Studied by 2 peoplesocial influence
refers to the ways that people are affected by the real and imagined pressures of others
constructive
helping oneself or others
destructive
hurting oneself or others
Chartrand and Barghs chameleon effect
when youre in a conversation with someone, youre subtly mirroring them
conformity
tendency of people to change their perceptions, opinions, and behavior in ways that are consistent with group norms
Muzafer Sherif
participants converged on a common perception when brought into a group
Solomon Asch
confederates picked the wrong answer, leaving the participant caught between the need to be right and a desire to be liked
informational influence
people conform because they want to make good and accurate judgments of reality and assume that when others agree on something, they must be right
normative influence
people conform because they fear the consequence of rejection that follows deviance
social death
our need to belong is so primitive that rejection can inflict a social pain that feels like physical pain
private conformity (true acceptance / conversion)
the change of beliefs that occurs when a person privately accepts the position taken by others
public conformity (compliance)
a superficial change in overt behavior without a corresponding change of opinion that is produced by real or imagined group pressure
minority influence
the process by which dissenters produce change within a group
idiosyncrasy credits
interpersonal "credits" that a person earns by following group norms
dual-process approach
majorities and minorities exert influence in different ways and for different reason
majorities
elicit public conformity by bringing stressful normative pressures to bear on the individual
minorities
produce a deeper and more lasting form of private conformity by leading others to become curious and rethink their original positions
complexity
as ppl come to live in more complex industrialized societies, there are more groups to identify with, which leads to less loyalty to any one group and a greater focus on personal goals
affluence
as people proper, they gain financial independence from others
heterogeneity
societies that are homogenous tend to be rigid and intolerant of those who veer from the norm
compliance
changes in behavior that are elicited by direct requests
foot-in-the-door technique
starting with a small request and working up to a big one
lowballing
giving a deal and then lowering the deal (raising the price after someone already agreed)
door-in-the-face technique
starting with a large request and transferring to a small one
thats-not-all technique
door in the face, if they agree, keep going
Cialdini
being able to resist compliance pressures rests on being vigilant
Leonard Bickman
uniforms signify the power of authority
Wim Meeus and Quinten Raaijmakers
ordered participants to cause psychological harm
strength
determined by their status, ability, or relationship to a target
immediacy
sources proximity in time and space to the target
number
as the number of sources increases, so does their influence (up to a point)
True or False? When all members of a group give an incorrect response to an easy question, most people most of the time conform to that response.
False
True or False? An effective way to get someone to do you a favor is to make a first request that is so large the person is sure to reject it.
True
True or False? In experiments on obedience, most participants who were ordered to administer severe shocks to an innocent person refused to do so.
False
True or False? As the number of people in a group increases, so does the group’s impact on an individual.
False
True or False? Conformity rates vary across different cultures and from one generation to the next.
True
collectivism
A cultural orientation in which interdependence, cooperation, and social harmony take priority over personal goals.
individualism
A cultural orientation in which independence, autonomy, and self-reliance take priority over group allegiances.
obedience
behavior change produced by the commands of authority
social impact theory
the theory that social influence depends on the strength, immediacy, and number of source persons relative to target persons
Note
Flashcard