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Questions and Answers
What is the primary goal of an inspirational appeal in a proposal or request?
What is the primary goal of an inspirational appeal in a proposal or request?
What is the focus of the legitimacy of demands system in obedience to authorities?
What is the focus of the legitimacy of demands system in obedience to authorities?
What is the term for the phenomenon where people in a group tend to show less effort when not held individually accountable?
What is the term for the phenomenon where people in a group tend to show less effort when not held individually accountable?
What is the primary driver of social facilitation?
What is the primary driver of social facilitation?
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What is the term for the tendency of people to conform to the group's norms and values?
What is the term for the tendency of people to conform to the group's norms and values?
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What is the basis of the legitimacy of authorities system in obedience to authorities?
What is the basis of the legitimacy of authorities system in obedience to authorities?
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What is the primary goal of using Ingratiation Tactics in business?
What is the primary goal of using Ingratiation Tactics in business?
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Which of the following Social Power bases is based on the person's position?
Which of the following Social Power bases is based on the person's position?
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What is the principle behind the Multiple Request compliance strategy?
What is the principle behind the Multiple Request compliance strategy?
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Which compliance tactic involves making a desirable promise in exchange for a favor?
Which compliance tactic involves making a desirable promise in exchange for a favor?
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What is the primary goal of using Pressure Tactics in business?
What is the primary goal of using Pressure Tactics in business?
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Which Social Power base is based on the ability to impose punishments?
Which Social Power base is based on the ability to impose punishments?
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What is the primary reason for compliance according to the concept of mindlessness?
What is the primary reason for compliance according to the concept of mindlessness?
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Which of the following is a situational factor that influences conformity?
Which of the following is a situational factor that influences conformity?
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What is the difference between obedience and compliance?
What is the difference between obedience and compliance?
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What is a cultural factor that influences conformity?
What is a cultural factor that influences conformity?
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Which of the following is an example of a personal factor that influences conformity?
Which of the following is an example of a personal factor that influences conformity?
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What is the term for compliance with the standards or norms of a group when no direct request has been made?
What is the term for compliance with the standards or norms of a group when no direct request has been made?
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Study Notes
Social Influence
- 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.
Social Power
- 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.
