Social Influence

Question 1

social Influence

Answer 1

Process where attitudes and behaviour are influenced by the real or implied presence of other people

Question 2

reference groups

Answer 2

Groups that are psychologically significant for our behaviour and attitudes

Question 3

Compliance

Answer 3

Superficial, public and transitory change in behaviour and expressed attitudes in response to requests, coercion or group pressure –> does not reflect internal change

Question 4

Power

Answer 4

the capacity to influence others while resisting their attempt to influence you

Question 5

Conformity

Answer 5

Deep-seated, private and enduring change in behaviour and attitude due to group pressure
–> feeling of confidence that the own belifsand actions described by the norm are correct, and socially desirable

Question 6

Social identity theory

Answer 6

theory of group membership and intergroup relations based on self categorisation, social comparison and the construction of a shared self definition in terms of in-group-defining properties

Question 7

Obedience

Answer 7

Acting in accord with a direct order or command (following a leader)
Example: Milgram

Question 8

Agentic state

Answer 8

unquestioning obedience in which people transfer personal responsibility to the person giving orders

Question 9

Normative influence

Answer 9

Influence to conform the positive expectation of others, to gain social approval or to avoid social disapproval
–> yeilding to group pressure (compliance but no internal change)

Question 10

Referent informational influence

Answer 10

Pressure to conform to a group norm that defines oneself as a group member
-social identity theory
meta-contrast principle

Question 11

informational influence

Answer 11

influence to accept information from another as evidence about reality
–>when we feel uncertain and like to feel confident about our beliefs

-can cause true cognitive change

Question 12

Reward power

Answer 12

The ability to give or promise reward for compliance

Question 13

Coercive power

Answer 13

the ability to give or threaten punishment for non-compliance

Question 14

informational power

Answer 14

the targets belief that the influencer has more information than oneself

Question 15

Expert power

Answer 15

the targets belief that the influencer has generally greater expertise and knowledge than oneself

Question 16

Legitimate power

Answer 16

the targets belief that the influencer is authorised by a recognized power structure to command and make decisions

Question 17

Referent power

Answer 17

identification with, attraction to or respect for the source of influence

Question 18

Reciprocity (compliance)

Answer 18

Tit for tat

i help you wíf you help me

Question 19

Commitment/consistency

Compliance

Answer 19

Commitment to position –> comply with consistent requests –> avoid cognitive dissonance

Question 20

Social validation/consensus

Compliance

Answer 20

more willing to comply with request if it’s consistent with what similar others are thinking or doing
–> social norms// e.g. elevator experiment

Question 21

Friendship/liking (Compliance)

Answer 21

more willing to comply with a request of friends

Question 22

Factors that influence obedience

Answer 22

1. Immediacy
   - to the victim >
   - to the authority figure<
2. Group pressure
3. emblems of authority - e.g. uniform
4. commitment (foot in thee door, door in the face, low ball)

Question 23

Example: why do we conform to the group

–>Autokinetic effect study by Sherif

Answer 23

Autokinetic effect: the stationary dot of light will seem to move

• -> at first everyone says something different about where it moved, but over time the estimates of people in a group move closer together until they meet
• -> convergence
• -> conformity

Question 24

Example: comformity study Asch

–> Lines

Answer 24

Procedures: – One subject, six or more confederates – Which line is the same length as the standard? – People reported answers out loud, one at a time
–> Subject always last

The confederates answered incorrectly and almost 80% of the participants conformed at least once to the group

Question 25

Minority Influence

Answer 25

The individual or smaller group influences the larger group

Question 26

Majority Influence

Answer 26

A larger group influences smaller subgroup or individuals

Question 27

Factors Affecting Minority Influence

Answer 27

• Consistency
• Investment
• self-interest
• ingroup vs. outgroup members
• flexibility

Question 28

Theory of Idiosyncrasy Credits

Hollander

Answer 28

to dissent effectively you must first earn the right by paying conformity dues called idiosyncrasy credits
–> high status individuals have more idiosyncrasy credits than low status members

Question 29

Compliance vs Conversion

Answer 29

Majority influence –> compliance (direct influence)

Minority influence –> conversion (indirect influence)

Question 30

Example study Conversion/minority Influence

by Nemeth and Wachtler

Answer 30

• 5 person groups • Make award in personal injury case • Confederate argued for low award • Results: – Direct influence: •Final vote: majority unchanged-gave big award – Indirect influence: •On second case gave significantly smaller awards

Question 31

unanimity/consensus in relation to conformity

Answer 31

A lack of unanimity reduces conformity

Question 32

Distinction Informational / Normative / Referent Informational Influence
–> Milgram, Asch, Sherif

Answer 32

Informational influence:
- Milgram (Shocks) —> people were uncertain about the task
Normative influence:
- Asch (Different line lenghts) —> people were sure about the task, but conformed anyway because they wanted social approval
Referent informational influence:
- Sherif (Autokinetic study) —> people identified with the group, which made them conform to the norm set by the group
ative / Referent Informational influence

Question 33

Conversion Theory

Answer 33

When minority influence brings about a sudden and dramatic internal and private change in the attitudes of a majority