What are the factors influencing conformity? (5)
- identification
- group size (peak 3-6)
- group unanimity
- culture (individualistic vs collectivistic)
- self-monitoring
What are the necessary conditions for social learning theory? (4)
- attention
- retention
- reproduction
- motivation
Findings of the Perils of Conformity study (Schachter, 1951)?
Deviates attracted most communication during group discussion. Showing that the group will try to enforce conformity.
When is a minority more likely to prevail over a majority? (3)
- consistent/invested
- cohesive
- flexible (willing to compromise less important factors)
What are the two processes under conversion theory? And who do they work on?
Comparison process = minority aligns with majority position in public behaviour
Validation process = majority is exposed to minority’s view and seeks to understand their attitude on a deep level
What are the 6 principles underlying compliance?
- liking
- authority
- reciprocity
- commitment/consistency
- consensus
- scarcity
What are 4 compliance tactics?
- foot in the door: small request followed by bigger one (commitment/consistency)
- door in the face: big request followed by more reasonable one (anchoring, reciprocity)
- low-balling: reveal hidden costs (consistency)
- That’s not all: throw something else into the deal
Findings of Regan’s 1971 study on reciprocity when someone is bought a coke.
Participants bought twice the raffle tickets off someone who bought them a coke. Even if they disliked this person.
What are four factors affecting obedience?
- immediacy of victim
- immediacy of authority
- legitimacy of authority
- conformity of others
What are 5 types of schemas?
Self-schemas, person schemas, scripts, role schemas, social group schemas.
3 processes of schema change
Bookkeeping: gradual change
Conversion: critical mass of evidence
Sub typing: sub categories accomodate evidence
Findings of the flirty phone call study?
Males rated as more social, interesting, and sexual when talking to someone they thought was attractive. Females rated as more confident and interested when talking to someone they thought was attractive.
What are 5 heuristics?
- representativenes
- availability
- illusory correlation
- anchoring & adjustment
- confirmation bias & false consensus
In the Theory of Correspondent Inference, when is a behaviour most likely to be attributed to internal factors? (5)
- freely chosen
- non-common effects (not shared by other behaviours)
- socially undesirable
- hedonic relevance (consequences)
- personalism (intended for us)
In Kelley’s covariation model, when is a behaviour situational?
Low consistency (changes from situation to situation)
In Kelley’s covariation model, when is a behaviour due to the person?
High consistency, low disctintiveness, low
consensus
The person does it all the time, towards anyone, but other people don’t .
In Kelley’s covariation model, when is a behaviour due to the target?
High consistency, high distinctiveness, high consensus.
Person does it always, just to me, and so does everyone else.
Findings of Castro study where people read essays (Jones & Harris, 1967)?
Pro Castro writers were seen as actually pro Castro, regardless of people knowing whether it was a choice or no choice. This means people attribute other’s behaviour internally.
What are the attributional biases? (6)
- Correspondence/ fundamental attribution error
- actor-observer effect
- hostile attribution bias
- self-serving biases
- belief in a just world
- intergroup attributional biases.
What are 4 achievement attributions when there is no controllability?
Ability (stable, internal)
Mood (unstable, internal)
Task (stable external)
Luck (unstable, external
What are the two principles which guide attributions?
Discounting principle: stick to a single likely cause of behaviour when there are multiple others
Augmentation principle: a cause is stronger if there are other things potentially inhibiting the behaviour (poor person giving = more generous)
What are the four functions of attitudes?
- knowledge
- utilitarian / instrumental
- ego-defensive
- value-expressive
What are the components of the Theory of Planned Behaviour?
Attitude + Subjectve norm + Percieved behavioural control -> intention -> behaviour
When does having an attractive presenter make an argument more persuasive?
When the argument is strong to begin with. Otherwise we may be equally as susceptible.
