Psychology of Social Influence and Control

Questions and Answers

Which of the following traits are associated with high self-monitoring?

Avoidance of social interactions

Higher levels of social conformity (correct)

Discomfort with political behavior

Less sensitivity to social cues

An individual with an internal locus of control is more likely to adopt a reactive stance in situations.

False

What approach would involve asking for compliance based on friendship or loyalty?

Personal Appeals

The strategy involving the use of warnings or threats to gain compliance is known as ______.

Pressure Signup and view all the answers

Match the influence strategy to its description:

Rational Persuasion = Presenting logical arguments and factual evidence Legitimacy = Using authority or saying the request aligns with policies Ingratiation = Using flattery before making a request Coalitions = Enlisting the support of others for persuasion Signup and view all the answers

Which characteristic is typical of individuals with a high self-monitoring personality?

Skilled in political behaviour Signup and view all the answers

Individuals with an internal locus of control often take a proactive stance to influence situations.

True Signup and view all the answers

What strategy involves using flattery or praise before making a request?

Ingratiation Signup and view all the answers

The tactic of enlisting support from others to persuade someone is referred to as ______.

coalitions Signup and view all the answers

Match the influence strategy to its description:

Rational Persuasion = Presenting logical arguments and factual evidence Pressure = Using warnings, demanding requests or threats Legitimacy = Using authority position or organizational policies Inspirational Appeals = Appealing to a target's values and aspirations Signup and view all the answers

Which of the following best describes Machiavellianism?

A desire for power and manipulation Signup and view all the answers

Using personal appeals is an ineffective strategy for gaining compliance.

False Signup and view all the answers

Study Notes

High Self-Monitoring

Individuals are attuned to social cues, enhancing their responsiveness in social contexts.
Higher levels of social conformity are observed, leading to increased alignment with group norms.
Skills in political behavior are often more pronounced in individuals with high self-monitoring.

Internal Locus of Control

Individuals display a proactive approach, taking initiative to influence their circumstances.
There is a tendency to manipulate situations for personal benefit, reflecting a sense of control over outcomes.

Machiavellianism

Characterized by a willingness to manipulate others and seek power for self-advancement.
Such individuals view political maneuvering as a viable strategy to achieve personal goals.

Influence Tactics

Exchange: Offering rewards or favors to gain compliance with requests.
Personal Appeals: Seeking compliance based on friendships or loyalty, leveraging personal relationships.
Ingratiation: Utilizing flattery and praise to create a positive atmosphere before making a request.
Pressure: Applying warnings, repeated demands, or threats to compel the target to comply.
Coalitions: Building alliances to bolster support and persuade the target to agree.
Legitimacy: Citing authority or organizational policies to justify requests, appealing to formal power.
Rational Persuasion: Using logical arguments and factual information to argue for the reasonableness of a request.
Inspirational Appeals: Engaging the target emotionally by aligning requests with their values, needs, and aspirations.
Consultation: Encouraging target involvement in decision-making to foster support and commitment to the plan.

High Self-Monitoring

Individuals are attuned to social cues, enhancing their responsiveness in social contexts.
Higher levels of social conformity are observed, leading to increased alignment with group norms.
Skills in political behavior are often more pronounced in individuals with high self-monitoring.

Internal Locus of Control

Individuals display a proactive approach, taking initiative to influence their circumstances.
There is a tendency to manipulate situations for personal benefit, reflecting a sense of control over outcomes.

Machiavellianism

Characterized by a willingness to manipulate others and seek power for self-advancement.
Such individuals view political maneuvering as a viable strategy to achieve personal goals.

Influence Tactics

Exchange: Offering rewards or favors to gain compliance with requests.
Personal Appeals: Seeking compliance based on friendships or loyalty, leveraging personal relationships.
Ingratiation: Utilizing flattery and praise to create a positive atmosphere before making a request.
Pressure: Applying warnings, repeated demands, or threats to compel the target to comply.
Coalitions: Building alliances to bolster support and persuade the target to agree.
Legitimacy: Citing authority or organizational policies to justify requests, appealing to formal power.
Rational Persuasion: Using logical arguments and factual information to argue for the reasonableness of a request.
Inspirational Appeals: Engaging the target emotionally by aligning requests with their values, needs, and aspirations.
Consultation: Encouraging target involvement in decision-making to foster support and commitment to the plan.

Description

Explore the fascinating concepts of self-monitoring, internal locus of control, and Machiavellianism in social contexts. This quiz delves into influence tactics and how personal and political strategies shape behaviors and relationships. Test your understanding of these psychological principles and their implications in everyday life.