Psychology on Norms and Behavior

Podcast

Play an AI-generated podcast conversation about this lesson

Questions and Answers

How can sharing similar experiences with voters benefit a political candidate?

It decreases the likelihood of support.

It strengthens the candidate's credibility. (correct)

It makes the candidate appear less relatable.

It simplifies campaign messaging.

What effect do compliments have on compliance?

They create a sense of superiority.

They induce feelings of resentment.

They increase positive feelings and willingness to help. (correct)

They often lead to misunderstandings.

What is a benefit of engaging in cooperative activities?

It fosters competition among individuals.

It helps to establish a sense of shared purpose. (correct)

It detracts from individual goals.

It creates a sense of resentment towards others.

What does physical reactance theory suggest about compliance?

It highlights resistance to perceived threats to freedom. Signup and view all the answers

How does the scarcity principle encourage action?

By highlighting limited availability. Signup and view all the answers

What is a potential consequence of parents imposing strict rules on a teenager?

Rebellion against imposed restrictions. Signup and view all the answers

Why might someone prefer to comply with requests from those they share a positive rapport with?

They genuinely want to maintain a positive relationship. Signup and view all the answers

What is the primary outcome of using compliments effectively?

They may create an obligation. Signup and view all the answers

What percentage of participants in the study administered the maximum shock level of 450?

60-65% Signup and view all the answers

What psychological phenomenon explains participants attributing responsibility to the authority figure during the experiment?

Cognitive dissonance Signup and view all the answers

Which of the following describes engaged followership as it relates to the study?

Following orders due to identification with a cause Signup and view all the answers

What criticism is cited regarding the handling of participants after the study?

Participants did not receive proper debriefing until much later Signup and view all the answers

How did individuals typically respond emotionally during the study when administering shocks?

Nervous laughing and sweating Signup and view all the answers

What historical context influenced the expectations of obedience in the study?

The atrocities of WWII and the Nuremberg Trials Signup and view all the answers

What term is used to describe the phenomenon where participants may experience psychological stress due to conflicting thoughts about their actions?

Cognitive dissonance Signup and view all the answers

Why are Milgram's findings still considered relevant today?

They inform discussions about ethical behavior in various contexts. Signup and view all the answers

What effect does the perception of scarcity typically have on individuals?

It creates a sense of urgency to obtain the item. Signup and view all the answers

Which technique involves an official time limit on a customer’s opportunity to purchase an item?

Deadline technique Signup and view all the answers

In Milgram's obedience experiments, what was a significant finding regarding authority figures?

High levels of obedience were exhibited even against personal conscience. Signup and view all the answers

Which of the following is an example of the authority influence technique?

An expert giving a lecture on a complex topic. Signup and view all the answers

What historical context influenced Milgram’s study of obedience?

World War II and the Holocaust Signup and view all the answers

Which statement about the deadline technique is accurate?

It creates urgency by suggesting immediate purchases are necessary. Signup and view all the answers

What behavior is associated with the principle of authority?

Willingness to follow orders from recognized authority figures. Signup and view all the answers

What might a retailer say to make consumers act quickly due to scarcity?

Only a few items are left in stock. Signup and view all the answers

What is defined as any change in an individual's thoughts, feelings, or behaviors caused by other people?

Social Influence Signup and view all the answers

Which of the following best describes conformity?

Adjusting opinions to match group norms Signup and view all the answers

In Asch's line study, what percentage of participants conformed on average?

37% Signup and view all the answers

What term refers to changing behavior in response to a direct request?

Compliance Signup and view all the answers

What impact does dissent have on levels of conformity?

It decreases conformity levels. Signup and view all the answers

In Asch's study setup, how many confederates were typically present?

6-8 confederates Signup and view all the answers

Which of the following statements about conformity is true?

It can happen without peer pressure. Signup and view all the answers

What percentage of individuals made at least one error when tested alone in Asch's study?

5% Signup and view all the answers

What happens to behavior alignment in the presence of strong social norms?

It decreases behavior alignment with personal attitudes. Signup and view all the answers

What is the effect of minimal time on attitude and behavior alignment?

It can result in increased alignment. Signup and view all the answers

Which of the following best describes the MODE Model?

It incorporates motivation and opportunity as key factors. Signup and view all the answers

When is the Theory of Planned Behavior (TPB) most effective?

When the opportunity to think and plan is present. Signup and view all the answers

Which model works based on familiarity with past experiences?

Behavior Process Model. Signup and view all the answers

Which factors are part of the TALE model of persuasion?

Trusted source, Acceptance, Logic, Emotional appeal. Signup and view all the answers

What is the primary distinction between the central and peripheral routes of persuasion?

Central route requires careful thought while peripheral relies on superficial cues. Signup and view all the answers

Which of the following is true regarding time pressure and attitude-related behavior?

When under time pressure, people act more according to their attitudes. Signup and view all the answers

Study Notes

Strong Norms & Behavior

Strong norms, like military environments, increase conformity to societal expectations, potentially leading to less self-alignment.
Classrooms, while having strong norms, offer some room for individual expression.
High norms can lead to a decrease in attitude-behavior alignment.
Strong norms can reduce individual realignment.

Time Pressure & Behavior

Time pressure can increase the likelihood of acting in accordance with attitudes.
Speaking quickly can enhance perceived trustworthiness and charisma, making it easier to act in line with attitudes.
More time for deliberation can lead to actions aligned with attitudes or actions based on situational expectations and social desirability.
Minimal time promotes attitude-behavior alignment.
Longer deliberation can result in discrepancies between attitudes and behavior, but also allows for a deeper assessment of alignment if motivated to be genuine.

The MODE Model

Motivation and Opportunity DEterminants model explains when individuals are likely to utilize the Theory of Planned Behavior (TPB) and the Behavior Process Model (ABP).
Motivation and opportunity are essential for applying either model.
Opportunity for alignment can be influenced by factors beyond just time.

Theory of Planned Behavior (TPB)

Attitudes, subjective norms, and perceived behavioral control are crucial factors in shaping behavioral intentions, which subsequently influence behavior.
TPB is effective only when individuals have the opportunity to think and plan.
It is not applicable under time pressure.

Behavior Process Model (ABP)

ABP relies on past experiences and familiarity with the event.
It assumes that familiarity reduces the need for extended deliberation and facilitates immediate responses.
Example: A person with prior experience encountering a spider will react quickly, whereas encountering a bear for the first time requires time and consideration.

Routes to Persuasion

Central and peripheral routes are two distinct pathways to persuasion.
Persuasion is the process of inducing changes in beliefs, attitudes, or behaviors through a message.
The TALE of persuasion focuses on a message’s effectiveness: Trusted source, internal Acceptance, clear Logic, and Emotional appeal.

Elaboration Likelihood Model (ELM)

The ELM explains how people process persuasive messages.
It highlights that people are more likely to engage in deep processing when they are motivated and able to do so.
Example: A political candidate sharing similar experiences with voters may find increased support.
The hippie vs. straight experiment demonstrates the importance of similarity in persuasion.

Compliments as a Persuasion Technique

Compliments increase compliance by making people feel good about themselves.
They create positive feelings, leading to greater agreeableness to requests.
Example: A person is more likely to help a friend who compliments their insights before asking for advice.
Compliments can lead to increased liking for the person providing them.

Cooperation as a Persuasion Technique

Cooperation fosters a collaborative environment and rapport, increasing the likelihood of compliance.
Shared tasks build a sense of shared purpose.
Example: Team-building exercises in a workplace can make employees more likely to comply with requests from colleagues.
Cooperation can also be spurred by a common enemy, such as a difficult manager, uniting people to act against an external threat.

Physical Reactance Theory

This theory predicts that people tend to resist or oppose requests that feel restrictive to their autonomy.
People may rebel against perceived threats to their freedom, leading to non-compliance.
Example: A teenager might resist strict parental rules by engaging in the very behaviors their parents disapprove of.

Scarcity

Emphasizing the limited availability of a product or opportunity can create a sense of urgency and motivate immediate action.
When limited access to an item interferes with previous access, people tend to desire and try to possess it more.
Example: A retailer might advertise a limited-time offer or limited stock to encourage quick purchases.

Deadline Technique

This tactic sets an official time limit for customers to take advantage of an offer.
The purest form of a decision deadline is a “right now” approach, where customers are told that if they don’t buy immediately, they will face a higher price or lose the opportunity entirely.
Example: Rainbow vacuum sales often use this technique, stating that if a customer changes their mind, they will have to face a higher price or find a different seller.

Authority as a Persuasion Technique

Harnessing the influence of authority figures can increase compliance.
Individuals typically trust and comply with those perceived as experts or authorities.
Example: Doctors’ recommendations often hold significant weight due to their perceived authority.
Study: 95% of nurses almost complied with an unknown doctor’s instructions to give an overly high dose of medication over the phone, highlighting the powerful impact of perceived authority.

Obedience is behavior guided by the explicit orders of an authority figure, often in hierarchical structures like the military or organizations.
Stanley Milgram, an American social psychologist, conducted famous obedience experiments in the 1960s at Yale University.
Milgram aim was to understand how far individuals would obey an authority figure even when the commands conflicted with their personal conscience.

Understanding Authority

The historical context of WWII, specifically the atrocities committed during the Holocaust, sparked interest in understanding obedience and authority.
Milgram’s study was a response to the Nuremberg Trials and the question of how ordinary individuals could perpetrate such horrific acts.

Milgram's Experiment: Expected Outcomes vs Reality

Milgram and other psychologists expected that most participants would refuse to administer high levels of shock and only a small percentage would obey the authority figure.
The zeitgeist (the general climate of opinion and understanding) of the 1960s, marked by the Holocaust and anti-authoritarian movements, heavily influenced these expectations.
The study's results challenged this prediction.

Milgram's Experiment: The Findings

Participants readily accepted the setup of the experiment, believing they were administering electric shocks.
Surprisingly, 60-65% of participants became obedient and administered the maximum shock level (450 volts).
Participants exhibited signs of distress, including nervous laughing fits, sweating, trembling, self-mutilation, groans, and even seizures.

Explaining the Results: Cognitive Dissonance & Engaged Followership

People reduced tension by attributing responsibility to the authority figure, minimizing their role.
Engaged followership further explains how participants, despite distress, continued to obey by identifying with the experiment's perceived worthiness.
The participants were not simply obedient; they engaged with the goals of the experiment.

Milgram's Experiment: Critiques

The ethical implications of deception and the lack of immediate debriefing on participants were heavily criticized.
The lack of adequate referral services for distressed participants also raised concerns.
Allegations of data manipulation and the withholding of information further questioned the study's validity.

Milgram's Research: Historical Relevance

Examples of obedience to authority are evident in history, such as the actions of the Nazis during the Holocaust, Milan Lukic during the Bosnian War, and Adolf Eichmann, who claimed to be "only following orders" in overseeing mass exterminations.

The Ongoing Relevance of Milgram's Study

Milgram’s findings remain highly relevant in understanding authority structures in various settings, including military, corporate, and organizational environments.
The study informs ongoing discussions about ethical behavior, compliance, and the psychology of authority.

Engaged Followership: Challenging the Notion of Simple Obedience

The study challenges the notion of simple obedience by highlighting the role of engaged followership.
Participants obeyed toxic instructions because they believed it was necessary for a worthy cause they identified with.
The study highlights the complex interplay between individual beliefs, social influence, and authority dynamics.

The Lasting Impact of Milgram's Work

While Milgram's work has been criticized for its ethical implications, it has significantly impacted our understanding of human behavior in response to authority.
It compels us to critically evaluate the role of authority and individual responsibility, especially within social and cultural contexts.

Social influence is a significant phenomenon affecting how people's thoughts, feelings, and behaviors adapt to the presence (or imagined presence) of others
Conformity, one form of social influence, involves adjusting one’s opinions, judgments, or actions to align with those of others or the norms of a group or situation.

Examples of Conformity

Agreeing with a risky business plan without voicing concerns because no one else speaks out.
Following fashion trends.

Compliance:* Individuals change their behavior in response to a direct request.
Obedience:* Individuals change their behavior in response to a direct order or command from an authority figure.
Conformity:* Individuals change their behavior, beliefs, or attitudes to align with group norms or expectations.

Asch’s Famous Line Study

Asch conducted a classic conformity experiment involving a participant and 6-8 confederates.
Participants were told they were participating in a visual perception study.
They were shown a standard line and asked to identify which of three other lines matched the standard line.
The confederates were instructed to give wrong answers on multiple trials, making the wrong responses obvious.

Asch’s Experiment: The Results

The study found a significant level of conformity. Participants responded with either individuality or conformity.
On average, 37% of participants conformed to the wrong answer at least once.
28% conformed more than 8 times.
Only 24% of participants never conformed.
76% of participants made at least one error.
Conversely, only 5% of individuals made an error when tested alone, highlighting the influence of group pressure.

The Impact of Dissent on Conformity

Asch's study emphasizes the importance of a dissenting voice or lack of unanimity in reducing conformity levels.
The presence of even one individual who disagrees with the group can embolden others to express their own views.
This demonstrates that social influence is complex and can be challenged by individual dissent.

Studying That Suits You

Use AI to generate personalized quizzes and flashcards to suit your learning preferences.

Description

Explore the impact of strong norms and time pressure on behavior through this quiz. Learn how military environments and classrooms influence conformity and self-alignment. Delve into the MODE model and its significance in understanding motivational aspects of behavior.