Social Influence in Psychology

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Questions and Answers

What is the primary motivation behind normative influence?

To enhance personal knowledge.

To challenge group beliefs.

To gain information from others.

To be liked and accepted by others. (correct)

Which of the following best describes informational influence?

It results from interpreting others' behavior as correct. (correct)

It is focused on emotional connections with others.

It leads to temporary changes in behavior.

It arises from the desire to fit in with peers.

What phenomenon did Muzafer Sherif study in relation to normative influence?

The placebo effect.

Social loafing.

Groupthink.

The autokinetic effect. (correct)

What characterizes group norms?

They are the behaviors accepted by a group as normal. Signup and view all the answers

Which concept refers to the illusion of movement perceived in a dark room?

The autokinetic effect. Signup and view all the answers

What is one method to resist persuasive attempts to change attitudes?

Enhance critical thinking skills. Signup and view all the answers

How long can social norms last within a group according to the content?

At least one year. Signup and view all the answers

Which of the following is NOT a characteristic of normative influence?

Fostering independent thinking. Signup and view all the answers

What is a major emotional consequence of behaving inconsistently with one's commitments?

Cognitive dissonance Signup and view all the answers

Which technique is NOT based on the principle of commitment and consistency?

Scarcity technique Signup and view all the answers

What principle explains why people feel obligated to act consistently with their commitments?

Commitment and consistency Signup and view all the answers

How does making a public commitment affect one's influence by others?

It strengthens their commitment. Signup and view all the answers

What do people generally feel if they cannot repay a favor they received?

Guilt Signup and view all the answers

What is one potential cost of behaving inconsistently with commitments in social settings?

Cognitive dissonance Signup and view all the answers

Which of the following concepts is foundational to various cultures and impacts social norms?

Reciprocity Signup and view all the answers

Which technique involves a person making a small initial commitment before being asked for a larger commitment?

Foot-in-the-door technique Signup and view all the answers

What is one potential outcome of negative campaigning according to the studies mentioned?

Both candidates receive lower evaluations. Signup and view all the answers

In what context may negative campaigning be most effective?

As a last resort for a candidate with little chance. Signup and view all the answers

What effect does overheard messaging have on persuasion according to research?

It is more effective than traditional advertisements. Signup and view all the answers

Which advertising technique is mentioned as being effective due to consumers not realizing they are being influenced?

Overheard communication. Signup and view all the answers

How do people from individualistic cultures typically respond to advertisements?

They are more influenced by person-focused ads. Signup and view all the answers

What did research find about advertisements with omitted conclusions?

They are more persuasive than advertisements with conclusions. Signup and view all the answers

Among the following, what was a noted impact of negative advertising on participants' voting behavior?

It made them less likely to vote in difficult conditions. Signup and view all the answers

What is one reason why product placements are considered effective?

They don't appear forced or promotional. Signup and view all the answers

What was shown to be important for developing advertisements in Kenya?

Understanding ethnic traditions and history Signup and view all the answers

How does distraction influence persuasion according to the research mentioned?

It prevents the conscious mind from generating counterarguments. Signup and view all the answers

Which factor is NOT associated with being more persuaded by messages?

Low self-monitoring and public self-consciousness Signup and view all the answers

What did the Saatchi & Saatchi campaign for Operation Smile South Africa focus on?

Illustrations and stories of three children Signup and view all the answers

How did Kenyans respond to advertisements that acknowledged their ethnicity?

They demonstrated loyalty to such products. Signup and view all the answers

Which type of message is likely to backfire when repeatedly presented?

Messages that are overly repetitive Signup and view all the answers

What demographic groups are potentially less influenced by persuasive messages?

Very young or very old individuals Signup and view all the answers

Which characteristic is associated with communicators who are more persuasive?

Appearing confident and charismatic Signup and view all the answers

What is the primary purpose of the bait-and-switch technique?

To attract customers into the showroom. Signup and view all the answers

Which principle does the bait-and-switch technique primarily rely on?

Commitment and consistency Signup and view all the answers

What is the labelling technique based on?

Consistency related to assigned labels. Signup and view all the answers

What does the labelling technique aim to achieve?

Obtain favours that align with the assigned labels. Signup and view all the answers

Why is the bait-and-switch technique often considered illegal in some places?

It intentionally misleads consumers about product availability. Signup and view all the answers

How does the labelling technique relate to the self-fulfilling prophecy?

It motivates individuals to live up to positive labels. Signup and view all the answers

In which context can the bait-and-switch technique be observed?

In various business sectors. Signup and view all the answers

What psychological aspect does the labelling technique utilize for influencing behaviour?

Importance of self-concept. Signup and view all the answers

Study Notes

Social psychology research suggests two major categories of social influence: normative influence and informational influence.
Normative influence is the pressure to conform to a group in order to be liked and accepted. This behavior is motivated by a desire to fit in and avoid social rejection.
Informational influence is the pressure to conform because others' opinions provide information about reality. This behavior is motivated by a desire to be correct and make accurate judgments.

Foot-in-the-door - People are more likely to comply with a large request if they have already complied with a smaller request.
Low-ball - After agreeing to a deal, people are more likely to comply with a new, less favorable deal. This technique works because it capitalizes on the commitment and consistency principle.
Bait-and-switch - People are lured by a seemingly attractive deal, but once they are committed, the original deal is changed to a less favorable one. The success of this technique is based on the principle of commitment and consistency.
Labelling technique - Labeling someone with a positive descriptor ("You are so generous") increases the likelihood of them completing a request that fits the label. Leveraging the self-fulfilling prophecy, this technique relies on the commitment and consistency principle.

Resisting Persuasion

Publicly endorse your position - Making a public statement about your beliefs increases resistance to persuasion.
Consider both sides of an argument - Carefully evaluating all sides of the issue, including counterarguments, helps reduce susceptibility to persuasion.

The "Who Says What to Whom" Framework of Persuasion

Who:
- Persuasive messages from a credible source are more effective, especially if the source is a "convert communicator" (someone who has changed their position on a topic).
- Messages from sources that are likable, attractive, and similar to the target audience are most effective.
What:
- Two-sided messages that present arguments for and against a position are often more effective than one-sided messages. Especially for well-educated individuals.
- Moderately discrepant messages, which present a moderate level of challenge to the audience's existing beliefs, are more persuasive than messages that are too similar or dissimilar.
- Repeated messages are more influential, but there is a limit.
Whom:
- People with moderate levels of intelligence and self-esteem are more susceptible to persuasion.
- People who are younger or older are also found to be more persuadable.
- Fear-inducing messages can be effective, but only to a certain extent.
- Messages tailored to the interests and values of the audience are highly effective.
- Individuals who are concerned about their public image are more susceptible to persuasion.

Two Routes to Persuasion

Central Route: This route involves careful consideration of the message and evidence. It is more likely to be activated when the audience is motivated and able to process the information.
Peripheral Route: This route involves emotional responses, heuristics, and other shortcuts. It is more likely to be activated when the audience is not motivated or able to process the information.

Cultural Considerations

Individuals from individualistic cultures are more swayed by person-focused advertisements, while those from collectivistic cultures are more persuaded by group-focused advertisements.
Researchers suggest understanding specific cultural traditions and history is critical when developing advertising campaigns in diverse cultures.

Distraction and Persuasion

Distraction can enhance persuasion by hindering counterargument thinking and allowing the automatic system to process the message.

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Description

Explore the key concepts of social influence in psychology, focusing on normative and informational influences. Learn about various techniques like foot-in-the-door, low-ball, and bait-and-switch that demonstrate how people are affected by social pressures and commitments.