10.01 Social influence

Question 1

conformity

Answer 1

the act of changing one’s own behavior to more closely match the actions of others

Question 2

he famously studied conformity during the 1950s using standard line comparison test

Answer 2

Solomon Asch

Question 3

How many participant in Asch’s line comparison test ultimately conformed to the group’s answers?

Answer 3

1/3

Question 4

conformity rates are higher in __ cultures

Answer 4

collectivist

Question 5

the need to act in ways that we believe will help us to be liked and accepted by others

Answer 5

normative social influence

Question 6

this prompts us to take our behavioral cues from others when a situation is unclear or ambiguous

Answer 6

informational social influence

Question 7

occurs when the desire for unanimity in a decision-making group overrides a realistic appraisal of alternative courses of action; can result in bad group decisions when, rather than defend their own ideas, individual group members simply go along with the group

Answer 7

groupthink

Question 8

occurs a person in a group will take on more extreme positions and suggest riskier actions than a person not involved in a group

Answer 8

group polarization

Question 9

occurs when the presence of others has a positive influence on performance

Answer 9

social facilitation

Question 10

occurs when the presence of others has a negative influence on performance

Answer 10

social impairment

Question 11

the tendency for people to put less effort into a simple task when working on it with others

Answer 11

social loafing

Question 12

the lessening of a group member’s sense of personal identity and responsibility

Answer 12

deindividuation

Question 13

field devoted to finding ways to get people to buy products

Answer 13

consumer psychology

Question 14

occurs when people change their behavior as a result of another person or group asking or directing them to change

Answer 14

compliance

Question 15

persuasive technique: asking for a small commitment and, after gaining compliance, asking for a larger commitment

Answer 15

foot-in-the-door technique

Question 16

persuasive technique: asking for a large commitment and being refused, then asking for a smaller commitment

Answer 16

door-in-the-face technique

Question 17

persuasive technique: getting a commitment from a person and then raising the cost of that commitment

Answer 17

lowball

Question 18

persuasive technique: norm of reciprocity

Answer 18

a social norm where if someone does something for you, you then feel obligated to return the favor

Question 19

any group of people with a particular set of religious or philosophical beliefs and identity

Answer 19

cult

Question 20

changing one’s behavior at the order of an authority figure

Answer 20

obedience

Question 21

he famously tested how far obedience could go, when participants believed that obeying a researcher meant that they were hurting others

Answer 21

Stanley Milgram

Question 22

What fraction of people did Milgram find who obeyed the authority figure, even as they believed that they were causing immediate harm to another person?

Answer 22

2/3