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35 Cards in this Set
- Front
- Back
What is Obedience? |
Conformity in response to the commands of an authority figure
Even when doing something immoral |
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In the Milgram Obedience Study, how far did people go? |
Pounding Feedback 65% fully obey
Voice Feedback 62% fully obeyed
Heart Condition 65% fully obeyed |
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In milgram's experiment, what factors increased Obedience? |
Experimenter is close by and is prestigious Victim is depersonalized and at a distance
No role model for defiance |
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What are three different types Proximity? |
Victim Proximity: teacher and Learner in same room -40%
Touch Proximity: teacher pushes Learners hand when two electrodes -30%
Close Surveillance: experiment gave telephone orders -40% |
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What breeds obedience? |
Victim depersonalization Normative influence Accountability Informative influence Legitimacy of authority Self justification |
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What is Informative Influence? |
When a situation is ambiguous, unfamiliar, and upsetting People look to an expert for guidance |
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What are six forms of power? |
Reward power Coercive power Legitimate power Referent power Expert power Informational power |
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What is Reward Power? |
One's control over the distribution of rewards
Both personal and impersonal |
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What is Coercive Power? |
Ability to punish or threaten others for not complying More likely to use reward than coercive power |
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What is legitimate power? |
Those who are appointed or elected to positions of authority Obey because they accept the Norms of the group |
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What is Referent Power? |
Power based on Admiration, Charisma, and Attractiveness for the power holder |
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What is Expert Power? |
Powerholder possesses Superior skills and abilities |
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What is Informational Power? |
People who can Control Access to Information
That others must have to Accomplish their Goals |
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What is Propaganda? |
Biased information Designed to influence public attitude To suit the purpose of the author |
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What are Power tactics? |
Strategies to influence others to gain objective or advantage over others |
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What are 6 types of power tactics? |
Soft (indirect) and hard (Direct)
Rational and non-rational
Unilateral and bilateral |
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What are Soft Tactics? |
Using relationship between the Influencer and a Target E.g. collaboration and socializing |
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What are Hard Tactics? |
Use of Coercion or impersonal Rewards E.g. Bullying and Punishing |
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What are Rational Tactics? |
Emphasizes Reasoning, Logic, and Good Judgment
E.g. bargaining and persuasion |
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What are Non-rational Tactics? |
Rely on Emotionality and Misinformation
E.g. ingratiation and humor |
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What are Unilateral Tactics? |
Enacted without the cooperation of the target of influence
E.g. demands |
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What is Bilateral Tactics? |
Give-and-take on the part of both the influencer and Target
E.g. persuasion and discussion |
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What are Compliance Tactics? |
Influencing others without their awareness |
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What is the foot-in-the-door technique? |
Asking someone to perform a small request
Then asking for a larger request |
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What is Commitment and Consistency? |
People will act in ways that are consistent with their initial comment |
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What is Dominance Hierarchy ("pecking order")? |
A stable and ordered pattern of individual variation
In Prestige, Status, and Authority among members
E.g. military ranking and job position |
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What is the Need for Power? |
The desire to influence or direct behavior of others
Testosterone is associated with dominance
Also aggression if they're low incomed |
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What is Social Dominance Orientation? |
Tendency to accept and prefer social inequalities Combines with a general preference for hierarchical social structures |
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What is Expectation Status Theory? |
People accept dominance from others That exhibit Specific Status Characteristics (task competence) And Diffused Status Characteristics (General qualities) |
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What is status generalization? |
Group members unfairly allowed irrelevant characteristics to influence prestige |
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What is the Interpersonal Complimentary Hypothesis? |
Predict certain behaviors evoke behaviors from others
Positive behavior evokes positive behaviors
Negative behavior evokes negative behaviors
Dominant behaviors evokes submissive behaviors and vice versa |
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What is the Agentic State? |
When members in an organized status hierarchy experience reduced autonomy
Unable to resist authorities orders |
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What is the Fundamental Attribution Error? |
Tendency to explain people's behavior in terms of personality traits Thereby under estimating the power of social influence |
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What two major themes of group dynamics did the Stanford Prison study illustrate? |
Group situation is powerful We construct a social worlds |
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What is Approached / Inhibition Theory? |
Suggest that power is psychologically and behaviorally activating
Lack of power leads to inhibiting |