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?

The Bystander Effect Signup and view all the answers

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

Collectivist Cultures Signup and view all the answers

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

Cognitive Dissonance Signup and view all the answers

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

High conscientiousness is a stronger predictor than cultural background. Signup and view all the answers

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

Social Validation Signup and view all the answers

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

Authority Signup and view all the answers

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

Scarcity Signup and view all the answers

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

Regan (1971) Signup and view all the answers

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

Authority Bias Signup and view all the answers

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

Halo Effect Signup and view all the answers

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

Reciprocity Signup and view all the answers

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

Liking Signup and view all the answers

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

Chameleon Effect Signup and view all the answers

What does social influence primarily involve?

Changes in attitudes, thoughts, and behaviors due to others Signup and view all the answers

Which of the following best describes conformity?

Changing behavior to align with group norms Signup and view all the answers

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

It demonstrated the power of authority on individual actions Signup and view all the answers

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

When one is motivated and able to analyze information carefully Signup and view all the answers

Which characteristic is associated with the peripheral route of persuasion?

Involves reliance on shortcuts or heuristics Signup and view all the answers

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

The pressure to conform to group opinions Signup and view all the answers

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

Greater likelihood of resulting in lasting change Signup and view all the answers

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

Compliance can be increased with irrelevant justifications Signup and view all the answers

Study Notes

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

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.

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

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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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!