other cockroaches watching
alone time - 110 seconds
audience - 130 seconds
social facilitation/inhibitions process
others presence - arousal - strengthens dominant response - enhancing easy behavior OR impairing difficult behavior
other factors that affect social facilitation/inhibition
others as distractions and evaluation apprehension
evaluation apprehension
new task makes u not able to perform well
dominant response
the reaction elicited most quickly and easily by a given stimulus
social loafing
a type of motivation loss occurs when group members work is unidentifiable and they work less than they would alone
Latane, Williams and Hawkins 1979
- blindfolded ptsp and put headphones
- played clapping/cheering in headphones
- ptsp asked to clap or cheer
- IV = ptsp thought they were making noise alone or with up to 5 people
results = 1/3 less noise when they thought other people were also making noise
prejudice - emotional
shared attitude or feeling towards a social outgrip and their members based on group membership
stereotypes - cognitive
generalized belief about members of group
discrimination - behaviors
not all prejudice translates to behavior if it does, this is discrimination
linguistic intergroup bias - Maass 1999
tendency to use concrete, specific language describing positive outgroup characteristics and negative in-group characteristics
eg if something negative happens in my race, because of the circumstances but if another race does good thing its not normal, usually they do bad things
tendency to use more general and abstract terms related to enduring traits in regards to negative outgroup characterstics and positive in group characteristics
illusory correlations
perception of a relation between 2 distinctive elements that does not exist or is exaggerated
eg people from New York are rude
caused by tendency to focus on confirmatory evidence - cases of rude new yorkers
conspiracy theories - attend to evidence in favor of theory and ignore anything inconsistent with it
illusion of out group homogeneity
tendency to perceive members of the out group as more similar to each other than members of the in group
eg women may see men as “all the same”
how to reduce prejudice
contact hypothesis
contact hypothesis
contact with out group
factors working against contact hypothesis
self-fulfilling prophecy, power differential, length of contact
decategorisation
seeing the other as an individual rather than member of outgroup
recategorisation
instead of in-group vs outgroup, the focus is on common membership in a superordinate group
eg were all British NOT im Scottish, you’re English
bystander effect
tendency for a bystander to be less likely to help in an emergency if other onlookers are present
Latane and Darley 1968
ptsp told they would discus problems faced bystander students in high pressure urban environment
discussion over intercoms and experimenter left room
ptsp believed they were going to have discussion alone, with one, or 4 other people
shortly after discussion began, one of other ptsp on intercom began to choke and had seizure
results =
alone 50 seconds to help
4 other bystanders took 17 seconds to help
pluralistic ignorance
a majority of group members privately reject to believe but I incorrectly assumed that most others except it and therefore go along with it
For example in education not asking questions in class because person believes they’re the only one who doesn’t understand
diffusion of responsibility
tendency for each group member to dilute personal responsibility for acting by spreading it to other group members
eg someone else will call police
When Milgram conducted his famous obedience studies, more than half the participants used the maximum shock level (450V) in the original study. Psychiatrists, college students, and middle-class adults had expected:
No one expected anyone to go as far as 450V
Social __________ refers to motivation loss when working as an unidentifiable member of a group rather than individually.
loafing
Zajonc’s explanation of social facilitation centers on the idea of strengthening _____________ responses.
dominant
Attitude is to __________ as behaviour is to __________.
prejudice, discrimination
One principle that prevents helping is:
diffusion of responsibility
Imagine you are asked first to agree to participate in a study. After you agree, you are told that the study takes place at 7 pm and you are expected to not have eaten that day. This is an example of:
low balling
The presence of others increases _________, which strengthens dominant responses, enhancing performance on easy tasks and impairing performance on difficult tasks.
arousal
Jade regularly goes to a restaurant and most times, she receives service. However, on two occasions, she was ignored and only received service after someone intervened on her behalf. Jade, therefore, concludes that employees at restaurants are sexist. This is an example of ________________.
illusory correlation
There is a tendency to use concrete, specific language for ________ outgroup characteristics and for _________ ingroup characteristics.
desirable, undesirable
There is a tendency to use general language about enduring traits for ________ outgroup characteristics and for _________ ingroup characteristics.
undesirable, desirable
