Chapter 7 Flashcards
(32 cards)
Collectivism
A cultural orientation in which interdependence, cooperation, and social harmony take priority over personal goals
Compliance
Changes in behaviour that are elicited by direct requests
Conformity
The tendency to change our perceptions, opinions, or behaviour in ways that are consistent with social or group norms
Door-in-the-face Technique
A two-step compliance technique in which an influencer prefaces the real request with one that is so large that it is rejected
Foot-in-the-door Technique
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
Idiosyncrasy Credits
Interpersonal ‘‘credits’’ that a person earns by following group norms
Individualism
A cultural orientation in which independence, autonomy, and self-reliance take priority over group allegiances
Informational Influence
Influence that produces conformity when a person believes others are correct in their judgements
Lowballing
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
-After you’ve agreed to something, coming back and saying the price is a bit higher than originally agreed
Minority Influence
The process by which dissenters produce change within a group
Normative Influence
Influence that produces conformity when a person fears the negative social consequences of appearing deviant
Obedience
Behaviour change produced by the commands of authority
Private Conformity
The change of beliefs that occurs when a person privately accepts the position taken by others
Public Conformity
A superficial change in overt behaviour without a corresponding change of opinion that is produced by real or imagined group pressure
Social Impact Theory
The theory that social influence depends on the strength, immediacy, and number of source persons relative to target persons
That’s-not-all Technique
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
-Gradual escalation
-Relief from personal responsibility
-Quick pacing
-Being in a novel, unimaginable situation
Which features contributed to high levels of compliance in Milgram (1963)?
Informational influence
Imagine you’re in Japan and you don’t know how to use public transportation. You see what appears to be locals tapping their cards on a machine before getting a receipt. So you also decide to do the same thing. This is an example of…
Normative Influence
You just watched a comedy show you didn’t like because you found some jokes offensive, but then when the crowd stands for applause you do the same to avoid looking rude or out of place. This is an example of…
True
Women conform more on ‘‘masculine’’ topics, whereas men conform more on ‘‘feminine’’ topics. TRUE OR FALSE.
The foot-in-the-door technique
Imagine a volunteer wants to garner donors for a charity. Instead of asking people to donate money, they first ask them to sign a petition related to the charity’s cause, then following up for a request for a donation. This is an example of…
Door-in-the-face technique
A child is selling cookies to raise money for charity. Originally, they ask you to buy their entire inventory of cookies (over 100 boxes). Thinking this request is absurd, you reject. Then, the child asks you to buy a smaller number of boxes (20 boxes). Thinking this is more reasonable, you accept. This is an example of…
that there were negligible increases in conformity after three or four confederates
With respect to the impact of group size on conformity, what did Asch find?
Allies reduce conformity so long as they dissent
What is the role of allies in conformity?
