Social Psychology Chapter 8

Front 1

conformity

Back 1

A change in one's behavior due to the real or imagined influence of other people.

Front 2

informational social influence

Back 2

The influence of other people that leads us to conform because we see them as a source of information to guide our behavior; we conform because we believe that others' interpretation of an ambiguous situation is more correct than ours and will help us choose an appropriate course of action.

Front 3

private acceptance

Back 3

Conforming to other people's behavior out of a genuine belief that what they are doing or saying is right.

Front 4

public compliance

Back 4

Conforming to other people's behavior publicly without necessarily believing in what the other people are doing or saying.

Front 5

contagion

Back 5

The rapid spread of emotions or behaviors through a crowd.

Front 6

mass psychogenic illness

Back 6

The occurrence, in a group of people, of similar physical symptoms with no known physical cause.

Front 7

social norms

Back 7

The implicit or explicit rules a group has for the acceptable behaviors, values and beliefs of its members.

Front 8

normative social influence

Back 8

The influence of other people that leads us to conform in order to be liked and accepted by them; this type of conformity results in public compliance with the group's beliefs and behaviors but not necessarily private acceptance of those beliefs and behaviors.

Front 9

social impact theory

Back 9

The idea that conforming to social influence depends on the strength of the group's importance, its immediacy, and the number of people in the group.

Front 10

idiosyncrasy credits

Back 10

The tolerance a person earns, over time, by conforming to group norms; if enough of this is earned, the person can, on occasion, behave deviantly without retribution from the group.

Front 11

minority influence

Back 11

The case where a minority of group members influences the behavior or beliefs of the majority.

Front 12

injunctive norms

Back 12

People's perceptions of what behaviors are approved or disapproved of by others.

Front 13

descriptive norms

Back 13

People's perceptions of how people actually behave in given situations, regardless of whether the behavior is approved or disapproved of by others.

Front 14

Chameleon effect

Back 14

What is the term for the confederate's behavior in the following study. The confederate copies the participant's behavior -> the participants like the confederate significantly more when the confederate copied the participant.

Front 15

conformity

Back 15

A change in behavior or attitudes brought about by a desire to follow the beliefs or standards of others

Front 16

compliance

Back 16

Yielding to a direct, explicit appeal meant to produce certain behavior or agreement to a particular point of view

Front 17

obedience

Back 17

A special kind of compliance, where there is a change in behavior due to commands of others. There is a demand from authority.

Front 18

obedience

Back 18

Out of conformity, compliance and obedience, which is a response to the most direct social influence?

Front 19

conformity

Back 19

Out of conformity, compliance and obedience, which is a response to the most indirect social influence?

Front 20

Sherif

Back 20

Two key studies related to conformity, obedience and compliance were done by Asch and Sherif. Which one had the floating dot on a screen in a dark room? In this instance, the situation was ambiguous for the participant [Asch/Sherif].

Front 21

Asch

Back 21

Two key studies related to conformity, obedience and compliance were done by Asch and Sherif. Which one involved judging the length of a line? In this instance, the situation was obvious for the participant

Front 22

37

Back 22

Across all trials of Asch's study in which participants judging line length in company of confederates who judged wrongly, what % of the cases did people conform with the wrong answer given by others?

Front 23

76

Back 23

In Asch's study of judging line length, what % of participants conformed at least once with the wrong answer given by others in the trials?

Front 24

informational social influence

Back 24

Why do we conform?: 1) ____________, 2) normative social influence

Front 25

normative social influence

Back 25

Why do we conform?: 1) informational social influence, 2) ____________

Front 26

private

Back 26

informational social influence leads to [private/public] acceptance

Front 27

public

Back 27

normative social influence leads to [private/public] acceptance

Front 28

normative

Back 28

[normative/informational] social influence leads to public acceptance

Front 29

informational

Back 29

[normative/informational] social influence leads to private acceptance

Front 30

group size

Back 30

Variables affecting conformity: 1) ____________, 2) group unanimity, 3) group cohesiveness, 4) gender, 5) age, 6) task or issue importance, 7) culture, 8) minority influence.

Front 31

group unanimity

Back 31

Variables affecting conformity: 1) group size, 2) ____________, 3) group cohesiveness, 4) gender, 5) age, 6) task or issue importance, 7) culture, 8) minority influence.

Front 32

group cohesiveness

Back 32

Variables affecting conformity: 1) group size, 2) group unanimity, 3) ____________, 4) gender, 5) age, 6) task or issue importance, 7) culture, 8) minority influence.

Front 33

gender

Back 33

Variables affecting conformity: 1) group size, 2) group unanimity, 3) group cohesiveness, 4) ____________, 5) age, 6) task or issue importance, 7) culture, 8) minority influence.

Front 34

age

Back 34

Variables affecting conformity: 1) group size, 2) group unanimity, 3) group cohesiveness, 4) gender, 5) ____________, 6) task or issue importance, 7) culture, 8) minority influence.

Front 35

task or issue importance

Back 35

Variables affecting conformity: 1) group size, 2) group unanimity, 3) group cohesiveness, 4) gender, 5) age, 6) ____________, 7) culture, 8) minority influence.

Front 36

culture

Back 36

Variables affecting conformity: 1) group size, 2) group unanimity, 3) group cohesiveness, 4) gender, 5) age, 6) task or issue importance, 7) ____________, 8) minority influence.

Front 37

minority influence

Back 37

Variables affecting conformity: 1) group size, 2) group unanimity, 3) group cohesiveness, 4) gender, 5) age, 6) task or issue importance, 7) culture, 8) ____________.

Front 38

3-5

Back 38

Conformity increases with group size up to a group size of _____

Front 39

distinct others

Back 39

Law of diminishing returns in conformity. Milgram found that people didn't see individual people looking up, but they saw a big group looking up. What matters is how many ______

Front 40

two groups of three, one group of six

Back 40

Wilder found in studying conformity that ________ are more influential than_________.

Front 41

reduces

Back 41

Having an ally or seeing a rebel dramatically [increases/reduces] conformity pressures.

Front 42

confidence in the group

Back 42

Including one in the group of accomplices reduces _______, so people seeking to be accurate will continue looking further beyond the group answer.

Front 43

cohesive

Back 43

Conformity studies found that the more time the group spends together, the more ______ the group, the more people conform

Front 44

weak and unreliable

Back 44

Sex differences in conformity: 1) In general, sex differences are________. 2) Conformity is affected by how familiar you are with the issue at hand, not your gender, 3) small sex differences do emerge in face-to-face encounters: women conform more, men conform less when they think they are being observed.

Front 45

how familiar you are with the issue at hand

Back 45

Sex differences in conformity: 1) In general, sex differences are weak and unreliable. 2) Conformity is affected by ________, not your gender, 3) small sex differences do emerge in face-to-face encounters: women conform more, men conform less when they think they are being observed.

Front 46

women conform more, men conform less

Back 46

Sex differences in conformity: 1) In general, sex differences are weak and unreliable. 2) Conformity is affected by how familiar you are with the issue at hand, not your gender, 3) small sex differences do emerge in face-to-face encounters: ________ when they think they are being observed.

Front 47

they think they are being observed

Back 47

Sex differences in conformity: 1) In general, sex differences are weak and unreliable. 2) Conformity is affected by how familiar you are with the issue at hand, not your gender, 3) small sex differences do emerge in face-to-face encounters: women conform more, men conform less when ________ .

Front 48

more vulnerable (to the group)

Back 48

Age differences in conformity: generally, young adolescents are ____________ and older people (63 to 85 years) conform less

Front 49

conform less

Back 49

Age differences in conformity: generally, young adolescents are more vulnerable (to the group) and older people (63 to 85 years) ____________

Front 50

lower, reduce

Back 50

The influence of task difficulty on conformity: When the task difficulty is_____, incentives for accuracy ______ conformity;

Front 51

higher, increase

Back 51

The influence of task difficulty on conformity: when task difficulty is______, incentives for accuracy ______conformity.

Front 52

difficulty, importance

Back 52

The influence of task difficulty on conformity: there is an interaction between task _________ and task ________.

Front 53

normative pressures

Back 53

Minority influence on conformity: because of their power and control, majorities elicit public compliance through _______ .

Front 54

private acceptance

Back 54

Minority influence on conformity: because they are seen as seriously committed to their views, minorities produce compliance through _________.

Front 55

power and control

Back 55

Minority influence on conformity: because of their _______, majorities elicit public compliance through normative pressures.

Front 56

seriously committed to their views

Back 56

Minority influence on conformity: because they are seen as _________, minorities produce compliance through private acceptance.

Front 57

reciprocity

Back 57

A compliance principle in which there is a powerful motive to conform is strong feelings of obligation to repay.

Front 58

reciprocity

Back 58

Sales people often use what compliance principle to increase sales when they offer free gifts or samples?

Front 59

reciprocity - door in the face

Back 59

Sales people often use what compliance principle to increase sales when they make a large request and the offer a smaller request?

Front 60

reciprocity - door in the face

Back 60

Sales people often use what compliance principle to increase sales when they offer a special concessional price?

Front 61

reciprocity - that's not all

Back 61

Sales people often use what compliance principle to increase sales when they make an inflated request but, before the buy answers yes or no, they sweeten the deal?

Front 62

door in your face, that's not all

Back 62

What are the two sales techniques that use the reciprocity principle to enforce compliance?

Front 63

autokinetic effect

Back 63

Phenomenon of human visual perception in which a stationary, small point of light in an otherwise dark or featureless environment appears to move

Front 64

reciprocity

Back 64

Two compliance principles used by marketers: 1) _________, 2) commitment & consistency.

Front 65

commitment & consistency

Back 65

Two compliance principles used by marketers: 1) reciprocity, 2) _________.

Front 66

commitment consistency - foot-in-the-door

Back 66

Sales people often use what compliance principle to increase sales when they start with a small request, then move on to a larger request.

Front 67

commitment consistency - low balling

Back 67

Sales people often use what compliance principle to increase sales when they get compliance on a low-cost request and later reveal hidden additional costs.

Front 68

how high would people go

Back 68

What were the two main questions Milgram wanted to answer? 1) __________? 2) would anyone go all the way?

Front 69

would anyone go all the way

Back 69

What were the two main questions Milgram wanted to answer? 1) how high would people go? 2) __________?

Front 70

65

Back 70

In Milgram's study, _____ % went all the way to the end (lethal)

Front 71

less

Back 71

What effect does the immediacy of the victim (ie in the same room) have on obedience to authority in applying electric shocks to victims?

Front 72

increased

Back 72

What effect does the immediacy of authority (ie in the same room) have on obedience to authority in applying electric shocks to victims?

Front 73

increased

Back 73

What effect does gradually increasing concessions (increases in electricity) have on obedience to authority in applying electric shocks to victims?

Front 74

increased

Back 74

What effect does the ability to pass on responsibility (eg executioners) have on obedience to authority in applying electric shocks to victims?

Front 75

no difference

Back 75

What effect does the gender of the person have on their obedience to authority in applying electric shocks to victims?

Front 76

increased

Back 76

What effect does prestigious environment have on a person's obedience to authority in applying electric shocks to victims?

Front 77

increased

Back 77

What effect does the salience of the authority figure (e.g. wearing a lab coat) have on a person's obedience to authority in applying electric shocks to victims?

Front 78

less

Back 78

What effect does the salience of rebellious models have on a person's obedience to authority in applying electric shocks to victims?

Front 79

immediacy of victim

Back 79

Variables affecting obedience: 1) __________, 2) immediacy of authority, 3) gradually increasing concessions, 4) pass on responsibility, 5) gender, 6) prestige of circumstances, 7) salience of authority figure, 8) rebellious models.

Front 80

immediacy of authority

Back 80

Variables affecting obedience: 1) immediacy of victim, 2) __________, 3) gradually increasing concessions, 4) pass on responsibility, 5) gender, 6) prestige of circumstances, 7) salience of authority figure, 8) rebellious models.

Front 81

gradually increasing concessions

Back 81

Variables affecting obedience: 1) immediacy of victim, 2) immediacy of authority, 3) __________, 4) pass on responsibility, 5) gender, 6) prestige of circumstances, 7) salience of authority figure, 8) rebellious models.

Front 82

pass on responsibility

Back 82

Variables affecting obedience: 1) immediacy of victim, 2) immediacy of authority, 3) gradually increasing concessions, 4) __________, 5) gender, 6) prestige of circumstances, 7) salience of authority figure, 8) rebellious models.

Front 83

gender

Back 83

Variables affecting obedience: 1) immediacy of victim, 2) immediacy of authority, 3) gradually increasing concessions, 4) pass on responsibility, 5) __________, 6) prestige of circumstances, 7) salience of authority figure, 8) rebellious models.

Front 84

prestige of circumstances

Back 84

Variables affecting obedience: 1) immediacy of victim, 2) immediacy of authority, 3) gradually increasing concessions, 4) pass on responsibility, 5) gender, 6) __________, 7) salience of authority figure, 8) rebellious models.

Front 85

salience of authority figure

Back 85

Variables affecting obedience: 1) immediacy of victim, 2) immediacy of authority, 3) gradually increasing concessions, 4) pass on responsibility, 5) gender, 6) prestige of circumstances, 7) __________, 8) rebellious models.

Front 86

rebellious models

Back 86

Variables affecting obedience: 1) immediacy of victim, 2) immediacy of authority, 3) gradually increasing concessions, 4) pass on responsibility, 5) gender, 6) prestige of circumstances, 7) salience of authority figure, 8) __________.