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Sexuality > SOCIAL INFLUENCE > Flashcards

SOCIAL INFLUENCE Flashcards

1
Q

what are the 6 psychological principles that influence behavioural compliance decisions

A
  1. reciprocity
  2. consistency
  3. social validation
  4. liking
  5. authority
  6. scarcity
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2
Q

the six principles of influence help achieve three human goals, what are they

A
  1. affiliation
  2. accuracy
  3. consistency
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3
Q

what is social influence

A

effect of those around us on our thoughts, feelings and behaviours
-extent to which we are obedient, compliant and/or conform

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4
Q

what are the two techniques of reciprocity

A
  1. perceptual contrast
    -e.g., door in face and good cop/bad cop
  2. providing unsolicited favours
    -e.g., reid technique
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5
Q

what are the 9 steps of the reid technique

A
  1. confront suspect with guilt, including evidence
  2. help justify, rationalize or excuse crime
  3. interrupt denials of guilt
  4. overcome objections to chargers
  5. reduce psychological distance between interrogator and suspect
  6. provide sympathy/understanding
  7. provide face-saving explanations
  8. once suspect accepts responsibility, develop this into confession
  9. get suspect to write out and sign confession
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6
Q

what are the four techniques of commitment/consistency

A
  1. bait and switch
  2. written commitments
  3. labeling
  4. low-balling
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7
Q

what is the low-balling technique

A

obtaining commitment to do something before giving all relevant information

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8
Q

what is the four walls technique

A

questioning strategy in which person makes statements that are consistent with key idea/occurrence
-e.g., interrogations

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9
Q

what is social proof

A

we look to others for how to behaviour particularly if there is uncertainty and if the others are similar to us
-also if the behaviour is normative

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10
Q

what are the two consequences of social proof

A
  1. pluralistic ignorance: members of group privately reject norm but assume everyone in group supports said norm
  2. false social proof: when people who are apparently just like us shown supporting something, but they have ulterior motives for doing so
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11
Q

what is liking increased by

A

attractiveness
similarity/familiarity
compliments and cooperation

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12
Q

how does attractiveness increase liking

A

ascribe favourable characteristics to people with a dominating positive feature
-Halo effect

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13
Q

what are the techniques of authority

A

statistics
experts
titles, clothing and trappings

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14
Q

what are two forensic examples of authority

A

impersonating a police officer and lineup procedures

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15
Q

why does scarcity have social influence

A

inaccessibility increases value due to a psychological reactance (loss of freedom feels bad)

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16
Q

what are the four techniques of scarcity

A
  1. limited numbers
  2. deadlines
  3. censorship
  4. psychological reactance
17
Q

an example of memory effects caused by reciprocity is __
an example caused by commitment/consistency is __

A

false confessions

mugshot+lineup identification

18
Q

an example of memory effects caused by social proof is __
an example caused by liking is __

A

co-witness discussions

defendant attractiveness

19
Q

an example of memory effects caused by authority is __
an example causes by scarcity is __

A

child witness IDs

juror considerations of evidence

20
Q

what is the psychological reactance theory
*relates to scarcity

A

whenever freedoms are limited/threatened, need to retain them makes us want them more than we previously did
-react against the interference by wanting and trying to possess item more than before

21
Q

what is Festinger (1954) social comparison theory

A
  1. people have constant drive to evaluate themselves
  2. if available, people prefer to use objective cues to make evaluations
  3. if objective evidence is not available, people will rely on social comparison evidence
  4. when seeking social evidence for self-evaluation, people will look to similar others as basis
22
Q

what is the list technique
*relates to social validation

A

asking for request only after target has been shown list of similar others who had already complied were more likely to comply
-longer the list=greater the effect

23
Q

what is an example of a consistency strategy

A

foot in door technique: ask for small favour (certain they will agree) followed by larger, related favour

24
Q

activating motives of self protection causes principle of social validation to __

A

be more powerful, whereby person is influenced by what many others are doing when person is in state of fear

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