Chapter 11 Flashcards
social identity theory
each of us has several “selves” that relate to groups
minimal group pardigm
people favor those who wind up in the same group
social power
“the capacity to alter the actions of others”
referent power
if a person admires the qualities of a person or a group, he tries to copy the referent’s behavior ex: prominent people; consumers voluntarily modify what they do and buy to identify with a referent
information power
he/she knows something others would like to know ex: editors
legitimate power
grant power by the virtue of social agreements ex: police officers, soldiers, professors; a uniform confers wields authority ex: white doctors coat
expert power
derives from the knowledge he possesses about a content area ex: guy with a disease
reward power
person/group with the means to provide positive reinforcement
coercive power
influence someone because of a social or physical intimidation
reference group
actual or imaginary individual or r group that significantly influences an individuals evaluations, aspirations, or behavior
membership reference group
people we actually know
aspirational reference group
don’t know them, but we admire them ex: successful business people, athletes, performers
avoidance groups
deliberately do the opposite if we want to distance ourselves ex: trying not to dress like a druggie
conformity
change in beliefs or actions as a reaction to real or imagined group pressure
norms
infmoral rules that govern behavior
red sneakers effect
when someone makes an unconventional choice it is more powerful or competent/ he or she can go out on a limb
cultural pressures
different cultures encourgae confomity to a greater or lesser degree ex: pens in an airport
fear of deviance
individual may have reason to believe that the group will apply sanctions to punish nonconforming behaviors
commitment
more people are dedicated to the group and value their membership in it, the greater their motivation to conform to the group’s wishes
principle of least interest
person who is LEAST commited to staying in a relationship has the most power becuase that party doesn’t care as much if the other person rejects him
group unanimity, size, and expertise
as groups gain in power, compliance increases
suspceptibility to interpersonal influence
individual’s need to have others think highly of him or her
role-related: don’t think this way. usually older, high self-confidence
environmental cues
how the environment around someone can effect how they make decisions ex: warm room
brand community
group of consumers who share a set of social relationships based on usage of or interest in a product ex: halo players
members typically dont live near eachother
