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Social Behavior > Social Influence > Flashcards

Social Influence Flashcards

1
Q

What is social influence

A

if your attitudes and behavior are changed by the the influence of another person

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2
Q

What are norms

A

attitudinal/behavioral uniformities that define a group membership and show a clear difference to other groups

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3
Q

What is Compliance

A

that you apparently change your behavior related attitudes only temporary for a request of someone else
or because of group pressure

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4
Q

What are the characteristics of compliance

A
  • that you only change your attitudes publicly/ surface
  • complying only if a request was made
  • going along with others behavior (e.g. group)
  • you are not privately/internally persuaded
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5
Q

What is the Basis of compliance?

A

Power of others

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6
Q

What means conformity

A

that you have enduring, private and long lasting changes in behavior and attitudes

-Reason: group pressure

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7
Q

Characteristic of conformity

A
  • based on accepting and internalizing social norms
  • private acceptance

people think that the given norms are acceptable to use as a guideline

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8
Q

How can you distinct between groups ?

A
  1. Reference groups

2. Membership groups

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9
Q

Reference groups

A

-psychologically important for our attitudes and behaviors
+ behaving in accordance to their norms
- behaving the opposite

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10
Q

Membership groups

A
  • the social group we belong to by some external criterions

+ gives us social validits
- pressure to compliance

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11
Q

What are the psychological principles of compliance

A
  1. Reciprocity
  2. Social validation
  3. Commitment/Consistency
  4. Friendship/Liking
  5. Scarcity
  6. Authority
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12
Q

Reciprocity

A

that if you do someone a favor you would expect that this person would do the same for you = counter performance

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13
Q

Social validation

A

adaptation to social norm

a. Injunctive social norms
b. deskriptive social norms

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14
Q

injunctive social norms

A

cognitive perception which behaviors are approved or disapproved by others

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15
Q

Descriptive norms

A

observe what others do in the same situation

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16
Q

Commitment/Consistency

A

avoiding cognitive dissonance (e.g, food in the door technique)

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17
Q

Friendship

A

makes you more willing to comply to something (e.g. Tupperware party)

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18
Q

Scarcity

A

decreasing availability (e.g. limited edition or only for short time)

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19
Q

What is the relationship between reference groups and membership groups ?

A

that you are more influenced by the reference group than your actual membership group

20
Q

What is the dual-process dependency model

A

model of social influence
Processes:
1. dependency on others for social approval
2. dependency on others for information about reality

21
Q

What does power mean

A

capacity of a person to influence others

- resistance of a person being influenced

22
Q

What is influence?

A

power in action

23
Q

Basis/Types of social power

A
  1. Reward power
  2. Coercive power
  3. informational power
  4. Expert power
  5. legetimate power
  6. Referent power
24
Q

reward power

A

ability to give or promise rewards for compliance

25
Q

coercive power

A

ability to give or threaten punishment when you don’t comply

26
Q

Informational power

A

targets belief; influencer has more information than oneself

27
Q

expert power

A

targets belief; influencer has greater expertise

28
Q

Legitimate power

A

targets belief; influencer is authorized to make decisions

29
Q

Referent power

A

Identification/ attraction to the source of influence

30
Q

Characteristics of power

A
  • control of behavior through dominance
31
Q

Reasons for compliance

A
  • pleasant atmosphere
  • reduce uncertainty
  • group pressure
  • avoide rejection
32
Q

Who conforms ?

A
  1. individual differences
    - low self- esteem,
    - high anxiety
    - low IQ
  2. Gender difference
  3. Cultural differences
    - higher: collectivists
    - lower: individualist/independent
33
Q

What are situational factors influencing conformity

A
  1. group size
    - linear effect of group size
  2. group unanimity
  3. normative pressure
34
Q

What is normative pressure?

A

most effective way to change behavior
- pointing to established norms

-rational process= constructing norm from other peoples behavior –> leads to approval of own behavior

35
Q

What are the components of the process of conformity

A
  1. Informational influence
  2. Normative Influence
  3. Referent informational influence
36
Q

Informational influence

A

accepting information of a another source as prove for the reality
- esp. with uncertainty
= need for confidence

  • objective test against reality
37
Q

Normative Influence

A

conforming to the positive expectations of others
Goal: gaining social approval
- avoiding social disapproval

= we think the group can judge about our behavior with reward and punishment

Effectiveness: under observation of others
Consequence= surface compliance

38
Q

Referent Informational influence

A

if you feel under pressure to conform to a group norm that in general defines you as a group member

  • conformity because of group membership
    Conformity to a norm not to people
function of other people: source of information about the in-group norm 
---> internalization of the group norm
39
Q

Why do people conform ?

A

feel sure about that their perceptions/ opinions are correct

  • getting social approval for their behavior
  • develop a social identity as a group member
40
Q

What is agentic state?

A

if people only follow instruction without questioning them

–> transfer of responsibility to the authority

41
Q

What influences obedience? (Situational factors)

A
  1. Immediacy of the victim
  2. immediacy of the authority figure
  3. Group pressure
  4. Degree of social support for obedience or disobedience
  5. Legitimacy of authority figure
42
Q

Immediacy of the victim

A

how close the victim is to the participant

43
Q

Immediacy of the authority figure

A

if other obedience people are present (committing themselves to it)

44
Q

legitimacy of the authority figure

A

person looks like an authority (white coat)

—> unquestioned obedience

45
Q

what is the convergence effect

A

development of groups
= using the behavior of others to establish range of possible behavior .

what kind of behavior is allowed and what not

= frame of reference

Social Behavior (5 decks)

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