Social Influence and Persuasion

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Questions and Answers

What is the primary goal of an inspirational appeal in a proposal or request?

To increase the requestee's confidence that they are the right person for the task (correct)

To create a sense of urgency around the request

To increase the requestee's doubt about the task

To decrease the requestee's confidence in the proposal

What is the focus of the legitimacy of demands system in obedience to authorities?

The authority's right to hold their position

The person's perception of the authority's legitimacy

The person's perception that the demand fits within the framework of a valid request (correct)

The degree to which the authority is seen as appropriate

What is the term for the phenomenon where people in a group tend to show less effort when not held individually accountable?

Social Loafing (correct)

Deindividuation

Social Facilitation

Groupthink

What is the primary driver of social facilitation?

The improvement facilitated by the physiological arousal caused by being watched Signup and view all the answers

What is the term for the tendency of people to conform to the group's norms and values?

Conformity Signup and view all the answers

What is the basis of the legitimacy of authorities system in obedience to authorities?

The way individuals come to hold their positions Signup and view all the answers

What is the primary goal of using Ingratiation Tactics in business?

To make the requestee like the person in order to obtain compliance Signup and view all the answers

Which of the following Social Power bases is based on the person's position?

Legitimate Power Signup and view all the answers

What is the principle behind the Multiple Request compliance strategy?

Using a two-step procedure to gain compliance Signup and view all the answers

Which compliance tactic involves making a desirable promise in exchange for a favor?

Exchange Tactics Signup and view all the answers

What is the primary goal of using Pressure Tactics in business?

To persuade the requestee using coercive methods Signup and view all the answers

Which Social Power base is based on the ability to impose punishments?

Coercive Power Signup and view all the answers

What is the primary reason for compliance according to the concept of mindlessness?

Responding to a request without a good reason Signup and view all the answers

Which of the following is a situational factor that influences conformity?

Cohesiveness Signup and view all the answers

What is the difference between obedience and compliance?

Obedience involves following directions, while compliance involves going along with a request Signup and view all the answers

What is a cultural factor that influences conformity?

Collectivism Signup and view all the answers

Which of the following is an example of a personal factor that influences conformity?

Self-awareness Signup and view all the answers

What is the term for compliance with the standards or norms of a group when no direct request has been made?

Conformity Signup and view all the answers

Study Notes

Social influence is the process whereby attitudes and behavior are influenced by the real or implied presence of others.

Conformity

Conformity is compliance with the standards or norms of a group when no direct request has been made.
Influential factors that affect conformity:
Situational Factors:
- Group size
- Cohesiveness
- Public response
- No prior commitment
Personal Factors:
- Self-awareness
- Self-presentation
- Status
- The need for individualization
- The desire for personal control
Cultural Factors:
- Individualism vs. Collectivism
- Complexity
- Affluence
- Heterogeneity

Compliance

Compliance involves going along with a request made by another.
Major reasons for compliance:
- Mindlessness: responding to a request without a good reason or performing behaviors without thinking.
Strategies to maximize compliance:
- Ingratiation: strategic attempts to get someone to like a person to obtain compliance.
- Reciprocity Principles: the law of doing unto others as they do to you.
- Multiple Request: using a two-step procedure where the first request operates as a set up for the second request.
Compliance Tactics for Business:
- Pressure Tactics: using demands, threats, or intimidation to convince the requestee.
- Upward Appeals: persuading by telling that the request is approved by higher management.
- Exchange Tactics: making desirable promises in exchange for favors.
- Coalition Tactics: using the support of others as an argument to gain compliance.
- Ingratiating Tactics: making the person think favorably before asking something.
- Rational Persuasion: using logical arguments to persuade.

Obedience

Obedience is following the directions of an authority.
Three systems of obedience:
- Legitimacy of the System: the degree to which an authority group is seen as appropriate and rightful.
- Legitimacy of the Authorities: the way individuals come to hold their positions.
- Legitimacy of Demands: the person's perception that what is being demanded fits within the framework of a valid, justifiable request.

Six bases of social power:
- Expert Power: the ability to change others' attitudes because of knowledge in the area.
- Legitimate Power: the ability to change others' attitudes because of a person's position.
- Referent Power: the ability to change others' attitudes because a person is liked and respected.
- Reward Power: the ability to change others' attitudes because a person gives reinforcements.
- Coercive Power: the ability to change others' attitudes because a person imposes punishments.
- Information Power: the ability to change others' attitudes because a person uses persuasive statements.

Other Group Behaviors

Groupthink: when a group makes a decision without critically evaluating the information.
Social Facilitation: the improvement in performance caused by being watched.
Deindividuation: when individuals lose their sense of self and identity in a group.
Social Loafing: the tendency of people in a group to show less effort when not held individually accountable.

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Description

Understanding the different types of appeals and obedience to authorities, including legitimacy of the system and authorities, and how they affect human behavior.