Ch. 9 Social Influence

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SOCIAL INFLUENCE

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EFFORTS BY ONE OR MORE INDIVIDUALS TO CHANGE THE ATTITUDES, BELIEFS, PERCEPTIONS, OR BEHAVIORS OF ONE OR MORE OTHERS

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CONFORMITY

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A TYPE OF SOCIAL INFLUENCE IN WHICH INDIVIDUALS CHANGE THEIR ATTITUDES OR BEHAVIOR IN ORDER TO ADHERE TO SOCIAL NORMS

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SOCIAL NORMS

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RULES REGARDING HOW PEOPLE ARE EXPECTING TO BEHAVE IN SPECIFIC SITUATIONS

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COMPLIANCE

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A FORM OF SOCIAL INFLUENCE INVOLVING DIRECT REQUEST FROM ONE PERSON TO ANOTHER

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OBEDIENCE

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A FORM OF SOCIAL INFLUENCE IN WHICH ONE PERSON SIMPLY ORDERS ONE OR MORE OTHERS TO PERFORM SOME ACTIONS, AND THE PERSON COMPLIES

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COHESIVENESS

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ALL THE FACTORS THAT BIND GROUP MEMBERS TOGETHER INTO A COHERENT SOCIAL ENTITY

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DESCRIPTIVE NORMS

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NORMS THAT SIMPLY INDICATE WHAT MOST PEOPLE DO IN A GIVEN SITUATION

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INJUNCTIVE NORMS

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NORMS SPECIFYING WHAT OUGHT TO BE DONE

WHAT IS APPROVED OR DISAPPROVED BEHAVIOR IN A GIVEN SITUATION

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NORMATIVE FOCUS THEORY

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PREDICTS THAT PEOPLE ARE MORE LIKELY TO CONFORM TO INJUNCTIVE NORMS WHEN THEY ARE SIGNIFICANT OR RELEVANT TO THEM

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NORMATIVE SOCIAL INFLUENCE

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BASED ON THE DESIRE TO BE LIKED OR ACCEPTED BY OTHERS

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INFORMATIONAL SOCIAL INFLUENCE

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BASED ON THE DESIRE TO POSSESS ACCURATE SOCIAL PERCEPTIONS

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INDIVIDUATION

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PEOPLE'S NEED TO BE DISTINGUISHABLE FROM OTHERS IN SOME RESPECTS

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COMPLIANCE

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TYPE OF SOCIAL INFLUENCE INVOLVING DIRECT REQUESTS FROM ONE PERSON TO ANOTHER

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INGRATIATION

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REQUESTERS FIRST INDUCE TARGET TO LIKE THEM

USE FLATTERY
IMPROVE ONE'S APPEARANCE

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FOOT IN THE DOOR TECHNIQUE

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REQUESTERS BEGIN WITH A SMALL REQUEST, AND WHEN ITS GRANTED, ESCALATE TO A LARGER ONE

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LOWBALL PROCEDURE

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AN OFFER OR DEAL IS CHANGED TO MAKE IT LESS ATTRACTIVE TO THE TARGET PERSON AFTER THIS PERSON HAS ACCEPTED IT

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DOOR IN THE FACE TECHNIQUE

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REQUESTERS BEGIN WITH A LARGE REQUEST AND THEN WHEN THIS IS REFUSED, RETREAT TO A SMALLER ONE

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THAT'S NOT ALL TECHNIQUE

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REQUESTERS OFFER ADDITIONAL BENEFITS TO TARGET PERSONS BEFORE THEY HAVE DECIDED WHETHER TO COMPLY WITH OR REJECT SPECIFIC REQUESTS

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PLAYING HARD TO GET

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SUGGESTING THAT A PERSON OR OBJECT IS SCARCE AND HARD TO OBTAIN

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DEADLINE TECHNIQUE

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TARGET PERSONS ARE TOLD THAT THEY HAVE ONLY LIMITED TIME TO TAKE ADVANTAGE OF SOME OFFER OR TO OBTAIN SOME ITEM

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SYMBOLIC SOCIAL INFLUENCE

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SOCIAL INFLUENCE RESULTING FROM THE MENTAL REP. OF OTHERS OR OF OUR RELATIONSHIPS WITH OTHERS

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RATIONAL PERSUASION

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USE LOGICAL ARGUMENTS AND FACTS TO PERSUADE ANOTHER TO ACCEPT ONE'S VIEWS

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INSPIRATIONAL APPEAL

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INCREASE ENTHUSIASM BY APPEALING TO VALUES AND IDEALS

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CONSULTATION

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ASK TARGET PERSON TO PARTICIPATE IN DECISION-MAKING OR PLANNING

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INGRATIATION

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INCREASE COMPLIANCE BY INCREASING POSITIVE MOOD OR LIKING

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EXCHANGE

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PROMISE BENEFIT IN EXCHANGE FOR COMPLIANCE

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PERSONAL APPEAL

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APPEAL TO LOYALTY AND FRIENDSHIP BEFORE REQUEST IS MADE

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COALITION BUILDING

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SEEK ASSISTANCE OF OTHERS, MENTION THEIR SUPPORT

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LEGITIMATING

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MENTION ONE'S STATUS
VERIFY THAT REQUEST IS CONSISTENT WITH POLICIES AND PRACTICES

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PRESSURE

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USE DEMANDS, THREATS, OR INTIMIDATION