Social Influence Quiz

Social Influence

• Definition: The effect that words, actions, or presence of others has on attitudes, thoughts, feelings, and behaviors. This includes changes in thoughts, feelings, or behaviors due to others' influence.

Types of Social Influence

Conformity

• Definition: Changing behavior to match real or imagined influence of others.
• Example: Asch's Line Study.
• Key Point: People conform to fit in or due to perceived social pressure.

Obedience

• Definition: Change in behavior due to direct orders from an authority figure.
• Example: Milgram's Electric Shock Experiment.
• Key Point: Obedience often involves complying with authority, even if it goes against personal beliefs.

Elaboration Likelihood Model (ELM)

• Definition: Explains two routes of persuasion and how we process social influence.

Central Route

• Characteristics: Requires motivation, ability, and time; involves critical thinking and evaluating arguments; leads to long-lasting attitude changes.
• Example: Reading and evaluating an article carefully before forming an opinion.

Peripheral Route

• Characteristics: Relies on heuristics (mental shortcuts); involves low motivation or ability to evaluate information; leads to temporary attitude changes.
• Example: Agreeing with a product recommendation because of an attractive spokesperson.

Manipulation Tactics

• Manipulation tactics often use heuristics to quickly influence people's attitudes or behaviors.

Authority

• People defer to credible experts or authority figures.
• Example: Following a health tip because it's endorsed by a doctor.
• Key Point: People comply more when they perceive someone as an expert.

Scarcity

• The belief that limited availability makes something more valuable.
• Example: "Limited time offer" or "closing down sale."
• Key Point: People are more likely to act to avoid missing out.

Reciprocity

• People feel obligated to return favors, even if unsolicited.
• Example: Regan (1971) study: People bought more raffle tickets after receiving a free Coke.
• Key Point: We reciprocate even when we don't know the person or the favor.

Reciprocity vs Concessions (Door-in-the-Face)

• Definition: Making a large request first (rejected), then a smaller, more reasonable request (accepted).
• Example: Salespeople initially offering a high price before lowering it to encourage a sale.
• Key Study: Cialdini et al. (1975) – People were more likely to agree to a smaller request after being asked for a larger one.

Liking

• People tend to comply more with those they like or find attractive.
• Example: Regan (1971) found people are more likely to comply with requests from people they like.
• Key Points: Familiarity, attractiveness, and similarity increase compliance.

Liking - Physical Attractiveness

• Attractive people are perceived as more trustworthy, expert, and friendly.
• Example: The "Halo Effect" suggests we attribute positive qualities to physically attractive people.
• Key study: Clifford & Walster (1973) – More attractive kids were rated as smarter and more successful.

Liking - Similarity

• We are more likely to be influenced by people who are similar to us.
• Key Studies: Burger et al. (2004) – People were more likely to comply with requests from someone who shared their birthday.
• Key Point: Similarities, like shared interests or background, increase compliance

Chameleon Effect (Mimicry)

• Unconscious mimicry of others' behaviors enhances social bonding.
• Key Study: Chartrand & Bargh (1999) – People unconsciously mimic others to build rapport.

Echo Effect (Verbal Mimicry)

• Copying someone's speech or paraphrasing increases compliance.
• Example: People donate more when their speech is mirrored.
• Key Study: Kulesza et al. (2018) – Mimicry leads to larger donations.

Consistency and Commitment

• People are motivated to remain consistent with their actions and beliefs.

Low-Ball Tactic

• Offer an attractive deal, then add hidden costs after commitment.
• Example: Car dealerships offering a low price, but adding extra costs after you agree to buy.

Bait-and-Switch

• Offer something attractive, then replace it with something less desirable.
• Example: Advertising a product at a low price, but when you go to purchase, the product is out of stock, so you are sold a more expensive one.

Social Validation

• People look to others for cues on how to behave.
• Example: Bystander effect – People are less likely to help if others are not helping.
• Key Study: Guadagno et al. (2013) – People tip more if there is money already in the tip jar.

Cultural Differences - Collectivism vs. Individualism

• Collectivist cultures more influenced by social validation (group behaviors).
• Individualistic cultures more influenced by consistency and commitment (personal beliefs).
• Key Point: Social validation is more effective in collectivist cultures, whereas commitment is stronger in individualistic cultures.

Summary of Key Points

• Conformity: Behavior change due to social pressure.
• Obedience: Behavior change due to authority orders.
• Elaboration Likelihood Model (ELM): Central vs. Peripheral routes to persuasion.
• Manipulation Tactics: Authority, scarcity, reciprocity, liking, commitment, and social validation.
• Social Influence Principles: People often comply due to psychological tendencies (consistency, similarity, and authority).