week two - social influence Flashcards
Social influence
What are the three major kinds of social influence
Conformity, compliance and obedience
What is conformity
The tendency to change ones perceptions, beliefs or behavior in response to real or imagines pressure from others
When does compliance happen
when you conform an expectation or request without really believing it
Who conducted the two major studies on compliance
Sherif (1936) and Asch (1951;1956)
What are two major factors why people conform
Informational influence and Normative influence
What is informational influence
influence producing conformity when a person believes others are correct in their judgment
What is normative influence
influence that produces conformity when a person fears the negative consequences of appearing deviant
What are the two different types of conformity sources of influence produce
Private conformity and Public conformity
What is private conformity
changes in beliefs when a person truly accepts the position taken by others
What is public conformity
superficial change in behavior produced by real or imagined group pressure without change in opinion
What is complience
Changes in behavior elicited by direct requests from others
What are the six compliance techniques
Free gift technique,
Door in the face technique
Foot in door technique
Low balling technique
That’s not all technique
Scarcity technique:
What is the free gift technique
giving small gift to someone or doing a favor to increase likelihood to comply with subsequent request
what is Door in the face technique
in which ones make an initial small request followed by a larger request involving the real behavior of interest first request is large, request made close in time
what is the Low balling technique
strategy in which the person secures agreement with a request, but then increases the size of request by revealing hidden costs
