Reading...
Play button
Play button
Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
24 Cards in this Set
- Front
- Back
|
Social influence
|
A broad term for the collection of ways that people impact one another
Attitudes, behaviors, beliefs, feelings Persuasion (Chapter 8) is one type of social influence |
|
|
Conformity
|
Changing one’s behavior/etc. in response to explicit or implicit pressure (real or imagined) from others
|
|
|
Compliance
|
Responding favorably to explicit requests from others
|
|
|
Obedience
|
Responding favorably to an explicit request from someone who has power over you
|
|
|
Automatic conformity
|
Behavioral mimicry
|
|
|
Intentional conformity
|
Informational social influence (“social proof”)
|
|
|
Informational social influence (“social proof”)
|
Using others’ behaviors/comments as a source of valid
information about what is correct Thus, you change your behavior because others have taught you something you believe is useful |
|
|
Normative social influence (peer pressure)
|
Using others’ behaviors/comments as a guide for how to fit in
and avoid disapproval |
|
|
Obedience
|
The Milgram Experiment
|
|
|
The Milgram Experiments
|
The experiment is described as a “study on learning”
Ps are given the role of “teacher” and told to deliver punishment (an electric shock) to the “learner” for each incorrect response The “learner” was a confederate who never received any shocks |
|
|
Construal of disagreement
|
If there is a good reason for the majority view to differ from
yours, you don’t feel pressure to conform E.g., if they have an incentive for taking their stance |
|
|
Minority influence
|
a case in which the minority causes a
change in the majority opinion |
|
|
Proximity to authority
|
As the “authority” becomes less salient, conformity decreases
“Absent” = the authority gives orders via telephone |
|
|
compliance
|
occurs when people are influenced via a
direct attempt by someone without authority/power |
|
|
types of compliance
|
Reason-based & norm-based
|
|
|
Reason-based approaches
|
Reciprocal concession (door-in-the-face)
|
|
|
Reciprocal concession (door-in-the-face)
|
Requesting a very large favor that you know the target will decline, and then following it up with a more modest request for the thing you really want
|
|
|
Reason-based approaches
|
Foot-in-the-door technique
That’s-not-all technique “Even a penny helps” technique |
|
|
Foot-in-the-door technique
|
Make an small, initial request that virtually everyone will agree to, and then follow it up with a larger request concerning the real behavior of interest
|
|
|
That’s-not-all technique
|
Adding something to an original offer
like buy one get one free |
|
|
“Even a penny helps” technique
|
By legitimizing tiny contributions, you do two things
A. You invalidate the thought that “I can’t really afford to give” B. You make people feel ok about giving what they can Someone may want to donate a little, but be too embarrassed to be seen giving such a small amount |
|
|
Norm-based approaches
|
By providing information about how other people
typically behave, you can elicit conformity Prescriptive norms Descriptive norms |
|
|
Descriptive norms
|
An objective, factual description of what most people do
Example: Most people sleep < 8 hours per night Usually work via informational influence Often more powerful than prescriptive norms |
|
|
Prescriptive norms
|
An description of what most people should do according to
some rule or tradition Example: People should sleep > 8 hours per night Usually work via normative influence |
