Chapter 8 - Social influence Flashcards
(36 cards)
What is conformity?
Adjusting one’s behavior or beliefs to align with those of a group, often to fit in or be accepted.
What is compliance?
Agreeing to a direct request from another person, even without authority over you.
What is automatic mimicry?
The unconscious tendency to imitate others’ facial expressions, gestures, or behaviors.
What is obedience?
Submitting to the commands of an authority figure, even when it conflicts with personal beliefs.
What is ideomotor action?
The phenomenon where thinking about a behavior increases the likelihood of doing it.
What is informational social influence?
Conforming because others are seen as a source of accurate information, especially in ambiguous situations.
What is normative social influence?
Conforming to meet others’ expectations and avoid disapproval or rejection.
How does group size affect conformity?
Conformity increases with group size up to about four people, after which it levels off.
How does group unanimity affect conformity?
If even one person disagrees with the group, conformity drops sharply.
How do expertise and status affect influence?
Groups with more expertise or higher status exert greater influence over individuals.
How does culture affect conformity?
People from interdependent cultures (e.g., East Asian) conform more than those from independent cultures (e.g., U.S.).
Are there gender differences in conformity?
Women show slightly more conformity in some situations, but overall differences are small.
What are tight and loose cultures?
Tight cultures have strong norms and low tolerance for deviance; loose cultures allow more flexibility.
What is minority influence?
A consistent, confident minority can change the majority’s views over time.
What are compliance strategies?
Techniques people use to get others to agree to requests, including reason, emotion, and norm-based tactics.
What is the norm of reciprocity?
The social expectation that we repay favors and kindness.
What is the door-in-the-face technique?
Asking for a large request (likely refused), then following up with a smaller request.
What is the foot-in-the-door technique?
Getting someone to agree to a small request first, then asking for a larger one.
What is the that’s-not-all technique?
Sweetening a deal by adding extras before the person decides.
What are reason-based approaches to compliance?
Using logical arguments or good reasons to persuade someone to comply.
What are emotion-based approaches to compliance?
Using feelings like guilt or a positive mood to increase compliance.
How does positive mood affect compliance?
People are more likely to comply when they are in a good mood, as they interpret requests more positively.
What is the negative state relief hypothesis?
Helping or complying can relieve our own negative feelings, like guilt.
How does guilt affect compliance?
Feeling guilty increases the likelihood of helping or complying with a request.
