Social Influence Quiz

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Questions and Answers

What does the Low-Ball tactic primarily rely on?

Foot-in-the-door technique

Authority persuasion

Consistency and commitment (correct)

Social validation

In which type of culture is social validation more impactful?

Competitive cultures

Individualistic cultures

Collectivist cultures (correct)

Hierarchical cultures

Which example best illustrates the Bait-and-Switch technique?

Promising a low price for a car but adding costs later

Asking for a favor after making a request

Agreeing to a small request before a larger one

Advertising a TV at a low price but only offering a more expensive model (correct)

What psychological principle underlies the desire for individuals to follow others' behaviors?

Social validation Signup and view all the answers

What is the primary effect of the foot-in-the-door technique?

Increasing the likelihood of agreeing to a smaller request first Signup and view all the answers

How do individualistic cultures primarily respond to consistency and commitment?

By prioritizing personal beliefs over social pressure Signup and view all the answers

Which tactic involves compliance based on previously established commitments?

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

What is a significant feature of authority-based manipulation tactics?

They leverage perceived legitimacy of higher status individuals Signup and view all the answers

What is the primary characteristic of conformity?

Changing behavior to match the influence of others Signup and view all the answers

Which of the following best describes the central route of persuasion in the Elaboration Likelihood Model?

It leads to permanent changes in attitudes. Signup and view all the answers

How does the principle of scarcity influence people's behavior?

By creating a perception of increased value due to limited availability. Signup and view all the answers

Which manipulation tactic involves relying on an expert's credibility?

Authority Signup and view all the answers

What psychological principle does the concept of reciprocity rely on?

The obligation to return favors Signup and view all the answers

Which of the following statements best exemplifies the peripheral route of persuasion?

Choosing a product due to celebrity endorsements rather than product features. Signup and view all the answers

In Asch's Line Study, the primary focus was on which type of social influence?

Conformity to group pressure Signup and view all the answers

Which method can be attributed to authority as a manipulation tactic?

Encouraging a behavior since a well-respected figure endorses it. Signup and view all the answers

What is the main principle behind the Door-in-the-Face technique?

Starting with a large request that is likely to be rejected Signup and view all the answers

Which statement best describes the Halo Effect?

People are more compliant when asked by attractive individuals Signup and view all the answers

How does similarity influence compliance?

People comply more with those who share cultural backgrounds Signup and view all the answers

What does the Chameleon Effect refer to?

Unconscious mimicry that enhances social bonding Signup and view all the answers

In the Foot-in-the-Door technique, what initial action is taken?

A small request is made to build compliance Signup and view all the answers

What is the Echo Effect in the context of compliance?

Mimicking someone's speech enhances the likelihood of compliance Signup and view all the answers

What motivates individuals to maintain consistency and commitment in their actions?

Internal motivations to avoid cognitive dissonance Signup and view all the answers

Which factor is least likely to influence compliance based on attractiveness?

Less attractive individuals are seen as having more knowledge Signup and view all the answers

Study Notes

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.

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.

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).

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Description

Test your understanding of social influence, including conformity, obedience, and the Elaboration Likelihood Model. This quiz covers key concepts and significant experiments that illustrate the effects of social pressure on behavior and attitudes.