04_Social Influence

Question 1

Autokinetic Effect (Sherif’s)

Answer 1

Estimates of how far point of light moved became significantly less variable when estimates were made in a group setting.

“Convergence Effect”

Question 2

Informational Social Influence (Sherif)

Answer 2

People use information gained from others to interpret ambiguous stimuli of situations

Question 3

Normative Social Influence (Asch)

Answer 3

Conformity is driven by a need to belong to the group

Conforming to group norms occurs
even when the stimulus is unambiguous

Question 4

Normative Social Influence (Asch)

Factors that Decrease Group Conformity

Answer 4

When 1 group member disagrees with the group norm

When an opinion can be expressed anonymously

Question 5

Social influence:

Foot-in-the-door technique

Answer 5

1. First make a small request

2. When a request is accepted, make a larger request that is the one that is actually desired

Question 6

Social influence:

Door-in-the-face techniques

Answer 6

1. First make a large request

2. When request is rejected, make a small request that is the one that is actually desired

Question 7

3 Effects of Social Influence on Behaviors and Attitudes

Answer 7

Compliance

Identification

Internalization

Question 8

Social Influence:

Compliance

Answer 8

Change of behavior to obtain a reward or avoid punishment

Compliance is public, and does not involve a private change in opinions or attitudes

Question 9

Social Influence:

Identification

Answer 9

Change behavior In order to be liked by or identified with another person

Behavior change reflects a private change in opinion or attitude

Changes maintained only as long as the person continues to like or admire the influencing agent

Question 10

Social Influence:

Internalization

Answer 10

Change behavior because one actually/privately accepts the beliefs/attitudes of another person

Question 11

Minority Influence (Moscovici)

Answer 11

Minority position starts out appearing deviant, incompetent, unreasonable, unappealing

Must maintain a consistent position and remain clear, firm, and confident without appearing rigid or dogmatic

Question 12

Different Reasons for effects of

Majority or Minority Influence

Answer 12

Majority = compliance for normative reasons (to be like/avoid punishment)

Minority = compliance for informational reasons (reevaluation of ideas)

Question 13

Results of Minority Influence

Answer 13

Real change in attitudes, beliefs, and behaviors

Majority influence = mere compliance

Question 14

Psychological Reactance (Brehm)

Answer 14

Acting opposite of what is desired when one feels a loss of personal freedom

E.g. greater desire to hear censored message, and greater change in attitudes in the direction of the position advocated by the message

Question 15

6 Bases of Social Power (French and Raven)

Answer 15

Coercive

Reward

Expert

Referent

Legitimate

Informational

Question 16

Bases of Social Power:

Factors that increase Influence

Answer 16

Two or more bases of power

Varied sources of power

E.g. mental health consultants are most successful when they combine expert and a referent power

Question 17

2 Types of Social Power that lead to the most superficial response (compliance)

Answer 17

Coercive

Reward

Question 18

Type of Social Power more likely to produce identification

Answer 18

Referent

Question 19

3 types of Social Power likely to produce internalization

Answer 19

Expert

Legitimate

Informational

Question 20

Factors that Reduce Obedience to Authority (Milgram):

Proximity

Answer 20

Less likely to give shock when individual is physically closer

Less likely to give shock when Authority figure is physically farther
(next room; telephone)

Question 21

Factors that Reduce Obedience to Authority (Milgram):

Status / Prestige

Answer 21

Less willing to give shock when location was moved from Yale to a downtown warehouse

Question 22

Factors that Reduce Obedience to Authority (Milgram):

Modeling

Answer 22

Less willing to give shock when confederate participant refused to give shock

Question 23

Milgram Obedience Study:

True or False?

Most participants stated they were glad they had taken part in the study.

Answer 23

True

84%