30 Questions
In the Milgram study of obedience, what percentage of participants completed the experiment?
65%
What was the average estimated voltage at which participants were expected to quit the Milgram experiment?
135 volts
What is the primary reason for increased rates of compliance in positive moods?
Mood maintenance
Why are individuals more likely to trust someone's intentions in a positive mood?
Different construals of the request
What is the primary reason for increased rates of compliance in negative moods?
Negative state relief
What is the main reason obedience is considered a social norm?
Universally valued
What are the components of attitudes according to the text?
Affective, Behavioral, Cognitive
Which function of attitudes helps in expressing cherished beliefs and values?
Value-expressive
What function of attitudes allows individuals to maintain cherished beliefs about themselves and their world?
Ego-defensive
Where can attitudes come from, based on the text?
Genetic origins and social experiences
Which type of attitudes can be based more on one type of experience than another?
Any given attitude
Which of the following is NOT a component of attitudes?
Physical
Which component of attitudes is based on beliefs about the properties of an object?
Cognitive
What method can be used to measure attitudes through brain imaging and Implicit Association Test?
Covert methods
What theory predicts deliberate behavior and is related to the predictability of specific behavior?
Theory of Planned Behavior
What can lead to discomfort from conflicting cognitions or inconsistent behavior?
Cognitive dissonance
What can attitudes be based on, which are influenced by exposure to attitude objects, rewards/punishments, and social/cultural context?
Values and feelings
What can be inferred from behavior under certain conditions?
Behavioral attitudes
Which model distinguishes between central and peripheral routes of persuasion based on the receiver's motivation and ability to process the message?
Elaboration Likelihood Model
Which characteristic of persuasive messages significantly impacts persuasion according to the text?
High quality and vivid information
What approach involves analyzing the source, nature of communication, and audience in persuasive messages?
Yale Attitude Change Approach
Which concept explores how individuals use mental shortcuts and emotions as heuristics in processing persuasive messages?
Heuristic-Systematic Model of Persuasion
What can make people immune to attitude change attempts by exposing them to small doses of opposing arguments?
Attitude Inoculation
Which form of social influence includes conformity, compliance, and obedience, with some forms of conformity being automatic?
Social influence
Which type of social influence is based on the desire to be liked or socially accepted?
Normative Social Influence
What principle states that thinking about an action increases the likelihood of doing that action?
Ideomotor action
In which culture are there higher rates of conformity?
Interdependent cultures
What type of influence is based on the desire to be accurate and occurs more likely in situations of situational ambiguity or crisis?
Informational Social Influence
What type of conformity involves conforming publicly without necessarily believing in it?
Public compliance
What dictates that we treat others as they have treated us, leading us to feel obligated to repay acts of kindness?
Norm of reciprocity
Study Notes
Social Influence and Conformity
- Ideomotor action is the principle that thinking about an action increases the likelihood of doing that action.
- The Chameleon Effect, where mimicry is stronger for people with a drive to affiliate with others, can lead to pleasant social interactions and increased prosocial behavior.
- Informational Social Influence (Sherif) is based on the desire to be accurate and occurs more likely in situations of situational ambiguity or crisis.
- Private acceptance involves conforming due to a genuine belief in others' behavior, while public compliance is conforming publicly without necessarily believing in it.
- Normative Social Influence, based on the desire to be liked or socially accepted, is affected by factors such as commitment to the group, group size, and expertise and status of group members.
- Women conform more on stereotypically male tasks, while men conform more on stereotypically female tasks, and there are higher rates of conformity in interdependent cultures.
- Nonconformists can act as agents of social change by using strategies for exerting minority influence, sparking innovation and enhancing the quality of a group’s output.
- Minority influence is effective when dissenters exhibit authentic dissent, are consistent, forceful, persistent, and appear flexible and open-minded.
- Majorities have greater influence on factual questions and direct measures of conformity, while minorities exert a strong impact on opinion questions and indirectly or privately measured conformity.
- Compliance involves agreeing to the request of another person regardless of that person’s status, and can be influenced by norms, such as injunctive and descriptive norms.
- The norm of reciprocity dictates that we treat others as they have treated us, leading us to feel obligated to repay acts of kindness.
- Compliance techniques such as door-in-the-face, that's-not-all, lowballing, and foot-in-the-door, leverage reciprocal concession, surprise, and the initial agreement to secure compliance.
Test your knowledge of social influence and conformity with this quiz. Explore concepts such as ideomotor action, informational and normative social influence, minority influence, compliance techniques, and the impact of gender and culture on conformity. See how well you understand the dynamics of social behavior and the factors that influence our decisions to conform or dissent in various social situations.
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