Social Influence

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Social Influence is the exercise of social power to

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change others' attitudes/behaviors

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Level of social influence depends on:

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1. Access to resources

2. Social position

3. Likability

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Social influence can result in THREE behavioral consequences:

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1. Conformity

2. Compliance

3. Obedience

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CONFORMITY is a yielding to perceived group pressure by

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copying the behavior and beliefs of others

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Sherif's Norm Development is an experiment where

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participants are given a task where a correct answer is impossible. Individual answers were different at first but soon converged to around the same number

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Covergence happens due to

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social norms, i.e. expected beliefs/behaviors establish by the group

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Sherif's Norm Development experiment showed that when uncertainty is higher, the influence is

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stronger

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When confederates in the experiment were more confident, influence was

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stronger

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Durability of Social Norms was found in an experiment that

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started with one participant and 3 confederates. Participant conformed to the 3 confederates. Then, more participants were added and all confederates gradually removed. The result was that the social norm persevered even though those who started it had left.

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Asch's Line Judgment is an experiment where

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lines were shown to individual participants who mostly guessed the length correctly. In a group, however, 76% conformed to the group norm even though it was incorrect.

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Important to remember in Asch's Line Judgment experiment is that

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some participants never conformed and less than half conformed on more than half the trials, so not everyone conforms to things they believe are wrong just because the group believes so.

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FOUR reasons we conform are:

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1. Normative Social Influence

2. Informational Social Influence

3. Group Factors

4. Personal Factors

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Normative Social Influence drives our desire to gain BLANK or avoid BLANK

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rewards, punishment

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The outcome of Normative Social Influence is:

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Normative dependence, where others are depended upon for positive outcomes and there is a need to gain approval/acceptance

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TWO types of NORMS are:

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Injunctive norm

Descriptive norm

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According to BLANK, we focus on norms due to Salience

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Normative Focus Theory

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Informational Social Influence is driven by a desire to gain

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information

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Informational Social Influence happens due to

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Information dependence: specifically, the dependence on others for info and the need to reduce uncertainty {good example is Sherif's study}

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Group Factors involve

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1. Group size

2. Group cohesiveness

3. Social Support

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Group size results in conformity when the social situation is

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ambiguous

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Group cohesiveness results in conformity when there his BLANK cohesiveness and BLANK topic relevance

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high, high

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Social Support influences conformity by diminishing

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normative influence

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Personal Factors influence conformity through

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self-awareness

self-presentation, and

desire for personal control

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Individualists tend to view conformity as

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weakness

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Desire for Personal Control results in

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Anticonformity, according to the theory of psychological reactance

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Groups typically deal with nonconformists by

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voting them out, not tolerating dissent, ostracism

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Social rejection is one of the primary causes of

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depression

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Minority Influence is the process by which

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dissenters produce change within a group

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Single minorities have a BLANK likelihood of influencing the majority

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HIGHER

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Effectiveness of Minority influence is determined by

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1. Consistency

2. Confidence

3. Flexible, open-minded

4. Argue in direction of evolving social norms

5. Being in a single minority group

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COMPLIANCE is to publicly act in accord with

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a direct request

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Compliance happens with or without internal compliance, as long as there is public/external compliance.

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True

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Compliance can happen even if one is neutral

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True

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One can privately disagree and still comply

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True

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One can truly believe in the principles behind request and it would still be called compliance

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true

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FOUR Factors influencing COMPLIANCE are:

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1. Positive Mood

2. Reciprocity

3. Giving reasons

4. Authority

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Two-Step Compliance Strategies are:

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1. Foot-in-the-door

2. Door-in-the-face

3. That's-Not-All

4. Low-Balling

5. Pique Technique

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Foot-in-the-door is when a small request is followed by a

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larger, less desirable request.

This works because of the self-perception theory where initial response to 1st request alters self-image and then we behave according to the new image of ourself

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Door-in-the-face is when a large request is refused and then followed with a

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smaller (actual) request.

THREE conditions for foot in the door to work:

1. 1st request must be really large so person doesn't have negative self-perception

2. not much time has passed before second request made

3. same person making 1st must make 2nd

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That's-Not-All is when a large request is immediately followed by

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a discount or bonus before initial request is refused

If the initial request is too large, however, there will be less compliance because critical analysis will happen

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Low-balling is when the true cost is understated

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before compliance happens.

People tend to commit to decision anyway due to post-decision dissonance, and commitment makes us more resistant to change.

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The Pique technique is to make an BLANK request that attracts attention, then follow up with the BLANK request

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unusual, real

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OBEDIENCE is the performance of an action

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in response to a direct order

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Milgram's Obedience Experiments show that most people

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will obey instructions by an authority figure

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Milgram's Obedience Experiments also show that the earlier a verbal opposition is given, the more likely we are to

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disobey orders

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Factors that mitigate obedience are:

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1. Authority vs. ordinary person

2. Proximity of experimenter

3. Proximity of learner

4. Group pressure

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The latest research on obedience tell us that

1. Obedience is affected by how we

2. Obedience is related to personality and political variables:

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1. identify ourselves (scientist = more obedience, learner - less obedience)

2. "left" political affiliation = less obedient. Agreeable, conscientious = more obedient.

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Social Impact Theory tells us that the AMOUNT of social influence depends on

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1. Number (more targets, less influence on each one - "leveling off")

2. Strength (status, expertise, power)

3. Immediacy (closeness in time/space)