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13 Cards in this Set
- Front
- Back
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Conformity
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Indirect pressure (conformity) - 1) tendency for people to adopt behaviors, attitudes, and values of other members of a group. 2) A change in behavior or belief as a result of real or imagined group pressure
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Compliance
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- conformity that involves publicly acting in accord with social pressure while privately disagreeing, Zimbardo study, six bases of social power, request
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Obedience
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Obedience (most direct)- acting in accord with a direct order, Milgram study
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Private Conformity (Acceptance)
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Conformity that involves both acting and believing in accord with social pressure
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Public Conformity
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accepting belief in public but privately rejecting it
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Informational influence
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Sherif study (dot moving in the dark), conformity occurring when people accept evidence about reality provided by other people.
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Normative influence
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Asch study (lines’ length), conformity based on a person’s desire to fulfill others’ expectations, often to gain acceptance.
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4 major studies: Sherif, Asch, Milgram, Zimbardo
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Sherif study- indirect pressure, informational influence, private compliance, norm formation
Asch study- indirect pressure, normative influence, public compliance, conformity Milgram study- direct pressure, normative influence, public compliance, obedience Zimbardo study- direct pressure, normative influence, public compliance |
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When do people conform?
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Unanimity
Group size (3-5 is the prime number) Group cohesion Salient norms Public commitment Culture influence Age differences Mindlessness Power base |
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What are the six power bases?
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Reward → compliance
Coercion → resistance Expertise → commitment Information Referent power → commitment Legitimate authority → compliance/commitment |
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Principles influencing compliance?
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1)Liking
2)Commitment 3)Scarcity 4)Reciprocity 5)Social Validation (Modeling)- using other people’s choices to check whether a choice is correct or not, people frequently look to the behavior of similar others for social validation. 6)Authority |
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Sequential Request Strategies
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1)The foot-in-the-door: gain a target’s compliance with a small request → make a related, larger request, commitment and consistency
2)The low-ball: get an agreement to a specific agreement → change the terms of the agreement, commitment and consistency 3)The door-in-the-face: have large favor rejected then make separate smaller request, reciprocity 4)The “That’s not all”: withdraw initial favor then alter the exchange rate in their favor, reciprocity 5)Bait & Switch: advertise something at a low price → switch to a product with higher price 6)Labeling: assign the target a trait label e.g. call them generous |
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Factors affecting resistance to obedience
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Individual differences (anticonformists)
Personal responsibility Lack of unanimity Increase closeness of victim Victim’s suffering is made salient Increase distance of authority Encouragement to question motives of authority |
