slides that could be relevant 2 Flashcards

1
Q

informational social influence
What
Why
When

A

Going along with others because others comments/information guides us as to what is correct and proper

Looking for information from others
Value other opinion, generally useful information and adaptive advantage

E.g. You are unsure how to behave during the lecture, you look around and see that the other students are quiet, so you are quiet as well

Ambiguous, highly complex situations
Need answers right away
Immediate action necessary

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2
Q

Normative social influence
what
why
when

A

Going along with others in pursuit of social approval or belonging (and to avoid disapproval and rejection)

Seeking social connection
need for acceptance and approval
e.g. you notice that other students cast evil looks when you talk during the lecture, so you are quiet to avoid their disapproval

Publicly consumed products, luxury products, high need for acceptance (e.g. meeting new people, after exclusion)

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3
Q

Liking (reasons for compliance)

A

people are more likely to comply with people they like

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4
Q

sources of liking

A

physical attractiveness

similarity (age religion smoking habits etc)

Familiarity

liking: people like those who like them

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5
Q

chameleon effect

A

mimicry of postures, mannerisms, facial expressions, and other behavior

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6
Q

reciprocity (reasons for compliance)

A

people repay in kind

e.g. free espresso on the house
–> tips, more likely to come back

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7
Q

consistency (reasons for compliance)

A

people fulfill public and voluntary commitments

To be effective commitments need to be public and voluntary

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8
Q

social proof (reasons for compliance)

A

People follow the lead of similar others

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9
Q

Social proof (reasons for compliance)

A

people follow the lead of others

E.g. canned laughter
testemonials
Consumer online ratings (amazon, tripadvisor, yelp)

especially when situations are ambiguous/uncertain
or
Others are similar

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10
Q

authority (reasons for compliance)

A

people defer to experts

expertise needs to be noticed though (signaling through diplomas or uniform)

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11
Q

scarcity (reasons for compliance)

A

people want more of what they can have less of

Itmes are seen as more valuable as they become less available

e.g. limited for a time only
limited editions
Auctions

–> people will buy because its limited

Especially when: they were more available before
They became less available because of others demand

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12
Q

what is social influence

A

The study of how thoughts, feelings, and behavior of individuals are influenced by the actual, imagined or implied presence of others (social impact theory; latane)

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13
Q

reference groups

A

A set of people with whom we compare ourselves for guidance in developing attidtudes, knowledge, and behavior

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14
Q

two forms of conformity

A

Informational social influence

Normative social influence

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15
Q

compliance

A

Type of social influence that involves responding favorably to a direct request from another person

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16
Q

mere exposure efffect (zanjoc)

A

Unfamiliar chinese symbols were evaluated in sequence

Some symbols were shown repeatedly, others only once

Finding: the more frequently people were exposed to a symbol, the more attractive it was

–> familiarity boosts liking