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Soc Test 3 > Ch 7 > Flashcards

Ch 7 Flashcards

1
Q

Informational influence

A

Influence that produces conformity when a person believes others are correct in their judgements

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2
Q

Normative influence

A

Influence that produces conformity when a person fears the negative social consequences of appearing deviant

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3
Q

Private conformity

A

The change of beliefs that occurs when a person privately accepts the position taken by others

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4
Q

Public conformity

A

A superficial change in overt behavior without a corresponding change of opinion that is produced by real or imagined group pressure

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5
Q

Minority influence

A

The process by which dissenters produce change within a group

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6
Q

Idiosyncrasy credits

A

Interpersonal “credits” that a person earns by following group norms

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7
Q

Individualism

A

A cultural orientation in which Independence, autonomy, and self-reliance take priority over group allegiances

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8
Q

Collectivism

A

A cultural orientation in which interdependence, cooperation, and social harmony take priority over personal goals

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9
Q

Compliance

A

Changes in behavior that are elicited by direct requests

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10
Q

Foot in the door technique

A

A two step compliance technique in which an influencer sets the stage for the real request by first getting a person to comply with a much smaller request

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11
Q

Lowballing

A

A two step compliance technique in which the influencer secures agreement with a request but then increases the size of that request by revealing hidden costs

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12
Q

Door in the face technique

A

A two step compliance technique in which an influencer prefaces the real request with one thst is so large that it is rejected

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13
Q

That’s not all technique

A

A two step compliance technique in which the influencer begins with an inflated request, then decreases its apparent size by offering a discount or bonus

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14
Q

Obedience

A

Behavior change produced by the commands of authority

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15
Q

Social impact theory

A

The theory that social influence depends on the strength, immediacy, and number of source person’s relative to target persons

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16
Q

Conformity

A

Tendency to change our perceptions, opinions, or behavior in ways that are consistent with group Norms

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17
Q

Mindlessness

A

Well formed request with what you want, how, when and why.

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18
Q

Social influence

A

Efforts by one person to Influence the attitudes and or behaviors of one or more other people

19
Q

Descriptive

A

How people behave in general

20
Q

Injunctive

A

How people ought to behave

21
Q

Conformity

A

Pressure to go along with group behave the way others are in a situation. Tendency to change perception and behavior to match group norms

22
Q

Idiosyncrasy

A

By being a good member of I group I build up credits and I can cash into be different onsomething

23
Q

What produces public conformity

A

Normative social influence

24
Q

Normative social influence

A

We want to be liked doing what others are doing can get us approval

25
Q

What does informational social influence cause

A

Private conformity

26
Q

Informational social influence

A

we use other people as a source of information to help us behave appropriately

27
Q

Private conformity

A

Private belief matches public behavior

28
Q

Public conformity

A

Public behavior matches group private opinion is unchanged

29
Q

Minority influence

A

A numerical minority can influence a numerical majority to exert influence the majority much be (forceful persistent and unwavering)

30
Q

Compliance

A

Changing my behavior in response to a direct request from someone with equal or less power

31
Q

Compliance technique: multiple step technique

A
  1. Foot in the door
  2. Door in the face
  3. That’s not all folks
  4. Low balling
32
Q

Why does foot in the door work

A

Self perception theory - first agreement gives you a recent behavior that alters your attitude and may see one self as civic minded
Operant conditioning- may have gotten positive reinforcement for the first behavior

33
Q

Why does door in the face work

A
  1. Perceptual contrast- small request seems like nothing after a large one was asked
  2. Self presentation- worried about what other people will think if you say no
  3. Reciprocal concessions- bargaining norm which born does not actually apply pecans we don’t start the bargaining or for something we want
34
Q

Why does that’s not all folks work

A

Feel like we are getting a deal, in person it’s more effective because of reciprocity

35
Q

Why does low balling work

A

Perceptual contrast- compared to committed price increase is small
Psychological reactance- reactance to idea you may not get item if you don’t pay the increase
Already out of bargaining mode

36
Q

Low balling

A

Low cost to get commitment then increasing cost or adding hidden fees

37
Q

That’s not all folks

A

Quote a high price then before person can respond drop price or throw in extras

38
Q

Compliance technique: using the customer

A

Self sell, use imagination, get us to sell it to others

39
Q

Compliance theory: emotions

A

Reactance, liking, guilt, good mood, decoys

40
Q

Reactance

A

If I feel my freedom to do something is threatened I’ll feel motivated to restore

41
Q

Liking

A

More likely to comply to requests for people we like. Ingratiation is a part of this when we try to make a connection and get them to like us

42
Q

Decoy

A

Suit example. Over priced alternative so you don’t like so you pay more than planned

43
Q

Obedience

A

Change in behavior in response to an order

44
Q

What contributes to obedience

A

Symbols or authority/ legitimacy of authority, proximity of learner, proximity to authority, demographics, social support, responsibility, gradual progression

Soc Test 3 (3 decks)

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