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14 Cards in this Set
- Front
- Back
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Social influence |
the impact of others on our thoughts, feelings and actions |
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Obedience and compliance |
acquiescence to requests |
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Conformity |
convergence of an individual's thoughts and behaviour towards a group norm - public conformity → surface / just say it - private conformity → deep / believe what saying |
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Persuasion |
process of changing attitudes by communication |
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Model of Influence #1 |
Source → Channel → Target attribute - in the presence of an influence source, a target's behaviour/mental state are different to what they would be in the absence of the influence source |
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Model of Influence #2 |
Source → group → real / imagined → individual Channel → verbal → non-verbal Target attribute → phenomena under influence |
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Functions of Influence Deutsch & Gerard (1955) |
- normative influence → going along to fit in → affiliation - informational influence → going along to be accurate → accuracy |
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Beep Estimation Task Pendry & Carrick (2001) |
- solo vs. group - guess how many beeps - 100 beeps, but confederates guess 120-125 - estimations tended to be over 100 |
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Perceived group norms #1 |
norm → a group tendency in behaviour, belief, etc. → descriptive = what is typically done → injunctive = what is typically dis/approved of - Goldstein et al (2008) → hotel guests and towel reuse → descriptive norm appeals more to people than typical environmental message |
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Cross-norm inhibition |
norm-adherence inhibited or undermined by violations of other norms - Keizer et al (2008) → bike stands and graffiti → in disorder condition, more people littered, than when no graffiti was present |
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Non conscious mimicry |
Chartrand & Bargh (1999) → interact with face-rubbing / foot-shaking confederates → mimicry increases liking - perception-behaviour link → primed to do what other people do - ostracized people mimic more |
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Compliance |
liking → based on physical attractiveness or similarity authority → more authoritative, more likely to comply reciprocity → obligation to return to others the goods, services and concessions they offer us even if unsolicited commitment → required to honour their agreements/obligations |
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Attitude |
cognitive representation that summarises an evaluation of an object - attitude change → process of changing an attitude by a communication/message |
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Dual process models of attitude change |
central route → systematic → motivated and capable of thinking carefully about message content → sad / important / high need for cognition → content / argument quality peripheral route → heuristic → unwilling or unable to think carefully about message content → happy / unimportant / low need for cognition → source attractiveness / argument quantity |
