Week 5: Social Influence Flashcards
(35 cards)
What are the theories that explain the imitation observed behavior (aka learning)
Learning is a change in human performance that results from a learner’s interaction with the environment. Some of the theories that highlight how this happens are : Social Learning Theory, Social contagion and the chameleon effect.
Chameleon Effect = Unconscious mimicry of nonverbal behaviors to foster connection.
Social Contagion = The spread of emotions, behaviors, or ideas through a social network, often unconsciously.
Social Learning Theory = A broader theory that explains how people learn by observing others and consciously imitating behaviors that are rewarded or reinforced.
What is Social Learning Theory (SCT) (Bandura,1960)?
People learn from the social enviornment by:
-identification of model individual 🦸
- observation: this requires attention 👀
-Remember/retention of behavior observed 🔁
-Reproduction: learned must be able to physically and cognitively copy the action 🏃
-Motivation: even if learner can do the action they must be motivated to do so 💪
-noticing whether there is vicarious reinforcement: identifying whether model is being praised or punished for the action 🔭
Reciprocal Determinism: idea that behavior, personal factors (cognition and emotions) and enviornment influences all interact and influence one another. Individuals are active participants in learning.
All explored in Bandura’s bobo doll 🪆 studies.
Can also be used to explain how children learn to behave aggressively from parents –> acknowledges how there is both internal and external reinforcement process. Direct reinforcement is when individual directly praised for their good actions.
What is social contagion?
The spread of behaviors, attitudes, and emotions through social networks 🕸️
- Adaptation: When people observe and mimic what they see (adopting new trends) 🧱
-Complementary: enhancing and completing what somebody else is doing 🧩
-Can be emotional contagion (im sad - u become sad)
- Adolescents are most vulnerable
- Can include up to 3 degrees of social interactions
Example may be: fashion trends, activism movements, viral products on social media
What is the chameleon effect?
It is the unconscious tendency to mimic posture, mannerism, facial expressions and other behaviors from people you interact with.
- Mimicry (mimic 👯♀️) strengthens social bonds and stengthens relationships
- Help create social bonding (social affiliation), and stronger emotional bond
What is the difference between injunctive and descriptive norms? What are their implications?
Focus theory of normative conduct (cialdini):
Both of these are types of social norms that guide behavior within a group
- Injunctive norms: what people believe is generally approved or disaproved of in a certain context (don’t throw trash on the floor) 🚮. These tend to have a greater influence than descriptive norms
-Descriptive norms: What people ACTUALLY do int he situation
What is the difference between informational and normative influence?
These are 2 more types of social influence:
- Informational influence: changing beliefs or behaviors because we believe others have more accurate info. Driven by desire to be correct ✅ or understand how to act in a situation (studied with Sherry’s autokinetic study 🔦 -ppt work together to reach correct answer)
- Normative influence: Comforming to expectations and behaviors of a group to gain social approval/avoid rejection rather than because you think the group is correct 👩🦯👩🦯 (studies with Asch’s line test)
What is conformity?
Altering one’s beliefs, attitudes or behaviors in accordance with behavior of others.
Asch’s line test can be used to investigate this phenomenon:
-it investigates the effect of group pressure on behavior.
-helps understand what causes independence and what conformity
Had to match lines of same length, confederate before all chose incorrect
What is the difference between public and private compliance based on Sherif’s auto kinetic effect?
Private conformity: changing one’s attitudes, beliefs and behaviors to conform with a group and maintaining the change even when group isn’t present ⬜️
Public conformity: Only changing attitudes, beliefs and behaviors when in public, because you privately disagree 🔳
How can personality affect conformity?
👯♀️=conform 💃=no conform
-Openness: high openness leads to innovation and novelty seeking 💃
- Extraversion: extroverts seek social approval so in loose (flexible, informal and permissive) social contexts 👯♀️
- Agreeableness: agreeable people seek social harmony , they values cooperation and prosocial behavior 👯♀️
- Conscientiousness (being diligent, responsible and thorough in actions and decisions): conscientious individuals like structure and adhere to social norms 👯♀️
- Neuroticism (person that experiences lots of anxiety, sadness and fear): these people are often unstable. 💃 when behave antisocially/antagonistically but 👯♀️when have to deal with stress of deviating
How do situational factors influence whether we conform?
-In general it seems as if women are more likely to conform but it varies LOTS on situational factors
-The larger the group size the greater the conformity (+ social pressure) , after group reaches certain size conformity stops increasing 👯♀️💃
-Unanimity: if all the group is saying the same thing we are more likely to conform 👯♀️
- In tight cultures with strict social norms there is higher conformity👯♀️
- In loose cultures with greater tolerance for deviance and individuality less conformity 💃
-the status level/authority of the group that you should conform with – the higher the status the more 👯♀️
- level of free will perceived: more free will = more 💃. People with low self control also have low free will (decisions are dominated by impulse not desire)
How does our brain react when we fail to conform?
Failing to conform ignites both cognitive and emotional processes, these are some of them:
- activation of anterior cingulate cortex: brain region involved with creating feelings of discomfort, social pain and conflict.
- decreased release of dopamine: when we conform/are involved with social interactions we are rewarded however when we do not we do not get the extra ‘boost’
- Amygdala activation: amygdala may send signal of a perceived threat to our social standing/belonging
-Prefrontal cortex: activation to help us reflect on our actions/choices and find a way to re-establish harmony
What is minority influence? When is it more effective than majority influence?
When a smaller group (aka the minority) can influence the beliefs, attitudes and behavior of the larger group. Rather than relying on conformity and social pressure (normal conformity) it relies on persistence and consistency in presenting the viewpoint. It is more effective when the goal is long-lasting and causes meaningful changes.
What are some strategies used to increase influence from a minority position?
1) having a consistent message
2) being flexible and compromising, being open to incorporating elements from the majority view
3)being confident, direct in a respectful way
4) using evidence and rational argument
What is compliance? What is acquiescence?
The act of changing one’s behavior in response to a direct request from another person or group, it doesn’t necessarily have to involve an internal agreement but rather a change in behavior to meet the request (friend asks to go eat McDonals although you don’t like eating fast food and know its bad for you)
Acquiescence: the submission to the request without any resistance/objection even if the individual isn’t fully supportive of the idea⛓️💥
What are the 3 main motivators for compliance/ methods used to get someone to comply?
- Accuracy
-Affiliation
-Maintaining a positive self concept
How does accuracy get people to comply?
- people want to respond to make informed and correct decisions in situations of uncertainty. Using this technique can be effective on people that want to be correct ✅.
Techqniques:
Thats not all (Burger): making initial request and then improving it to make in sound more accurate and fair
Disrupt then reframe (Davis & Knowles): disrupting individual’s normal thought process with an unexpected/unusual statement then reframing it to clarify it and make is sound like the logical choice
What role does affiliation in enhancing compliance?
Affiliation enhances compliance by highlighting the human need for connection, acceptance and belonging. Liking (attractive), brief casual convos, remembering names and similarity (also superficial) with the persuader can increase compliance.
Technique:
Door in the face technique: 🚪🤕Making a large unreasonable request at first (that will be rejected) followed by a smaller more reasonable one. After people reject the first one they feel obliged to reciprocate the requesters compromise and accept the smaller offer.
How does maintaining a positive self concept increase compliance?
Idea that people want to maintain a positive self concept that alignes with their self image. When people perceive themselves positively they are more likely to comply.
Technique:
Foot in the door: 🚪 🦶getting people to agree to a small commitment making people begin to see themselves as the type of person that supports such action, getting them to comply with larger requests later.
What is obedience?
A form of social influence where an individual follows a direct order from an authority figure. Compared to compliance and conformity (where individuals agree to request) obedience involves a hierarchical relationship with the expectation of following orders with not question - it is explicit and directive.
What factors decrease obedience to authority?
1) perceived reduced authority - authority figure not physically present/in proximity
2( increase awareness of consequences- being close to victim
3) peer influence - seeing others not obede
4) situational context- lack of traditional authority markers (being in an ugly building)
Quickly recap Milgram’s Original study 🔌
Method: Ppt recruited were either given role of teacher 👩🏫 or learner 🧑🎓. The learner was strapped to a chair in another room connected to a shock ⚡️ machine.
Task: teacher tested learner’s memory and when wrong administer electric shock which ranged from 15 to 450 volts. Experimenter in a lab coat encouraged teachers to continue administering shocks
Results;65% of ppt obeyed to administering 450 volts and many showed signs of stress (sweating and shaking) but continued following orders
Explanations for why we obey
1) perception of power from authority
2)we are socialized to obey to authority figures (parents, teachers, law)
3) fear of consequences/punishment
4) desire to maintain order and social stability
What are charismatic people?
Charismatic people/leaders have the ability to attract attention and admiration from others. These people are more likely to get people to obey even if requests are crazy.
Workers exposed to charismatic leader’s speech show 17% greater output
When are charismatic leaders more likely to attract followers?
During periods of uncertainty, transition and lack of strong authority/institutions
