Social Influence and Attitude Change
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Questions and Answers

What effect is described as the tendency for people to mimic others' movements to foster social bonds?

  • The Echo Effect
  • The Foot-in-the-Door Tactic
  • Social Validation
  • Unconscious Mimicry (correct)

Which tactic involves making a small request followed by a larger one to increase compliance?

  • Foot-in-the-Door Tactic (correct)
  • Social Comparison
  • Bait-and-Switch Tactic
  • Low-Ball Tactic

What tactic describes advertising a product at a low price but then switching to a more expensive option after interest is shown?

  • Bait-and-Switch Tactic (correct)
  • Social Validation
  • Low-Ball Tactic
  • Echo Effect

In which scenario are individuals less likely to act in emergencies due to observing others not acting?

<p>The Bystander Effect (B)</p> Signup and view all the answers

Which cultural orientation is more likely to follow social validation cues to maintain group harmony?

<p>Collectivist Cultures (B)</p> Signup and view all the answers

What psychological principle suggests that people feel discomfort when they act inconsistently with their previous commitments?

<p>Cognitive Dissonance (C)</p> Signup and view all the answers

Which statement is true regarding personal characteristics and cultural background in predicting compliance?

<p>High conscientiousness is a stronger predictor than cultural background. (A)</p> Signup and view all the answers

Which effect involves increased behavior due to seeing others engage in the same behavior?

<p>Social Validation (C)</p> Signup and view all the answers

What manipulation tactic relies on the idea that people are more likely to comply with authority figures?

<p>Authority (D)</p> Signup and view all the answers

Which manipulation technique leverages the perceived value of limited availability to drive decision-making?

<p>Scarcity (A)</p> Signup and view all the answers

What study demonstrated that people buy significantly more after receiving a favor, exemplifying the reciprocity tactic?

<p>Regan (1971) (D)</p> Signup and view all the answers

Which of the following is NOT a mental shortcut related to the liking tactic?

<p>Authority Bias (D)</p> Signup and view all the answers

What phenomenon explains why people tend to assume attractive individuals have other positive traits?

<p>Halo Effect (C)</p> Signup and view all the answers

Which tactic involves starting with a large request before making a smaller, more reasonable one?

<p>Reciprocity (A)</p> Signup and view all the answers

Which of the following influences the likelihood of compliance based on physical attractiveness?

<p>Liking (B)</p> Signup and view all the answers

What effect refers to the unconscious mimicry of others' behaviors to enhance rapport?

<p>Chameleon Effect (C)</p> Signup and view all the answers

What does social influence primarily involve?

<p>Changes in attitudes, thoughts, and behaviors due to others (A)</p> Signup and view all the answers

Which of the following best describes conformity?

<p>Changing behavior to align with group norms (B)</p> Signup and view all the answers

What was a significant outcome of Milgram's Electric Shock Experiment?

<p>It demonstrated the power of authority on individual actions (D)</p> Signup and view all the answers

When is the central route of the Elaboration Likelihood Model used?

<p>When one is motivated and able to analyze information carefully (B)</p> Signup and view all the answers

Which characteristic is associated with the peripheral route of persuasion?

<p>Involves reliance on shortcuts or heuristics (C)</p> Signup and view all the answers

In Asch's Line Study, what was primarily being tested?

<p>The pressure to conform to group opinions (C)</p> Signup and view all the answers

What is a consequence of using the central route in processing persuasive messages?

<p>Greater likelihood of resulting in lasting change (A)</p> Signup and view all the answers

What did Langer et al.'s photocopier study illustrate?

<p>Compliance can be increased with irrelevant justifications (D)</p> Signup and view all the answers

Flashcards

Social Influence

The effect of others' words, actions, or presence on our attitudes, thoughts, feelings, and behaviors.

Conformity

Changing your behavior to match others due to real or imagined social pressure.

Obedience

Changing behavior in response to a direct order from an authority figure.

Asch's Line Study

A classic experiment demonstrating conformity, where individuals went along with a group's wrong answers even when they knew the correct answer.

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Milgram's Electric Shock Experiment

An experiment that showed how people obey authority figures, even to the point of harming others.

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Elaboration Likelihood Model (ELM)

Explains how persuasive messages are processed and how this affects attitude change.

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Central Route (ELM)

Involves careful and logical processing of information, leading to lasting attitude change.

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Peripheral Route (ELM)

Involves using heuristics and shortcuts for processing information, leading to less lasting attitude change.

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The Echo Effect

Repeating someone's words or paraphrasing their statements can increase their compliance.

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Foot-in-the-Door Tactic

A persuasion technique where a small request is followed by a larger request to exploit consistency.

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Low-Ball Tactic

Offering a product at a low price, then increasing it with hidden fees or conditions.

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Bait-and-Switch Tactic

Advertising a product at a low price then replacing it with a more expensive option.

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Bystander Effect

Individuals are less likely to help in emergencies if others are present and not acting.

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Social Validation

People seek guidance from others, especially in uncertain situations, to determine how to act.

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Collectivist Cultures

Cultures that prioritize group harmony and social conformity, often influenced by social validation.

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Individualist Cultures

Cultures that emphasize individual goals and self-reliance, often influenced by consistency and personal commitment.

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Authority Manipulation

We tend to follow people perceived as experts, even if they aren't. This uses our trust in authority figures.

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Scarcity Manipulation

Making something seem more valuable because it's limited or rare. We value scarcity and urgency.

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Reciprocity Manipulation

We feel obligated to return favors or gifts. This involves the social norm of returning kindness.

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Door-in-the-Face Tactic

A manipulation technique starting with a large, unreasonable request, then asking for a smaller, more reasonable one.

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Liking Manipulation

We are more likely to comply with people we like or find attractive.

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Contact and Cooperation

We tend to like people we interact with more. This increases our liking through shared experience.

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Conditioning and Association

We like things connected to positive experiences. Our feelings transfer to related things.

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Physical Attractiveness

Attractive people are perceived as more competent and trustworthy. This is a bias influencing our judgments.

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Study Notes

Social Influence

  • Social influence is the effect of other people's words, actions, or presence on our attitudes, thoughts, feelings, and behaviors.

Types of Social Influence

Conformity

  • Conformity is changing behavior to match others' actions or beliefs, either out of real or perceived pressure.
  • Asch's Line Study (1951) demonstrated this, showing people conform to group opinion even when they know it's wrong.

Obedience

  • Obedience is changing behavior in response to a direct order from an authority figure.
  • Milgram's Electric Shock Experiment (1963) highlighted how people can obey authority to harm others, even when knowing it's wrong.

Social Influence Type 1: Elaboration Likelihood Model (ELM)

  • The ELM describes how we process persuasive messages and how this influences attitude change.
  • It involves two routes.

Central Route

  • Used when motivated and able to process info carefully.
  • Leads to more lasting attitude change.
  • Requires time and cognitive effort.
  • Example: Considering all aspects of a major purchase decision.

Peripheral Route

  • Used when unmotivated or unable to analyze info critically and relying on heuristics.
  • Faster, automatic processing leading to less durable attitude change.
  • Lacks deep thinking.
  • Example: Choosing a product based on celebrity endorsements or catchy advertisements.

Tactics of Manipulation

  • Techniques used to influence others, often relying on mental shortcuts (heuristics).

Authority

  • We tend to comply with perceived experts or authorities, regardless of their actual expertise.
  • Example: Believing a celebrity endorsement in advertising, even without the product expert knowledge.

Scarcity

  • Items or opportunities seem more desirable when scarce or limited.
  • Example: Limited-time offers or closing down sales.

Reciprocity

  • Feeling obligated to return a favor or gift received.
  • People buy more raffle tickets when receiving a free beverage.
  • Cultural differences exist in reciprocity norms and reciprocity behavior across cultures.

Liking

  • We're more likely to comply with those we like or find attractive.
  • Example: Higher compliance with requests made by liked individuals.

Consistency and Commitment

  • People try to maintain consistency in their beliefs and actions.
  • "Foot-in-the-Door" tactic involves making a small request first, leading to greater compliance with larger requests later.
  • "Low-Ball" tactics involve starting with a favorable offer, then changing conditions to make it less favorable, but more attractive.
  • "Bait-and-Switch" tactics show an attractive option to lure people in then change it for a worse option in order to sell a more expensive product

Social Validation

  • Influencing behavior by observing others' actions.
  • Bystander effect: Reduced helping behavior if more people are present in an emergency.
  • Example: People are more likely to tip when they see others already tipping.

Cultural Differences

  • Collectivist cultures prioritize group harmony & social validation.
  • Individualist cultures prioritize personal commitment & consistency.

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Related Documents

Week 6: Social Influence & Manipulation Tactics PDF

Description

This quiz explores the concepts of social influence, including conformity and obedience, along with specific studies that demonstrate these phenomena. Additionally, it covers the Elaboration Likelihood Model, detailing how persuasive messages can alter attitudes through different processing routes. Test your understanding of how social dynamics shape behavior!

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