Social Influence: Compliance, Obedience, Conformity

Choose a study mode

Play Quiz
Study Flashcards
Spaced Repetition
Chat to Lesson

Podcast

Play an AI-generated podcast conversation about this lesson

Questions and Answers

What technique involves asking for a small request and then following it up with a larger one?

  • Bait and switch technique
  • Door in the face technique
  • Low balling technique
  • Foot in the door technique (correct)

Which factor is NOT mentioned as influencing the likelihood of liking?

  • Similarity
  • Physical attractiveness
  • Familiarity
  • Behavior during conflict (correct)

In the context of compliance, why are individuals more inclined to follow requests from authority figures?

  • Their requests are always ethical.
  • They tend to form personal connections easily.
  • They often provide personal benefits.
  • They are perceived as knowledgeable and credible. (correct)

What does the norm of commitment imply about people's behavior once they make a commitment?

<p>They feel pressured to maintain consistency. (D)</p> Signup and view all the answers

What was the primary observation of Milgram's Obedience Study regarding participants who continued to the end of the experiment?

<p>They were simply demonstrating strong compliance due to situational factors. (B)</p> Signup and view all the answers

What is the primary difference between compliance and obedience?

<p>Compliance is influenced by peers, while obedience is influenced by authority figures. (D)</p> Signup and view all the answers

Which principle of compliance involves feeling obligated to return a favor?

<p>Reciprocity (A)</p> Signup and view all the answers

What technique uses an unreasonably large initial request followed by a smaller one?

<p>Door in the face technique (A)</p> Signup and view all the answers

What does the norm of consistency compel individuals to do?

<p>Act consistently with past behaviors and commitments. (C)</p> Signup and view all the answers

Which example illustrates the concept of compliance?

<p>Agreeing to go to a party because a friend invited you. (A)</p> Signup and view all the answers

What is the primary reason for conformity due to normative influence?

<p>To be liked and accepted by others (D)</p> Signup and view all the answers

What is meant by social facilitation?

<p>Improved task performance in the presence of others (D)</p> Signup and view all the answers

Which factor does NOT influence social facilitation or inhibition?

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

What is social loafing?

<p>Decreased effort due to unidentifiable work (A)</p> Signup and view all the answers

Which of the following best describes illusory correlations?

<p>Exaggerated belief that a relationship exists between distinct elements (C)</p> Signup and view all the answers

What does the contact hypothesis suggest regarding prejudice?

<p>Interaction with outgroup members can reduce prejudice (D)</p> Signup and view all the answers

What is the bystander effect?

<p>Decreased likelihood of helping in emergencies with multiple onlookers (A)</p> Signup and view all the answers

Which of the following can negatively influence the efficacy of the contact hypothesis?

<p>Anxiety during interaction (B)</p> Signup and view all the answers

Flashcards

Compliance

The tendency of people to change their behaviour in response to a direct request.

Obedience

Behavior change in response to a directive given by someone in authority.

Conformity

Adjusting your behavior to match others' actions or responses.

Norm of Reciprocity

The rule that obligates individuals to repay others for what they've received, even if it wasn't initially wanted.

Signup and view all the flashcards

Door-in-the-Face Technique

A technique where a large, unreasonable request is made first, and when rejected, a smaller, more reasonable request is made afterward.

Signup and view all the flashcards

Foot in the Door

A persuasion technique where you first ask for a small favor, which is likely to be granted, and then follow up with a larger request related to the first one.

Signup and view all the flashcards

Commitment

People are more likely to agree to a larger request if they have already committed to a smaller one.

Signup and view all the flashcards

Liking

People are more likely to comply with requests from individuals they like.

Signup and view all the flashcards

Authority

People are more likely to comply with requests from individuals in a position of authority.

Signup and view all the flashcards

Milgram's Obedience Study

A famous experiment that demonstrated obedience to authority, where participants were instructed to administer electric shocks to a learner.

Signup and view all the flashcards

Informational influence

Conformity because we believe others understand the situation better than we do.

Signup and view all the flashcards

Normative influence

Conformity in order to be liked and accepted by others - to gain social approval.

Signup and view all the flashcards

Social Facilitation

Improved task performance in the presence of others.

Signup and view all the flashcards

Social inhibition

Decreased task performance in the presence of others.

Signup and view all the flashcards

Social Loafing

A type of motivation loss that occurs when group members' work is unidentifiable, and they work less than they would work individually (i.e. they slack off).

Signup and view all the flashcards

Illusory correlations

Perception of a relation between two distinctive elements that does not exist or is exaggerated.

Signup and view all the flashcards

Illusion of out-group homogeneity

Tendency to perceive members of the outgroup as more similar to each other than members of the ingroup.

Signup and view all the flashcards

Study Notes

Social Influence

  • Social influence = how people affect each other's behavior
  • Three types of social influence:
    • Compliance = changing behavior in response to a direct request (e.g., agreeing to attend an event)
    • Obedience = changing behavior in response to an authority figure's directive (e.g., a police officer's order)
    • Conformity = changing behavior to match others' responses or actions (e.g., looking in a specific direction)
  • Why does compliance occur?
    • Principles of Compliance (Cialdini & Goldstein, 2004), used in advertising/sales:
      • Reciprocity (repaying favors)
      • Consistency (maintaining consistency)
      • Commitment (fulfilling commitments)
      • Liking (complying with people we like)
      • Authority (complying with authority figures)
  • Reciprocity
    • Norm of reciprocity = obligation to repay others for favors
    • Sales examples: free samples (acceptance viewed as social obligation)
    • Door-in-the-face technique: start with an unreasonably large request, then lower the request, increasing the likelihood of compliance. People feel obligated to reciprocate the concession

Conformity - Norms

  • Sherif's autokinetic effect study: participants estimated light movement; over time, their estimates converged, creating a social norm.
  • Asch's line studies: participants conformed to a group's incorrect answer in a majority of cases
  • Normative conformity: conforming to be liked and accepted
  • Informational conformity: conforming because one believes others' understanding of the situation is better.

Social Facilitation/Social Inhibition

  • Social facilitation: improved task performance when others are present (easy tasks)
  • Social inhibition: decreased task performance when others are present (difficult tasks)
  • Zajonc (1969): Presence of others increases arousal, strengthening dominant responses (positive or negative).

Social Loafing

  • Social loafing = decreased effort when working in a group compared to working individually

Prejudice

  • Group schemas = shared attitudes or feelings towards an outgroup (based on group membership)
  • Stereotypes = generalizations about group members
  • Discrimination = prejudiced behavior

Illusory Correlations

  • Illusory correlations = perceived relationship between two elements that doesn't exist or is exaggerated for instance, believing that people from a particular city are always rude.

Contact Hypothesis

  • Contact hypothesis = reducing prejudice by increasing contact with outgroup members
  • Factors that increase or decrease success: anxiety, self-fulfilling prophecy, power differentials, length of contact.

Bystander Effect

  • Bystander effect = less likely to help in an emergency if other onlookers are present.
  • Latané and Darley (1968) study: participants were less likely to help someone having a seizure when a number of other people were present. 

Studying That Suits You

Use AI to generate personalized quizzes and flashcards to suit your learning preferences.

Quiz Team

Related Documents

Interpersonal and Group Processes PDF

More Like This

Use Quizgecko on...
Browser
Open
Browser
Browser