Week 4 - Confirmity

Question 1

Informational influence

Answer 1

Influence that produces conformity when a person believes others are correct in their judgements.

Question 2

Normative influence

Answer 2

Influence that produces conformity when a person fears the negative social consequences of appearing deviant.

Question 3

Private conformity

Answer 3

The change of beliefs that occurs when a person privately accepts the position taken by others.

Question 4

Public conformity

Answer 4

A superficial change in overt behaviour without a corresponding change of opinion that is produced by real or imagined group pressure.

Question 5

Minority Influence

Answer 5

The process by which dissenters produce change within a group

Question 6

Idiosyncrasy credits

Answer 6

Interpersonal ‘credits’ that a person earns by following group norms.

Question 7

Compliance

Answer 7

Changes in behaviour that are elicited by direct requests.

Question 8

Lowballing

Answer 8

A two-step compliance technique in which the influencer secures agreement with a request but then increases the size of that request by revealing hidden costs.

Question 9

That’s-not-all technique

Answer 9

A two-step compliance technique in which the influencer begins with an inflated request, then decreases its apparent size by offering a discount or bonus.

Question 10

Obedience

Answer 10

Behaviour change produced by the commands of authority.

Question 11

Social impact theory

Answer 11

The theory that social influence depends on the strength, immediacy and number of individual sources relative to target people.