week 9 interpersonal and group processes

Question 1

3 types of social influence

Answer 1

compliance, obedience and conformity

Question 2

compliance

Answer 2

change of behavior in response to direct request

Question 3

obedience

Answer 3

change of behavior in response to directive from an authority figure

Question 4

conformity

Answer 4

change in behavior to match the response or actions of others

Question 5

principles of compliance Cialdini and Goldstein 2004

Answer 5

reciporticty, consistence, commitment, liking and authority

Question 6

norm of reciprocity

Answer 6

the rule that obliges us to repay others for what we have received from them even if we didn’t request the favor

Question 7

examples of norm of reciprocity in sales

Answer 7

free samples is acceptance of “gift” then you feel like you have a social obligation to buy the real thing

Question 8

door in the face technique

Answer 8

start with a large request, wait for no then lower your request. people feel obliged to reciprocate the concession by the requester

Question 9

norm of consistency

Answer 9

rule that obliges us to be consistent in our behavior

Question 10

foot in the door technique

Answer 10

start with small request, wait for yes then ask for large

Question 11

freedman and fraser 1966 foot in the door technique

Answer 11

small request to house-owners - attach small label with drive safely to their house, then ask for large request - gigantic sign in front of house

Question 12

norm of commitment

Answer 12

once we make a commitment, we feel pressure to follow through

Question 13

low balling technique

Answer 13

have people commit to a course of action and then increase the request

Question 14

cialdini et al 1978 low balling technique study

Answer 14

commitment - would you like to participate in my experiment

request - it starts at 7 in the morning

Question 15

factors affecting liking

Answer 15

physical attractiveness, similarity and familiarity

Question 16

example of liking in ads

Answer 16

using a well liked celeb

Question 17

how does authority affect social influence

Answer 17

people comply and obey more with requests made by authority figures

Question 18

hofling et al 1966 hospital study

Answer 18

orders asked on call by a bogus physician to nurses to administer 20mg of astroten

non-approved drug, dosage 2x the norm, on the phone and unfamiliar doctor

21/22 nurses were ready to give the injection.

Question 19

informational social influence

Answer 19

conform because we believe other understand better than us

Question 20

normative social influence

Answer 20

conformity to be liked and accepted by others

Question 21

social facilitation

Answer 21

benefiting from presence of other people

Question 22

social inhibition

Answer 22

not benefiting from presence of other people

Question 23

zajonc 1969 study in simple maze

Answer 23

timed cockroach in simple maze alone and with other cockroaches watching

alone time - 41 seconds
audience - 33 seconds

Question 24

zajonc 1969 study in complex maze

Answer 24

timed cockroach in simple maze alone and with other cockroaches watching

alone time - 110 seconds
audience - 130 seconds

Question 25

social facilitation/inhibitions process

Answer 25

others presence - arousal - strengthens dominant response - enhancing easy behavior OR impairing difficult behavior

Question 26

other factors that affect social facilitation/inhibition

Answer 26

others as distractions and evaluation apprehension

Question 27

evaluation apprehension

Answer 27

new task makes u not able to perform well

Question 28

dominant response

Answer 28

the reaction elicited most quickly and easily by a given stimulus

Question 29

social loafing

Answer 29

a type of motivation loss occurs when group members work is unidentifiable and they work less than they would alone

Question 30

Latane, Williams and Hawkins 1979

Answer 30

- blindfolded ptsp and put headphones - played clapping/cheering in headphones - ptsp asked to clap or cheer - IV = ptsp thought they were making noise alone or with up to 5 people results = 1/3 less noise when they thought other people were also making noise

Question 31

prejudice - emotional

Answer 31

shared attitude or feeling towards a social outgrip and their members based on group membership

Question 32

stereotypes - cognitive

Answer 32

generalized belief about members of group

Question 33

discrimination - behaviors

Answer 33

not all prejudice translates to behavior if it does, this is discrimination

Question 34

linguistic intergroup bias - Maass 1999

Answer 34

tendency to use concrete, specific language describing positive outgroup characteristics and negative in-group characteristics eg if something negative happens in my race, because of the circumstances but if another race does good thing its not normal, usually they do bad things tendency to use more general and abstract terms related to enduring traits in regards to negative outgroup characterstics and positive in group characteristics

Question 35

illusory correlations

Answer 35

perception of a relation between 2 distinctive elements that does not exist or is exaggerated eg people from New York are rude caused by tendency to focus on confirmatory evidence - cases of rude new yorkers conspiracy theories - attend to evidence in favor of theory and ignore anything inconsistent with it

Question 36

illusion of out group homogeneity

Answer 36

tendency to perceive members of the out group as more similar to each other than members of the in group eg women may see men as "all the same"

Question 37

how to reduce prejudice

Answer 37

contact hypothesis

Question 38

contact hypothesis

Answer 38

contact with out group

Question 39

factors working against contact hypothesis

Answer 39

self-fulfilling prophecy, power differential, length of contact

Question 40

decategorisation

Answer 40

seeing the other as an individual rather than member of outgroup

Question 41

recategorisation

Answer 41

instead of in-group vs outgroup, the focus is on common membership in a superordinate group eg were all British NOT im Scottish, you're English

Question 42

bystander effect

Answer 42

tendency for a bystander to be less likely to help in an emergency if other onlookers are present

Question 43

Latane and Darley 1968

Answer 43

ptsp told they would discus problems faced bystander students in high pressure urban environment discussion over intercoms and experimenter left room ptsp believed they were going to have discussion alone, with one, or 4 other people shortly after discussion began, one of other ptsp on intercom began to choke and had seizure results = alone 50 seconds to help 4 other bystanders took 17 seconds to help

Question 44

pluralistic ignorance

Answer 44

a majority of group members privately reject to believe but I incorrectly assumed that most others except it and therefore go along with it For example in education not asking questions in class because person believes they're the only one who doesn't understand

Question 45

diffusion of responsibility

Answer 45

tendency for each group member to dilute personal responsibility for acting by spreading it to other group members eg someone else will call police

Question 46

When Milgram conducted his famous obedience studies, more than half the participants used the maximum shock level (450V) in the original study. Psychiatrists, college students, and middle-class adults had expected:

Answer 46

No one expected anyone to go as far as 450V

Question 47

Social __________ refers to motivation loss when working as an unidentifiable member of a group rather than individually.

Answer 47

loafing

Question 48

Zajonc's explanation of social facilitation centers on the idea of strengthening _____________ responses.

Answer 48

dominant

Question 49

Attitude is to __________ as behaviour is to __________.

Answer 49

prejudice, discrimination

Question 50

One principle that prevents helping is:

Answer 50

diffusion of responsibility

Question 51

Imagine you are asked first to agree to participate in a study. After you agree, you are told that the study takes place at 7 pm and you are expected to not have eaten that day. This is an example of:

Answer 51

low balling

Question 52

The presence of others increases _________, which strengthens dominant responses, enhancing performance on easy tasks and impairing performance on difficult tasks.

Answer 52

arousal

Question 53

Jade regularly goes to a restaurant and most times, she receives service. However, on two occasions, she was ignored and only received service after someone intervened on her behalf. Jade, therefore, concludes that employees at restaurants are sexist. This is an example of ________________.

Answer 53

illusory correlation

Question 54

There is a tendency to use concrete, specific language for ________ outgroup characteristics and for _________ ingroup characteristics.

Answer 54

desirable, undesirable

Question 55

There is a tendency to use general language about enduring traits for ________ outgroup characteristics and for _________ ingroup characteristics.

Answer 55

undesirable, desirable