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PSYC 241 > 7: Social Influence > Flashcards

7: Social Influence Flashcards

(54 cards)

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1
Q

what is social learning
what are some influences to social learning

A

the capacity for one to learn from others

  • when the model is similar to the actor, it may increase likelihood of mimicking task
  • when we are reinforced by consequences, we may likely mimic a behavior
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2
Q

what are mirror neurons

A

neurons that are activated when one performs a task, or when one observes a model performing a task

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3
Q

what is Albert Banduras BOBO doll experiment

A

mildly frustrated nursery school children observed a model showing aggressive behavior. they ended up mimicking

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4
Q

what is the chameleon effect

A

tendency to unconsciously mimic non verbal mannerisms of someone you are interacting with

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5
Q

what are injunctive norms

A

a belief about what behaviors are generally approved of or disapproved of in ones culture

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6
Q

what is a descriptive norm

A

a belief about what most people typically do

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7
Q

what is social contagion

A

phenomenon whereby ideas, feelings, and behaviours seem to spread across people like a wild fire

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8
Q

what is conformity

A

altering behaviors or beliefs to bring one into accordance with others

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9
Q

what is informational influence to conformity

A

conforming because we believe that other judgements are correct

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10
Q

what is normative influence to conformity

A

conforming out of fear of standing out or being deviant from norms

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11
Q

what is private conformity

A

conformity when one actually changes their belief because they believe that it is correct (altering perspectives)

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12
Q

what is public conformity

A

conformity in which change in belief is produced by real or imagined pressure
- ones actual belief does not change

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13
Q

when does conformity arise for informational social influence

A
  • when the situation is ambiguous
  • when there is a crisis (tend to rely on unanimous perception)
  • when others are experts in handing a situation
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14
Q

describe the social pressure study by (Asch, 1961)

A

different lengths of lines, one of which obviously matches the other.
Confederates in a group all collectively choose a wrong line, the actual participant is provoked into choosing that line as well to fit in.

75% of participants conformed

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15
Q

what factors affect conformity

A
  • group size (large groups influence conformity, but too large groups can actually decrease influence)
  • group unanimity ( entire group agrees– one dissenter can reduce conformity)
  • culture (collectivism VS individualism)
  • gender (weak gender differences although women conform to stereotypically male domains and vice versa)
  • age and self esteem
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16
Q

what is compliance

A

changes in behavior elicited by direct requests from others

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17
Q

what is foot in the door technique

A

an initial or small request followed by larger request involving behaviour of interest

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18
Q

what is the free gift technique

A

giving a small gift or doing a small favor may increase compliance due to norm of reciprocity
- puts people in a good mood or feeling good

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19
Q

what is door in the face technique

A

a big request one would certainly refuse followed by a smaller request that seems more modest and doable

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20
Q

what is the liking technique

A

people are more likely to comply when requests are made from those who are likable or more similar to the person

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21
Q

what is the scarcity technique

A

strategy in which appeal of an item increased because it is seemingly made rare or limited

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22
Q

whats the Thats not all technique

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A

technique in which something is added as a bonus or is discounted from the original offer

23
Q

what is the Low Balling technique

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A

strategy in which someone secures agreement with a request, and then increases size of request by revealing hidden costs
- induces cognitive dissonance

24
Q

what is obedience

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A

behavior changes produced by commands of authority

25
what is obedience dependent on
- respect to authority - level of vulnerability
26
what is Milgrams (1963) obedience study
'teachers' deliver shock to 'learners' when they get an answer wrong, even when learner protests, experimenter tells teacher to give shock - elicited normative social influence (desire to fit in) - elicited informational social influence (rely actions on expert)
27
is there gender differences to obedience
no
28
what are attitudes
evaluations of a target expressed with some levels of intensity - represented by how we evaluate a person, group, object, issue, or ideology
29
what is the relationship between attitudes and behavior
attitudes and how we evaluate things effect how we behave towards them
30
what factors impact relationship between attitudes and behavior
- attitudes can conflict other determinants of behavior - attitudes based on direct experience more strongly influence behavior - attitudes are less predictive when we assess general attitudes more specificity of an attitude better predicts behavior
31
what factors affect how well attitudes predict behavior
- specific attitudes match specific behavior - general attitudes predict general behavior - public attitudes vs true attitudes as a predictor of behavior - implicit (spontaneous behaviour) is better predictor than explicit - attitude accessibility and strength
32
what is perceived behavioral control
ease with which people think they can engage in a particular behavior
33
what're subjective norms
beliefs about how people around them view their behavior
34
what is the theory of planned behavior
- subjective norms - attitudes towards behavior - perceived behavior control all influence intention and ultimately behavior
35
what is the problem with theory of planned behavior
- very rational and deliberative (ignored implicit attitudes) - intentions are not a good predictor of behavior
36
what is persuasion
shift in attitude or behavior as a result of the influence of appeals or other sources
37
what is the mere exposure effect
phenomenon by which people tend to develop a preference for things merely because they are familiar with them
38
how does salience effect simplicity and complexity
simplicity : develop quicker liking, but less liking in the long run complexity: less liking in the beginning but more liking over time
39
what are factors influencing positive associations with an idea
- humor - attraction - fame - music - nostalgia
40
what is the central or systematic route to persuasion
process by which people provide deeper content to think about - quality of the argument must be strong
41
what is the peripheral or heuristic route to persuasion
focus on superficial content, people persuaded by aesthetic of communicator, short length of message etc.
42
what are central routes influence by
- ones personal relevance of the message - ones knowledge of the issue - whether one feels responsible for the given argument - ones motivation and ability
43
what are peripheral routes triggered by
- factors that reduce ones motivation - factors that interfere with ability to attend message ( cognitive load)
44
what are 3 factors that influence persuasive communication
message (what was said) source (who said it ?) audience (to whom)
45
what are informational strategies of central or peripheral route
central route requires more information that is factual peripheral route requires less information, more dedication to length of message
46
what is an efficient message tone
less extreme positions and convey a moderate amount of discrepancy
47
what are fear appeals why may they not work
power persuasion tactics using fear can sometimes not work: - one may feel capable of acting against danger - people may have just world ideals - people assess severity of situation which can lead to helplessness or just no care
48
what is the primacy effect
information presented first has most influence on someone
49
what is recency effects
information presented last has most influence
50
how does expertise and credibility effect central and peripheral routes
experts are great for using the peripheral route people with central routes also rely on credibility and trustworthiness
51
what is the sleeper effect
a delayed impact of a message that occurs when an initially discounted message becomes effective, as we remember the message but forget the reason for discounting it - arises when one learns of the source after already processing the information
52
what is the third person effect
assumption the other people are easily persuaded by messages than we are
53
what is agenda control
the way the media shapes what we think is important and true
54
what are attentional biases
people are inclined to attend to information that confirms their original attitudes ( confirmation bias )

PSYC 241 (5 decks)

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