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94 Cards in this Set

  • Front
  • Back
Social Influence
Efforts by one or more individuals to change the attitudes, beliefs, perceptions, or behaviors of one or more others.
Efforts by one or more individuals to change the attitudes, beliefs, perceptions, or behaviors of one or more others.
Social Influence
2 Forms of Social Influence
Direct and Indirect
Indirect Social Influence
Symbolic Social Influence: Other people can influence us even when they are not present, through our mental representations of them and our relationships with them. (past family rules)
3 Kinds of Direct Social Influence
Conformity
Compliance
Obedience
Conformity
Individuals change their attitudes or behavior in order to adhere to existing social norms
Individuals change their attitudes or behavior in order to adhere to existing social norms
Conformity
Who researched conformity? What was the test?
Asch
Line Test
The extent to which we "go along" may be determined on:
Cohesiveness
Group Size
Descriptive/Injunctive Norms
Don't Go Along
Cohesiveness
Being influenced by those we like; All of the factors that bind group members together into a coherent social entity (ex: All the cool people have short hair)
Being influenced by those we like; All of the factors that bind group members together into a coherent social entity (ex: All the cool people have short hair)
Cohesiveness
Are we more likely to go along with bigger or smaller group?
Bigger
Descriptive Norms
What most people do in a given situation
Injunctive Norms
What you ought to do in a given situation
Why would someone NOT go along?
maintain individuality, retain personal control, cannot conform (mentally challenged)
Compliance
A form of social influence involving direct requests from one person to another
Compliance Tactics
Friendship
Scarcity
Validation
Commitment: Already- so might as well
Reciprocity: You owe me!
Authority: Not obedience but someone you know you should comply with
Compliance Tactic: Friendship
We are more likely to comply with request from people we like or are friends with
Compliance Tactic: Commitment
once we have committed to something, we are more likely to go along with requests consistent to it; Already, so might as well
Compliance Tactic: Scarcity
In general, we value, or try to secure objects or outcomes that are scarce or decreasing in their availability
Compliance Tactic: Reciprocity
If someone did a favor for us, we are more likely to help them
Compliance Tactic: Social Validation
We are more likely to comply if people like us are complying- we want to be correct so we think/act like others
Compliance Tactic: Authority
More likely to comply with requests from an authority figure
Compliance Techniques
Ingratiation
Foot-in-the-door
Lowball Procedure
Door-in-the-Face
That's Not All
Playing Hard to Get
Deadline Technique
Ingratiation
Friendship, you like or are liked, compliments, flattery or request , incidental similarity- “Oh you? Me too!”; Flattery etc. to get them to like you
Foot in the Door
Something small then throw in a larger request; making the subject feel obligated (Ex: Free food samples, then they want you to buy it)
Lowball Procedure
They get you committed to an idea, then at the last minute change something and expect you to comply (Ex: Car sales)
Door-in-the-face
Asked something large & quickly denied, then change the proposition to something much more manageable to get more to comply (ex: mentoring)
That’s Not All
Make things sound better, and better, and better (Infomercials) (Social validation)
Playing Hard to Get
This may be your only chance or your last chance to do this/ get this
Deadline Technique
A given cut-off date
Obedience
A form of social influence in which one person orders one or more others to perform some action(s) and the others comply
True or False: Obedience is used less than conformity or compliance
True
Which are more common: Requests or Direst Orders
requests
Who used electric shock to study obedience?
Milgram
Destructive Obedience
Why would we harm someone?
Obeying orders: shifting blame
Appearance of giving orders: reminder to follow cultural norms
Foot in the door: Escalating requests
Happens quickly: quick decisions
Resisting Destructive Obedience
Remember who is causing the harm- YOU
Social Learning: know complete submission to destructive commands is inappropriate
Question motives, question authority
Educate yourself- know about the power of blind obedience- you will be more powerful to resist
Prosocial Behavior
A helpful action that benefits other people without necessarily providing any direct benefits to the person performing the act, and may even involve a risk for the person who helps
Altruism
Behavior motivated by unselfish concern (helping someone just to help them... not for your benefit)
Heroism-
Action involving courageous risk to obtain a socially valued goal (culturally acceptable)
True or False:
If more people are around when you need help, the more likely you are to get help
FALSE
Diffusion of Responsibility
Responsibility is shared collectively
Bystander Effect
Less likely to provide aid or assistance as the number of other bystanders increase
4 Influences on behavior in an emergency situation
Altruism
Heroism
Diffusion of Responsibility
Bystander Effect
5 Steps of Response to an Emergency
1. Notice or not
2. Correct Interpretation
3. Take Charge
4. Skills?
5. Choice
3 Types of Influences on Helping Others
Situational
Emotional
Dispositional
Situational influences on whether to help another person
Do I like them?
Do they mimic me?
Are they responsible for their own problem?
Exposure to previous prosocial behavior
Emotional influences on whether to help another person
Affect
Positive- Prosocial
Negative- Maybe NOT
Dispositional influences on whether to help another person
Personality Disposition
Empathy
Altruistic Personality
Personality Dispositions
Characteristic behavioral tendencies based on genetics, learning experiences, or both
Empathy
A complex affective response to another person’s emotional distress (Feeling sympathy)
Altruistic Personality
Empathy
Belief in a just world
Social Responsibility
Internal Locus of Control (maximize good outcomes and minimize bad ones)
Low egocentrism
6 Functions served by Volunteering:
1. Values- important to help others
2. Understanding-learn through experience
3. Enhancement- feel better about myself
4. Career- Foot in the door
5. Social- Want to please others you volunteer with
6. Protective- Allows you to put yourself aside
Aggression
behavior directed towards the goal of harming another living being, who is motivated to avoid such treatment “Intentional Harm Doing”
4 Theoretical Perspectives on Aggression
Programmed For Violence
Drive Theories
Social Learning Theory
General Aggression Model
Drive Theories of Aggression
Theories suggesting that aggression stems from external conditions that arouse the motive to harm of injure others. The most famous of these is the aggression-frustration hypothesis
-Most Famous Drive Theory:
Frustration-Aggression Hypothesis
Frustration-Aggression Hypothesis
The suggestion that frustration is a very powerful determinant of aggression.
Is the Frustration-Aggression Hypothesis a strong or weak theory?
WEAK
“Social Learning Theory”
-We learn various ways to harm other people
-Who is the best target for aggression? (NOT normal)
-What actions justify retaliation? (“he hit me first”)
-What situations allow aggression?
(boxing, boy wresting)
Elements of GAM
-Arousal
-Affect
-Cognition
4 Causes of Human Aggression
Social
Cultural
Personal
Situational
Social Causes of Aggression
Frustration-Not getting what you want or expect
Provocation
Heightened Arousal
Media: video games
Heightened Arousal
Excitation transfer theory (one situation persists to another) riots, mob mentality (get mad about one thing bc you are still mad about something earlier)
Provocation
Actions by others that trigger aggression (often perceived with malicious intent) ex: He looked at me wrong
Personal Causes of Aggression
Type A Personality (hostile aggression, instrumental aggression)
Narcissism- Ego threat
Sensation Seeking: like lots of action
Gender- Males
Situational Causes of Aggression
High temperatures cause high levels of aggression
Alcohol
Bullying
A pattern in behavior in which one individual is chosen as the target of repeated aggression by one or more others; the target usually has less power than those who engage in aggression.
Workplace Aggression
Any form of behavior through which individuals seek to harm others in their workplace
Abusive Supervision
Behavior in which supervisors direct frequent hostile (verbal and non-verbal) toward their subordinates
Aggression Prevention
Punishment: Consequences for actions deserve and deter (capital punishment)
Apologize: Diffuse aggression, catharsis effect
Forgiveness: Accept apology, then let go- compassion not revenge
Catharsis Effect
The view that providing angry people with an opportunity to express their aggressive impulses in relatively safe ways will reduce their tendencies to engage in more harmful forms of aggression (false)
Group
A collection of persons who we are perceived to be bonded together in a coherent unit to some degree
Why do we join groups?
To be accepted
To have social interaction
To have structure
Status
An individual's position or rank in a group (undergrad student as opposed to grad student etc.)
Structure is composed of
Status (positions) college student
Roles (behaviors) study, make grades, graduate
Norms: rules for behavior (as dictated by society)
Cohesiveness: Factors that prolong group membership
Level of similarity or dissimilarity- Views, looks, etc.
Roles
behaviors (ex: study, make grades, graduate)
Norms
rules for behavior (as dictated by society)
What Does the Group Provide Us?
Self knowledge
Status boost
Self-esteem increase- Self enhancement
Self-transcendence (help others, together)
Accomplish social change
Social Facilitation
The effects on performance resulting from the presence of others
“Drive Theory of Social Facilitation”
The mere presence of others in arousing and increases the tendency to perform dominant responses
Dominant Responses
The ones most likely to occur in a given situation
So if the person is highly skilled at the task- dominant response would be good
If person is not skilled at the task- dominant responses would not be good
De-individuation
reduced self-awareness & loss of self-identity brought on by the anonymous group membership of a crowd
Social Loafing
reductions in motivation and effort when individuals work collectively as a group compared with when they work individually (additive tasks are reduced) ex: mom washing clothes
Group Conflict
incompatible interests and recognition of this fact by all parties involved
What are some group effects?
Social Loafing
Deindividuation
Group Conflict
Causes of Group Conflict
Faulty Attributions: blaming everything
Faulty Communication: very important
I am Right, You are Wrong: believing your views are objective and others are biased
Personal Traits: always irritable, always in a hurry
Poor Initial Performance: bad start
Resolving Group Conflict
Bargaining: negotiation, exchanging efforts, counter offers, and other concessions
Super Ordinate Goals: “We are all in this together”
Broadening the Pie: available resources
Non-specific Compensation: one side gets what they want, other receives compensation
Log Rolling: Each make concessions for low priorities
Bridging: Nobody gets initial demands; consider new options
Bargaining
negotiation, exchanging efforts, counter offers, and other concessions
Super Ordinate Goals
“We are all in this together”
Log Rolling
Each make concessions for low priorities
Bridging
Nobody gets initial demands; consider new options
Non-specific Compensation
one side gets what they want, other receives compensation
Broadening the Pie
available resources