Podcast
Questions and Answers
Which of the following is NOT a primary goal that leads to social influence?
Which of the following is NOT a primary goal that leads to social influence?
- Maintaining personal privacy (correct)
- Gaining social approval
- Choosing correctly
- Managing self-image (consistency)
According to the lecture, what is the decision-making heuristic people use involving authority figures?
According to the lecture, what is the decision-making heuristic people use involving authority figures?
- Authorities are often incorrect, but its best to obey regardless.
- Assume authorities are experts and possess more knowledge. (correct)
- Authorities are only experts in their specific field of study.
- Authorities should always be questioned to ensure accuracy.
In the Bushman (1984) parking meter study, participants were more likely to pay someone else's meter if asked by whom?
In the Bushman (1984) parking meter study, participants were more likely to pay someone else's meter if asked by whom?
- A uniformed authority figure (correct)
- A person with a friendly demeanor
- A person in casual clothing
- A child
In Hoffling's (1966) study, what percentage of nurses attempted to administer twice the maximum dosage of a drug based on a phone call from an unfamiliar doctor?
In Hoffling's (1966) study, what percentage of nurses attempted to administer twice the maximum dosage of a drug based on a phone call from an unfamiliar doctor?
Compliance and obedience may be stronger under which circumstances?
Compliance and obedience may be stronger under which circumstances?
According to the lecture, what best defines social validation?
According to the lecture, what best defines social validation?
The effectiveness of social validation depends on which of the following factors?
The effectiveness of social validation depends on which of the following factors?
What type of social influence was demonstrated in Sherif's (1936) Autokinetic Effect Experiment?
What type of social influence was demonstrated in Sherif's (1936) Autokinetic Effect Experiment?
According to the lecture, what is one way to get social approval?
According to the lecture, what is one way to get social approval?
When descriptive norms clash with injunctive norms, which type of norm typically wins?
When descriptive norms clash with injunctive norms, which type of norm typically wins?
What did Cialdini's study reveal about the impact of descriptive norms in the Petrified Forest National Park?
What did Cialdini's study reveal about the impact of descriptive norms in the Petrified Forest National Park?
What is a powerful injunctive norm that underpins several compliance techniques?
What is a powerful injunctive norm that underpins several compliance techniques?
Which technique involves taking advantage of the reciprocity norm?
Which technique involves taking advantage of the reciprocity norm?
Social approval is more likely to cause people to be susceptible to social influence if:
Social approval is more likely to cause people to be susceptible to social influence if:
People are typically motivated to view themselves as:
People are typically motivated to view themselves as:
Which of these commitment-initiating tactic involves gaining commitment, then replacing with more costly or unappealing arrangement?
Which of these commitment-initiating tactic involves gaining commitment, then replacing with more costly or unappealing arrangement?
A waiter telling a customer, “You look like the kind of person who appreciates fine wine,” to sell them a more expensive beverage, is an example of:
A waiter telling a customer, “You look like the kind of person who appreciates fine wine,” to sell them a more expensive beverage, is an example of:
Which compliance technique involves initially requesting a small favor before asking for a larger one?
Which compliance technique involves initially requesting a small favor before asking for a larger one?
According to the lecture, social approval is stronger when:
According to the lecture, social approval is stronger when:
Compared to a replication with a real and familar drug (Valium), what would affect the results in Rank & Jacobson's 1977 replication?
Compared to a replication with a real and familar drug (Valium), what would affect the results in Rank & Jacobson's 1977 replication?
If a teenager is surrounded by peers who shoplift, and they also succumb to shoplifting, what kind of social validation causes them?
If a teenager is surrounded by peers who shoplift, and they also succumb to shoplifting, what kind of social validation causes them?
In order to have people commit to consistent commitments, which of the following can influence?
In order to have people commit to consistent commitments, which of the following can influence?
Advertisers, such as Arbor Day Foundation, will add incentives to act soon, such as +3 Free Trees, to influence consumers to have:
Advertisers, such as Arbor Day Foundation, will add incentives to act soon, such as +3 Free Trees, to influence consumers to have:
A telemarketer tries to get you to purchase something by saying that it will benefit your local community. What social influence goal are they hoping to engage?
A telemarketer tries to get you to purchase something by saying that it will benefit your local community. What social influence goal are they hoping to engage?
Someone tries to sell you a car, but you are not comfortable with that decision to buy it. However, the car salesperson drops the price tremendously and adds extra benefits. What technique are they using to make the decision?
Someone tries to sell you a car, but you are not comfortable with that decision to buy it. However, the car salesperson drops the price tremendously and adds extra benefits. What technique are they using to make the decision?
What did the park service learn about public service announcements that described that past visitors have removed petrified wood?
What did the park service learn about public service announcements that described that past visitors have removed petrified wood?
Why would someone be more likely to pay for someone else's parking if an authority figure asked?
Why would someone be more likely to pay for someone else's parking if an authority figure asked?
Which of the following is an ethical example of 'Labeling'?
Which of the following is an ethical example of 'Labeling'?
A company lowers prices on an item to get customers to agree to buy, however reveals higher fees later, so that the total is roughly the original price. What persuasion tactic is being used?
A company lowers prices on an item to get customers to agree to buy, however reveals higher fees later, so that the total is roughly the original price. What persuasion tactic is being used?
Which of the following is considered a commitment-initiating tactic?
Which of the following is considered a commitment-initiating tactic?
Why would some people be more susceptible to social influences if they are low in agreeableness, low belief in ability to resist the group, high identification with group, and low reactance?
Why would some people be more susceptible to social influences if they are low in agreeableness, low belief in ability to resist the group, high identification with group, and low reactance?
An advertisement shows a product and offers to triple the amount of product the customer will receive upon purchase, while it needs no additional purchase. What persuasion tactic is in play?
An advertisement shows a product and offers to triple the amount of product the customer will receive upon purchase, while it needs no additional purchase. What persuasion tactic is in play?
Which of the following explains why a replication of a real and familiar drug, Vallium, found much weaker effect?
Which of the following explains why a replication of a real and familiar drug, Vallium, found much weaker effect?
What is a common heuristic that people use when in comes to obeying authority figures?
What is a common heuristic that people use when in comes to obeying authority figures?
Which of the following best describes a common way to get social approval?
Which of the following best describes a common way to get social approval?
Which of the following statements accurately describes the 'door-in-the-face' technique?
Which of the following statements accurately describes the 'door-in-the-face' technique?
Which of the following represents 'Managing self-image (consistency)'?
Which of the following represents 'Managing self-image (consistency)'?
While deciding what is right or wrong, it is more influential to follow what most people do, over what society says is the right thing to do. Which of the following reasons represents this?
While deciding what is right or wrong, it is more influential to follow what most people do, over what society says is the right thing to do. Which of the following reasons represents this?
People decide to remove petrified wood because "Many past visitors have removed petrified wood, changing the natural state of the park", which of the following accurately describes this phenomenon?
People decide to remove petrified wood because "Many past visitors have removed petrified wood, changing the natural state of the park", which of the following accurately describes this phenomenon?
Which of the following is not a method to maintain self-image?
Which of the following is not a method to maintain self-image?
Flashcards
Goals of Social Influence?
Goals of Social Influence?
The goals that drive social influence include choosing correctly, gaining social approval, and managing self-image (consistency).
What is Authority?
What is Authority?
This is influence based on the perception of expertise or status.
What is Social Validation?
What is Social Validation?
This is influence based on observing and following the actions of others.
Why listen to authorities?
Why listen to authorities?
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Decision-making heuristic
Decision-making heuristic
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What does social validation mean?
What does social validation mean?
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Effectiveness of social validation?
Effectiveness of social validation?
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What is Cognitive Dissonance?
What is Cognitive Dissonance?
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What are the motivations for Social Approval?
What are the motivations for Social Approval?
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How to achieve Social Approval?
How to achieve Social Approval?
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Injunctive Norms?
Injunctive Norms?
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Descriptive Norms?
Descriptive Norms?
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Which norms win?
Which norms win?
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Who is susceptible to social influence?
Who is susceptible to social influence?
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What is Consistency?
What is Consistency?
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Why is consistency important?
Why is consistency important?
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Personal Commitment?
Personal Commitment?
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What is Bait-and-Switch?
What is Bait-and-Switch?
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Labeling?
Labeling?
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When is Consistency stronger?
When is Consistency stronger?
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Study Notes
Goals of Social Influence
- Social influence is driven by: choosing correctly, gaining social approval, and managing self-image (consistency).
Choosing Correctly
- Authority, social validation, and social norms influence people's decision-making.
- People tend to follow what authorities tell them to do.
- Decision-making often relies on heuristics
- People assume authorities are experts and know more.
- Authority can impact behavior.
- In a 1984 parking meter study, people were more likely to pay someone else's meter if asked to by an authority figure.
- In a 1966 study, 95% of nurses (21/22) attempted to administer twice the maximum dosage of a drug to a patient based on a phone call from an unfamiliar doctor.
- A control group of nurses stated they would not administer the dose.
Social Validation
- Social validation involves using others' actions to determine the correct choice.
- It affects behavior in emergencies, teen crime rates, and energy conservation.
Effectiveness of Social Validation
- Effectiveness is dependent on variables
- Consensus: The more people who agree, the stronger the influence.
- Similarity: People are more influenced by those similar to themselves.
- Uncertainty: In ambiguous or unfamiliar situations, people rely more on social validation.
- Sherif's (1936) Autokinetic Effect Experiment: Individuals' estimates of light movement converged when in a group due to uncertainty.
Social Approval
- Sometimes people want to be right, and sometimes they want to be liked.
- Following social norms lead to social approval.
- Injunctive norms are beliefs about what people should do.
- Descriptive norms are beliefs about what people actually do.
- Descriptive norms often win when norms clash.
- A study in 2002 found that drug prevention programs led to greater increases in alcohol use, cigarette use, and marijuana use.
- A park opted not to use descriptive norms after a study
- Reciprocity: a powerful injunctive norm underlies compliance techniques.
Social Approval Techniques
- Door-in-the-face: a large request is made, followed by a smaller, more reasonable request, taking advantage of the norm of reciprocity.
- That's-Not-All Technique: adding additional incentives to an offer before the person has made a decision, also leveraging reciprocity.
- Social approval is more likely to cause people to be susceptible to social influence.
Factors Influencing Social Approval Susceptibility
- High Agreeableness
- High Collectivism
- Low belief in ability to resist the group
- High identification with group
- Low Reactance
- When the influencer is liked, valued, attractive, and in public
Managing Self-Image (Consistency)
- People are typically motivated to view themselves as consistent.
- Personal commitment links identity to course of action.
- Low-balling: Gaining commitment, then changing the terms to be more costly/unappealing.
- Bait-and-Switch
- Labeling: Assigning a label to someone to encourage consistent behavior.
- Consistency has a stronger effect when linked to existing values/commitments, active commitment, and public commitment.
Exam 2 Details
- Review session led by Tiffany.
- 60 multiple-choice questions based on material since Exam 1.
- 75 minutes
- Bring a #2 pencil and eraser.
- Bubble in name and ID number.
- Fully bubble in answers.
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Description
Explore how social influence impacts decision-making, driven by choosing correctly, gaining approval, and managing self-image. Learn how authority, social validation, and norms shape behavior. Real-world examples illustrate the power of authority and social validation.
