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168 Cards in this Set
- Front
- Back
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pg. 192
What is north american and european social psychs think of "conformity |
negative...social influence has negative labels: conformity, submission, compliance
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192
What is the view of going along in Japan? |
not a sign of weakness, but of tolerance, self-control, and maturity, and people know exactly what to expect of each other
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192
What is conformity |
not just acting as other people act, but also being affected by how they act, and so it is a change in behavior or belief ito accord with others.
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192
What are the three varieties of conformity |
compliance, obedience, and acceptance.
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194
what is Jacobs and Campbell's exteriment with autokinetic show |
our views of reality are not ours alone, as a confederate gave an inflated estimate on how far the light moved. Confederate left the experiment and replaced by real participant, but the inflated illusion persisted for five generations of participants
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194
what is the chameleon effect? |
a form of social contagion, where you would likely rub your face with a face-rubbing person...without conscious intention to conform.
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194
What was the finding on mimicry? |
when you mimic, you would also incline the other to like you and be helpful to you and to others and being mimicked seems to enhance social bonds...
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197
What was asch's study on group pressure |
Participants were 6th in a row of 7, and asked which match the standard line. Easily can see that it's line 2. The people in front of you say the WRONG answer.
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197
What was asch's study's finding? |
75% at least once conformed, and 37% of the responses were conforming.
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197 what did asch's study lack, but have?
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lacked mundane realism, but had experimental realism
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200
In milgram's obedience experiment, how many went to 450 voltz |
26 of them (65%) went all the way to 450 volt
They stopped usually at the 150 volt point. |
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200
in milgram's experiement, what were the findings on women? |
women's compliance rates were similar to men's
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201
what were critics saying about milgram experiment? what did milgram say in his defense |
Ciritics" he stressed them against their will and experienced agony.
Milgram: imporant lessons were found, and also said he received support from participants after debriefed. 84% glad to participate, and 1 percent regretted volunteering. No harm was done in a psychiatric interview. believed ethical controversy was terribly overblown. |
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201
what are 4 factors that breed obedience according to milgram |
1.victim's emotional distance
2.authority's closeness and legitimacy 3. whether or not the authority was part of a respected institution 4. liberating effects of a disobedient fellow participant |
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209
What did milgram say was the most fundamental lesson of the study |
That ordinary people without any particular hostility can become agents in a terrible destructive process.
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209
Looking at situation, are harm doers exonerated? accoding to psychologists |
Harm doers are NOT forgiven...just understood. Explain is NOT to excuse
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215
What is the finding of people when they make a public commitment |
they usually stick to it, and less retrained to persuasion or hesitant to back down
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220
Does cultural background help predict how conforming people will be? |
YES it does
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220
Conformity changes or differences due to culture in same country? |
Yes, like working class tend to prefer similarity to others
Middle calss prefer strongly prefer to see themselves as unique individuals |
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What was the result of choosing a pen study in terms of university of working class vs university of middle class background
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wroking: 72% chose one from majority
middle: 44 % picked majority |
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220
So is conformity and obedience a universal phenomena? |
Yes, but they vary accross cultures and eras.
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222
what happens when you do role playing |
people change themselves
OR empathize with people whose roles differ from their own. |
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222
What can role reversal help with? |
helps with eachother understanding the other
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222
Social roles will always vary with culture but.. |
process by which those roles influence behavior vary less.
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232
What is the central route of persuasion? |
persuasion is likely to occur this way when people are motivated to THINK about an issue...focusing on the arguments
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232
what is the peripheral route of persuation |
not motivated, but therefore focus on cues that trigger automatic acceptance without much thinking. More easily understood familiar statements are more persuasive than novel statements with same meaning
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central is to explicit...peripheral is to what
Central is to reflective...peripheral is to what |
implicit; automatic
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233
Why does central route lead to more enduring change |
Think deeply, any changed attitude will more likely persist, resist attack, and influence behavior.
Peripheral produces temporary changes...but usually take this route because it is easier |
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235
does person who is saying te statement affect how the audience receives it? |
YES IT DOES.
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235 what makes communicator more persuasive than the other
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1. credibility
2. attractiveness and liking |
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what is credibility
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believability of a source. Effect of source of credibility diminish after a month or so...
one way to be more credible: speak confidently |
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What is sleeper effect
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delayed impact of a message that occurs when an initally discounted message becomees effective...and people tend to forget the source or its connection with the message
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what happened with the graphic truth ads of the pile of body bags?
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Teens were less likely to smoke than those who did not watch the edgy ad.
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Fear arousing communications help or not help
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They help for detection behaviors, (cancer check up) and preventative behaviors.
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Fear affect potency of a message?
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NO. Fear of AIDS will not abstain from sex. It often instead results in denial, and not behavioral change
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what works with fear ads then?
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more effective if they lead to have fear of severity, but also perceive a solution, and feel capable of implementing it.
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pg. 244
what was the result of the one-sided broadcast during WWI vs. the two-sided broadcast? |
One sided most effective for those who already agreed. Two sided worked better with those who disagreed.
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244
What is best for those who are more persuasive and enduring if people are aware of opposing arguments |
Two sided presentation...so if audience will be exposed to opposing views, offer a two-sided appeal
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What is Occam's razor
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seek the simplist possible principles
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249
with the media campagin for coronary risk, what worked best |
those who received personal contacts as well as media campaign changed most. those with media appeals improved and decreased risks somewhat...
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249
what is two-step flow of communication |
that media influence often occurs through opinion leaders, who in turn influence others
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252
what circumstances breed counterargument? |
1. knowing that someone is going to try to persuade you...
forewarned causes one to hold stronger to currently held beliefs |
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Distraction's role in counterarguing
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persuasion enhanced by distraction that inhibits counterarguing. Political ads often use this technique.
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Need for cognition
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Motivation to think and analyze--> will use central routes.
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What was found about the techniques of persuation
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stimulating thinking makes strong messages more persuasive and weak messages less persuasive.
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252
techniques to stimulate thinking |
1. use rhetorical questions
2. present multiple speakers 2. make people feel responsible for evaluating or passing along the message 4. by repeating the message 5. by getting people's undistracted attention |
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264
what is inoculations |
give a vaccine against ads...like kids shown commercial, and then give the toy to get actual results of what the toy can do.
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What is the mother's code for advertisers
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There should be no advertising in schools, no targeting children under 8, no product placement in movies and prgrams targets kids, and no ads directed at children and adolescents that promote selfishness
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what was found about those who live amid diverse views
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they become more discerning, and more likely to modify their views in response to stong but not weak arguments.
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what about ineffective appeals
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they can be worse than none. for it hardens the heart for later appeals
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What is social facilitation
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original meaning: tendency of people to perform simple or well-learned tasks better when others are present
Current meaning: strenghthening of dominant response in the presence of others. |
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effect of others and number of people
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more people, increase effect. sometimes we are vulnerable to choking...
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crowding and effect on people
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in a crowd intensifies positive or negative reactions...
sit close--> more humorous... and therefore we are more likely to join in laughter or clapping. crowding enhances dominant response |
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Why do others create arousal
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1. evaluation apprehension
2. distraction, 3. mere presence |
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What decrease team work
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when there is no accountability
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Ingham's experiement with tug-of-war
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those who thought they were pulling alone pulled 18% harder
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social loafing:
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tendency for people to exert less effort when they pool their efforts toward a common goal than when they were individually accountable; usually don't think they are loafing.
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free riders
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those who benefit from the group but give little in return
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why social loafing occurs
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may be due to decrease in evaluation apprehension when in a group.
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How to motivate group members:
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make individual performance identifiable.
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277
what was the finding on collectivist cultures under noncommunist regimes? |
exhibit social loafing, but exhibit less than those of individualistic cultures.
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277
women and men and social loafing? |
women exhibit less social loafing than men
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277
when do people loaf less |
when tasks are challenging, appealing, or involving, see group as unreliable or unable to contribute
adding incentives or challenging a group to reach a certain standard when they are friends expecting to interact with someone again... |
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280
when were children more likely to transgress by taking extra halloween candy |
when they were in a group, when anonymous, and deindividuated, most children stole extra candy.
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280
what happened to the vehicle that waited long at the red light in terms of honking? |
those with covered, top up car, they were honking 1/3 faster twice as often, and twice as long in comparison to those who had tops down.
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283
Group polarization |
Group produced enhancement of member's preexisting tendencies or initial inclinations
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283
What is risky shift phenomenon? |
Group decisions are usually riskier, that risky shifts occurs not only when a group decides by consensus, individuals too will alter decisions after a brief discussion
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288
what is informational influence |
Influence that results from accepting evidence about reality
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288
What is normative influence |
Influence based on a person's desire to be accepted or admired by others
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Festinger's theory of social comparison
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we as humans want to evaluate our opinions and abilities by comparing with others.
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291
What is group think? |
tendency of decision making groups to suppress dissent in the interest of group harmony... it overrides realistic appraisal of alternative courses of action-->called group think
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291
What factors cause groupthink? |
-amiable cohesive group
-relative isolation of the group from dissenting viewpoints -directive leader who signals what decision he or she favors -thought by Janis |
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What are symptoms of group think that lead members to overestimate their groups might and right
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illusion of invulnerability (excessive optimism)
Unquestioned belief in the group's morality: inherent morality of their group, and ignore ethical and moral issues... |
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What are symptoms of group think that lead members to be closed-minded
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rationalization: discount challenges by justifying their decisions
Stereotyped view of opponent: think enemies are too evil to negotiate, or too weak and unintelligent |
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What are symptoms of group think that lead members to cause uniformity
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conformity pressure: raised doubts about group's assumptions and plans, and at times with sarcasm.
self censorship: since disagreements were uncomfortable, members withheld their misgivings illusion of unanimity: cause a false illusion that they all are on the same page. Mindguards: some members protect group from info that would call into question the effectivess or morality of its decision. |
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How do we prevent groupthink?
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1. be impartial
2. encourage critical evaluation, and assign a devil's advocate 3. occasionally subdivide, and reunite to air differences 4. welcome critiques from outside experts and associates 5. call a second chance meeting to air any lingering doubts . |
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561
what was Loftus' finding on eyewitness testmony |
even if false, those who had "seen" were more likely believed.
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Does discrediting the eye witness affect testimony?
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No...68% still voted for conviction
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Can jurors spot erroneous testimony
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No...both correct and incorrect eyewitnesses were believed 80% of the time...
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How do jurors feel when eyewitness accounts do not remember the trivial details?
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jurors are more skeptical of these even though they tend to be the most accurate witnesses...
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562
what was the result when students were asked to identify the attacker on their professor seven weeks later |
60% chose someone innocent....eyewitnesses mroe confident than correct.
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564
In red datsun experiement with the sign, what does it show |
Misinformation effect. Insert misinformation into our memory, and remembered picture they had not seen.
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567
What effect does retelling have? |
retelling commits people to their recollections, accurate or not. More we retell, more convinced of the falsehood. Also retelling can be adjusted subtly to suit their audience
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How to reduce error in eyewitnesses
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1. train police interviewers
2. administer line ups. |
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What are interviewing methods to reduce error
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1. allow witness to offer unprompted recollections
-have them reconstruct setting and what they were thinking and what they were feeling. 2. ask then evocative questions..(was there anything unusua) |
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What are the effect of an array of mug shots
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it reduces accuracy in later identifying the culprit
Don't have them stop, think, and compare faces analyticaly . |
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What are signs of accurate identifications
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It tends to be automatic and effortless. Right face just pops out, and can make it in less than 10-12 seconds.
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when jurors are asked to make a judgement, do social things take into effect
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jurors can't help but form impressions of defendent
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Physical attractiveness and juror impression
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attractive are less guilty
when the evidence is meager, justice is not blind to a defendant's looks. |
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when jurors are asked to make a judgement, do social things take into effect
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jurors can't help but form impressions of defendent
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baby-faced crimes vs. mature faced
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baby faced more likely to be convicted of crimes of mere negligence, but less often of intentional criminal acts.
unattractive people are seen as more dangerous. |
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Physical attractiveness and juror impression
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attractive are less guilty
when the evidence is meager, justice is not blind to a defendant's looks. |
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judges and bail and fines
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judeges set higher bails for less attractive defendants.
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baby-faced crimes vs. mature faced
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baby faced more likely to be convicted of crimes of mere negligence, but less often of intentional criminal acts.
unattractive people are seen as more dangerous. |
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576
reactance |
Motive to protect or restore one's sense of freedom. Reactance comes when someone threatens our freedom of action. So judges order to ignore the evidence, is hard to ignore, especially with emotional information.
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judges and bail and fines
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judeges set higher bails for less attractive defendants.
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584
when is the minority most influential? |
when minority is consistent, persistent, and self-confident
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do confirmation happen in juries
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yes...so a mixed group provides openness to wider range of information
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what was the result of the Massachusetts citizens on jury fr for the simulation of a murder trial?
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They deliberated, and though initially 4/5 though accused was guilty, and had weak verdict of manslaughter, but after deliberation, nearly all agreed that accused was guilty, and most preferred stronger verdict...second degree murder.
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what hapens if evidence is not highly incriminating
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Deliberating jurors often become more lenient...if majority does not prevail, results is acquittal
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576
reactance |
Motive to protect or restore one's sense of freedom. Reactance comes when someone threatens our freedom of action. So judges order to ignore the evidence, is hard to ignore, especially with emotional information.
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How do groups help in recall of informations
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recall is better in group than with individual members...cancels our certain biases, and draw juror' attention away from own prejudgements...
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584
when is the minority most influential? |
when minority is consistent, persistent, and self-confident
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do confirmation happen in juries
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yes...so a mixed group provides openness to wider range of information
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what was the result of the Massachusetts citizens on jury fr for the simulation of a murder trial?
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They deliberated, and though initially 4/5 though accused was guilty, and had weak verdict of manslaughter, but after deliberation, nearly all agreed that accused was guilty, and most preferred stronger verdict...second degree murder.
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what hapens if evidence is not highly incriminating
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Deliberating jurors often become more lenient...if majority does not prevail, results is acquittal
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How do groups help in recall of informations
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recall is better in group than with individual members...cancels our certain biases, and draw juror' attention away from own prejudgements...
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576
reactance |
Motive to protect or restore one's sense of freedom. Reactance comes when someone threatens our freedom of action. So judges order to ignore the evidence, is hard to ignore, especially with emotional information.
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584
when is the minority most influential? |
when minority is consistent, persistent, and self-confident
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do confirmation happen in juries
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yes...so a mixed group provides openness to wider range of information
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what was the result of the Massachusetts citizens on jury fr for the simulation of a murder trial?
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They deliberated, and though initially 4/5 though accused was guilty, and had weak verdict of manslaughter, but after deliberation, nearly all agreed that accused was guilty, and most preferred stronger verdict...second degree murder.
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what hapens if evidence is not highly incriminating
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Deliberating jurors often become more lenient...if majority does not prevail, results is acquittal
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How do groups help in recall of informations
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recall is better in group than with individual members...cancels our certain biases, and draw juror' attention away from own prejudgements...
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What were the main differences between ABC program experiment and the Milgram experiment
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Original went to 450, while ABC only went up to 150
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What are the weapons of influence
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1. Reciprocation
2. Commitment and consistency 3. Social Validation 4. Liking 5. Authority 6. Scarcity |
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How to counteract weapons of influence
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know them and say NO
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What is reciprocation
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Door in the face...inital is not what we want. say big offer, then slide with smaller offer of what we want
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What is commitment and consistency
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Escalate commitment by asking them to do moor...Foot-in-the Oddr technique and low ball technique
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What is weapon of social validation
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In ambiguous situations, we look for social proof , or look to others for guides as to appropriate behavior
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What is weapon of liking
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We are more easily influenced by those we like, those we find physically attractive, similar, compliementary, likeable
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What is weapon of authority
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We prefer to comply with those in authority or expert positions
security guard outfit: 80% compliance Confidence breeds obedience |
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What is weapon of scarcity
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Way to love anything is to realitze that it might be lost...opportunities or commodities seem more valuable when they are less available.
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Why does weapon of scarcity work?
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psychological reactance for it threatens our freedom...
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What must take place before a message is likely to persuade?
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ATTENTION to the message MUST HAPPEN
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What are the stages one goes through to persuade:
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1. attend to the message
2. comprehend the message 3. Store in memory 4 recall the message this should lead to change in behavior |
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Priming does it effect us?
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YES. when we are primed, there are cause and effect. In supermarket, there is a display of wines, play french music, more people buy french wine....german music, buy german wine.
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Do subliminal messaging work?
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No. it presents something below conscience awareness...
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Two important factors on whether people think carefully or not...
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1. motivation
2. ability (is it personally relevant to you?) )do you have the resources to think about it? |
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why is the elaboration-likelihood model for attitude change important
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Reveals that if this is not relevant to us, it will cause peripheral route, but if relevant, and we have the ability, we would then use central route.
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What determines the likelihood we will elaborate on an argument?
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If we are motivated, and if we have the ability, and then we would look if the nature of the arguments are strong or weak.
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What are the two end results of the elaboration-likelihood model of attitude change?
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Persuation (enduring) if motivated, are able, and argument is subjectively strong, persuasion occurs.
Boomerang: if motivated and have the ability, but argument is weak, causes boomerang (enduring) causes us to go actively against their argument. Retain or regain initial attitude: If we aren't motivated or aren;t able, we will use periferal persuasion cues, and if none present, we will retain our attitude Temporary attitude shift: if not motivated and not able, but there is persuasion cues (peripheral) causes a temporary attitude shift. |
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What happens if we are motivated and able?
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take central route to persuasion
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Why was the elaborated-likelihood model of attitude change important?
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it resolved the contradictory finding of when peripheral and central routes were used, and was a guide to persuasion.
Also, we learned how suble peripheral processing was and how it affected our processing and persuasion. Peripheral is a powerful persuasion cue. |
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How is cognition involved in persuasion
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There is a high need for cognition. Do i like to think? or be entertained? individual differneces and situations can make it more likely.
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what is compliance
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Publicly go along, but privately disagree
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obedience:
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heavy social pressure causes us to comply
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Normative influences causes compliance or acceptance?
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Normative is compliance
Informational is acceptance |
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What is acceptance:
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private conformity...actig and accepting with low pressure.
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Ash's line study was a study on what
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CONFORMITY...which of the lines is representative of line A? conformity for when they went back to do themselves, they picked right answer.
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what was sherif's study? what did it show?
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show light optics in dark room, and see how much it moved..using autokinetic phenomenon; showed that a norm emerged, and even though it was false...
when people come in with a group, a norm is formed... |
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what creates conformity
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Informational social influence,
conformance is done when answer is ambiguous Change belief due to what is right thing to do... (not know what to do in culture...I guess that's the way you do it. |
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What are common components of weapons of influence
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1. tap into the automaticity of our processing, and is sophisticated and subtle
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in ABC milgram take 2 experiment, what was the result iwth women
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73% of women continued to the highest shock.
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What was the significance of 150V?
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It was the point of no return...80% chance that they would go all the way.
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what were people's justification for their actions such as humiliation of prisoners?
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they didn't feel directly responsible, not doing bad, and following simple orders.
Those felt directly responsible, and tried to quit early. |
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why are we aroused in other's presence
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1. evaluation apprehension
2. distraction 3. mere presence (physicologically arousing) |
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In milgram experiment, what were four factors that determined obedience
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1. victim's physical distance
2. authority's closeness and legitimacy 3. whether authority was institutionalized 3. liberating effect of disobedient fellow participant |
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why were shocks only to 150 voltz?
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ethical and also probablility that going all the way if went up to 150 voltz
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primacy effect vs recency
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message said first has most impact
message said last has most impact |
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Deindividuation
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Loss of self-awareness, and people abandom normal restraints and lose sense of identity...anonymous equals less inhibition
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What is a group:
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need more than 1 person, and requires an interaction that influences each other "us or "we" feeling
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Collective influence
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bunch of individuals are co-actors, and do something, but not act a a group.
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What did Zajonc find in experiment with roaches?
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presence of others enhance performance, but also presence of others decrease performance...simple maze was enhanced with other roaches.
difficult maze decreased in time... |
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how many people needed for evaluation apprehension
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2-5 people
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what is Yerke-Dodson hypothesis
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Curve on graph...if arousal increases, performance increases, but if we have increase in too much arousal, performance decreases. X-axis is arousal, Y axis is performance
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What is social compensation
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Do more than usual due to seeing lack in others.
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When one feel no one sees you...first instinct is...
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to break commandments...
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What is repitition blindness
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A Bird in the the bush...attention problem
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Inattentional blindness
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ball passing, can't see moon walking bear.
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change blindness
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Person swap, cause blindness
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What will influence a juror's decisions?
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Perceptions, expectations, and beliefs...
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Emotions and memories
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if emotions are extremely impacting, it can corrupt memories.
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flashbulb memories:
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major events, remember more details, and are really really intense events.
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Race and eye witness testimony
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different recollection if different race
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If male juror see attractive male, how does this influence their judgement? howabout female?
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attractive male: judge harsher
attractive female: juror is more lenient |
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How about with translation and juror judgement
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if translated, see them more guilty...
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what percentage do jurors emerge with a consensus?
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95%...hung juries are rare
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with eye witness how credible if only short time passed?
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less time passed, more credible...more time passed, less credible
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