Social Influence and Behavior
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What describes conformity in the context of social influence?

  • A change in behavior due to the real or imagined influence of other people. (correct)
  • A modification of thoughts based on personal experiences.
  • An automatic response to familiar situations.
  • A change in behavior due to direct orders from authority.

Which of the following statements best characterizes the Central Route of the Elaboration Likelihood Model?

  • It leads to long-lasting attitude changes and requires critical thinking. (correct)
  • It is effective when individuals have limited time to consider options.
  • It guarantees an automatic response to persuasive messages.
  • It relies on quick, heuristic-based decision making.

Which of the following factors is NOT associated with the Peripheral Route of processing social influences?

  • Uses automatic and heuristic responses.
  • Requires in-depth critical thinking. (correct)
  • Lacks opportunity to consider information critically.
  • Lacks motivation to decide.

What was the primary outcome of Langer et al.'s 1978 study on the Peripheral Route?

<p>Requests with the word 'because' were effective regardless of the reason. (C)</p> Signup and view all the answers

What impact does the Peripheral Route of processing typically have on attitude change?

<p>Promotes immediate but less sustainable attitude changes. (A)</p> Signup and view all the answers

What is the main principle behind the low-ball tactic?

<p>Offering a product at a lower price but includes hidden extras (D)</p> Signup and view all the answers

In which scenario does the bait and switch tactic typically occur?

<p>A customer agrees to a product that is then declared sold out (B)</p> Signup and view all the answers

What role does social validation play in people's behavior?

<p>It influences individuals to look to others for cues on how to behave (A)</p> Signup and view all the answers

How does the effectiveness of social validation change based on perceived similarity?

<p>It increases when the person performing the act is similar (C)</p> Signup and view all the answers

What factor primarily influences compliance in collectivist and individualist personalities?

<p>Personal styles regardless of culture (A)</p> Signup and view all the answers

What is the primary reason people are more likely to act after being offered a larger favor first?

<p>They feel more obligation towards the favor. (A)</p> Signup and view all the answers

Which of the following is NOT one of the liking heuristic mental shortcuts mentioned?

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

How does physical attractiveness influence perceptions of other qualities, according to the halo effect?

<p>Physically attractive people are assumed to have greater intelligence. (C)</p> Signup and view all the answers

According to the conditioning and association heuristic, how can liking be increased?

<p>By associating attractive people with good qualities. (C)</p> Signup and view all the answers

What effect does repeated exposure have on liking someone according to the contact and cooperation heuristic?

<p>It increases the likelihood of liking them. (C)</p> Signup and view all the answers

What impact does physical attractiveness have in a political context, according to the studies referenced?

<p>Attractive candidates receive more favorable votes. (D)</p> Signup and view all the answers

Which factor is NOT associated with the increase in liking due to the similarities heuristic?

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

According to Praxmarer (2011), what relationship exists between attractiveness and perceived expertise?

<p>Attractiveness enhances perceived expertise and trustworthiness. (A)</p> Signup and view all the answers

What is one outcome of the Chameleon Effect?

<p>It creates rapport and smooths social relationships. (C)</p> Signup and view all the answers

How does mimicking a person's speech affect their perception of you?

<p>It leads them to perceive you as more likable. (C)</p> Signup and view all the answers

Which personality trait is less affected by the desire for consistency and commitment?

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

What is the primary strategy behind the foot-in-the-door technique?

<p>Starting with a small request to increase the likelihood of a larger request being accepted. (D)</p> Signup and view all the answers

What effect does sharing a similarity, like a birthday or name, have on compliance?

<p>It increases compliance rates. (B)</p> Signup and view all the answers

What is a key aspect that makes the mimicry in the Chameleon Effect effective?

<p>The person is unaware that they are being mimicked. (A)</p> Signup and view all the answers

Why do people prefer consistency in their actions and statements?

<p>It reduces cognitive dissonance and conserves effort. (D)</p> Signup and view all the answers

What is the main idea behind the tactic of authority in manipulation?

<p>Individuals are influenced by authority figures perceived as credible. (D)</p> Signup and view all the answers

In which study is the foot-in-the-door tactic notably discussed?

<p>Freedman &amp; Fraser (1966) (C)</p> Signup and view all the answers

How does the scarcity principle work in manipulation?

<p>Limited availability increases perceived value. (A)</p> Signup and view all the answers

What was the key finding from Regan's 1971 study on reciprocity?

<p>Individuals purchased more when given a favor beforehand. (C)</p> Signup and view all the answers

Which statement best describes the door-in-the-face tactic?

<p>Making a large request, getting it rejected, and then making a smaller request. (B)</p> Signup and view all the answers

What does the study by Hitokoto (2016) suggest about collectivist cultures in terms of reciprocity?

<p>They have higher feelings of indebtedness for favors received from others. (B)</p> Signup and view all the answers

How does reciprocity via concessions influence compliance?

<p>It involves initial larger requests followed by smaller requests to gain agreement. (B)</p> Signup and view all the answers

What is a common outcome of the reciprocity principle in social situations?

<p>People feel obliged to repay favors, even if they do not know the giver. (A)</p> Signup and view all the answers

In terms of heuristics and manipulation, what happens when people are familiar with a stimulus?

<p>Their responses become automatic and less considered. (B)</p> Signup and view all the answers

Flashcards

Social Influence

How other people's words, actions, or presence affect our thoughts, feelings, and behaviors.

Conformity

Changing your behavior because of real or imagined pressure from others.

Obedience

Changing your behavior due to a direct order from an authority figure.

Central Route to Persuasion

A persuasion method where people actively process information and think critically about it.

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Peripheral Route to Persuasion

A persuasion method based on heuristics (shortcuts) and automatic responses.

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Manipulation Tactics

Methods using mental shortcuts to influence attitudes and behaviors.

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Authority Principle

We trust and comply with perceived experts, even if they aren't real authorities.

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Scarcity Principle

Rare or limited items appear more desirable, often driving compliance.

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Reciprocity

We feel obligated to return favors, even if not expected or desired.

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Door-in-the-face technique

Making a large request, then a smaller one after rejection, to increase compliance.

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Compliance

Agreeing to a request.

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Heuristics

Mental shortcuts used for quick decisions.

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Peripheral Route

Quick, automatic, emotional judgments, often used in manipulation.

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Concession

A tactic where a requestor starts with a large request and then concedes to a smaller one, increasing compliance.

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Liking (Manipulation Tactic)

People tend to comply with those they like.

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Contact and Cooperation (Liking)

Increased interaction and cooperation leads to greater liking.

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Physical Attractiveness (Liking)

We tend to perceive physically attractive individuals as more trustworthy, skilled, and competent.

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Similarity (Liking)

We are more likely to like individuals who share similar characteristics with us.

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Halo Effect

The tendency to assume that attractive people possess other positive qualities.

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Conditioning and Association (Liking)

Positive associations with a person or product can increase liking.

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Similarity Effect

People are more likely to comply with requests from those they perceive as similar to themselves. This applies to shared birthdays, names, or even physical traits like fingerprints.

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Chameleon Effect

The unconscious tendency to mimic the postures, mannerisms, and expressions of those we interact with. This helps build rapport and create smoother social interactions.

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Consistency and Commitment

People have a strong desire to appear consistent in their actions, beliefs, and statements. This makes them more likely to stick to commitments they've already made.

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Foot-in-the-Door Tactic

Persuasion technique where a small request is followed by a larger, related request. The initial agreement to the smaller request increases the likelihood of complying with the larger one.

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Change in Feelings (Foot-in-the-Door)

The foot-in-the-door tactic can change a person's feelings about getting involved or taking action. They may start to feel more committed to the cause after accepting the initial small request.

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Openness to Experience (Consistency)

People high in openness are less susceptible to consistency pressures, meaning they're more willing to change their minds even if it contradicts previous statements or actions.

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Conscientiousness (Consistency)

People high in conscientiousness are more affected by consistency and commitment pressures. They value constancy and are less likely to deviate from their commitments.

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Low-Ball Tactic

A manipulative technique where a product is initially offered at a good price, but then hidden additional costs are revealed later.

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Bait and Switch

A manipulation tactic where an attractive offer is presented, but then is made unavailable and replaced with a less desirable option.

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Social Validation: Quantity = Quality

The idea that the popularity or quantity of something can be misconstrued as a sign of its quality or value.

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Social Validation: Collectivist vs Individualist

People from collectivist backgrounds are more likely to comply with social validation, while those from individualistic backgrounds are more swayed by consistency and commitment tactics.

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Which Influences More: Culture or Personality?

Your personality type, whether collectivist or individualistic, has a stronger influence on your susceptibility to persuasion tactics than your cultural background.

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Study Notes

Social Influence

  • Social influence is the effect of words, actions, or the mere presence of people on attitudes, thoughts, feelings, and behaviors.
  • This includes changes in thoughts, feelings, and behaviours due to the behaviour or existence of others.

Conformity

  • Conformity is a change in behavior due to the real or imagined influence of other people.
  • Asher's line study exemplifies this.

Obedience

  • Obedience is a change in behaviour in response to a direct order from authority.
  • The Milgram's electric shock experiment is an example.

Elaboration Likelihood Model (ELM)

  • Two dual ways to process social influences:
    • Central Route: Requires all information, time for consideration, and objective information. It involves critical thinking, motivation, ability, and opportunity to consider information. Attitudes form last longer using this route and produces more predictable behavior.
    • Peripheral Route: Relies on heuristics (rules of thumb), quick thinking, common responses, and automatic responses.

Tactics of Manipulation

  • Relies on heuristics (mental shortcuts).
  • Automatic responses without much thought.
  • Works when familiar with a stimuli, and influences attitudes.

Tactic of Manipulation 1: Authority

  • When someone is perceived as an expert, manipulation is easier.
  • People defer to credible experts and authority figures to decide how to behave.
  • Especially useful when someone feels ambivalent or in an ambiguous situation.
  • Experts don't necessarily have to be real authorities

Tactic of Manipulation 2: Scarcity

  • Rare or limited items are perceived as more valuable.
  • Limited supply often increases desirability and generates demand.
  • Closing down sales are examples.

Tactic of Manipulation 3: Reciprocity

  • Feelings of obligation to repay gifts or favours.
  • Regan(1971): Study with free coke and raffle tickets. People were more likely to buy the ticket/product after receiving a free gift.
  • We repay favors regardless of knowing the person or wanting the gift; our repayment is worth more than the original favour.
  • Repaying favors reduces social discomfort. This tactic is different in collectivist cultures (more likely to feel indebted).

Tactic of Manipulation 4: Reciprocity vs Concessions, The Door in the Face Tactic

  • Big request followed by a smaller request.
  • Used by salespeople.
  • Offer a high price first, then reduce it after rejection to make it more attractive.

Tactic of Manipulation 5: Liking

  • People tend to favour and comply with people they know and like.
  • Liking someone leads to higher rates of compliance. This factor was responsible for increased charity donation

4 Liking Heuristic Mental Shortcuts

  • Contact and Cooperation: Liking increases with interaction and cooperation. Repeated exposure leads to increased likeability.
  • Conditioning and Association: Conditioning can create positive associations with people or objects, leading to liking.

Tactic of Manipulation 6: Liking: Physical Attractiveness

  • Halo Effect: Physically attractive people are often assumed to have other positive qualities (e.g., expertise, trustworthiness).
  • Physical attractiveness can increase the perceived effectiveness of messages.

Tactic of Manipulation 7: Liking: Physical Attractiveness: Conditioning and Association

  • A positive correlation exists between attractiveness and expertise/trustworthiness.
  • More attractive people in advertisements are more likely to be seen as believable.

Tactic of Manipulation 8: Liking: Similarities

  • People who share similar characteristics (age, education, race) often form instant bonds.
  • Similarities increase likeability.
  • People often comply with those who share similar characteristics.

Tactic of Manipulation 9: Liking: Similarity, Chameleon Effect

  • Unconscious mimicry of postures, mannerisms, and facial expressions of others.
  • Smooths social relationships and leads to rapport building.
  • Can cause people to mistake others for friends.

Tactic of Manipulation 10: Liking: Similarity, The Echo Effect

  • Copying someone's speech and paraphrasing to elicit a positive response.
  • The more people like you, the more likely they are to do things for you.

Tactic of Manipulation 11: Consistency and Commitment

  • People desire consistency between their actions and beliefs.
  • High conscientiousness leads to higher susceptibility to consistency tactics.
  • People who exhibit inconsistency are judged negatively.
  • Consistency is valued, while inconsistency is not.

Tactic of Manipulation 12: Consistency & Commitment: Foot-in-the-Door Tactic

  • Starting with a small request increases compliance with a subsequent larger request.
  • Agrees to a small request, then feels pressured to agree to a larger request, because they earlier agreed

Tactic of Manipulation 13: Consistency & Commitment: Low-Ball Tactic

  • Initial offer seems appealing (e.g., good value, low price).
  • Subsequent disclosure of hidden extras increases cost of the offer

Tactic of Manipulation 14: Consistency & Commitment: Bait-and-Switch

  • Entices customers with attractive products or offers and then subsitutes them with a worse or more expensive product

Social Validation

  • We look to others for cues on how to think, feel and behave.
  • Others' actions support our own behaviour.
  • When uncertain, we turn to others for guidance.
  • Responsible for the bystander effect.

Tactic of Manipulation 16: Social Validation & Liking

  • Social validation is more effective when the person performing the act is similar to us. e.g., "best-selling"

Tactic of Manipulation 17: Cultural Difference

  • Collectivist cultures might respond more to social validation tactics, while individualistic cultures are more likely to comply with consistency and commitment approaches.
  • Personal characteristics/style are strong predictors of willingness to comply, regardless of culture.

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Week 6: Social Influence PDF

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This quiz explores the concepts of social influence, conformity, and obedience, as well as the Elaboration Likelihood Model. Understand how these elements affect attitudes and behaviors through both direct orders and social interactions. Test your knowledge on key experiments and theories in social psychology.

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