51 Questions
What is the definition of conformity?
The tendency to do what others do simply because others are doing it
In Asch's Conformity study, how many confederates were involved?
7 confederates
What percentage of the guests in the provided example used their towels more than once due to conformity?
75%
What is normative influence?
Influence resulting from a person's desire to gain approval or avoid disapproval
What was the nature of the last trial in Asch's Conformity study?
'Normal' trials followed by the confederates providing the wrong answer
According to Baumeister & Leary (1995), what is a powerful human motive related to social acceptance?
Having others like us, accept us, and approve of us
What is the main characteristic of the Foot-in-the-Door persuasion tactic?
It starts with a small request and later makes a larger request
What is the primary feature of the Door-in-the-Face persuasion tactic?
The initial request must be so large that it will be rejected, followed by a smaller request
In the example provided by Cialdini et al. (1975), what percentage of students agreed to supervise the trip after the researchers' second request?
55%
According to the Elaboration Likelihood Model (ELM), what determines the benefit of 'elaboration'?
The motivation and capacity of the receiver
Which route to persuasion involves conscious, thoughtful consideration and elaboration of arguments concerning a given issue?
Central Route
For central route processing to occur according to ELM, what must receivers be able to do?
Elaborate on the message arguments
What was the primary reason for the premature end of the Stanford Prison 'Experiment'?
Sadistic guard behavior and prisoner distress
What did Phillip Zimbardo conclude about behavior in the Stanford Prison 'Experiment'?
The situation, rather than personality traits, determined behavior
What are norms in social psychology influenced by?
Social identity and group memberships
What were the tactics of persuasion mentioned in the text?
Reciprocity, commitment and consistency, social proof, authority, liking, and scarcity
What did the prisoners in the Stanford Prison 'Experiment' eventually become?
Obedient
What do commitment and consistency demonstrate about people?
People prefer to stick to their commitments and strive for consistency
What is the primary influence on attitude change according to the text?
Credibility and likability of the source, message content and structure, receiver motivation and prior beliefs
What is reciprocity in persuasion based on?
Feeling indebted to those who do something for us or give us a gift
Which factor did Zimbardo attribute as determining behavior in the Stanford Prison 'Experiment'?
The situation
What did social proof, authority, liking, and scarcity tactics influence according to the text?
Decision-making and behavior in different ways
What is the primary factor determining the benefit of 'elaboration' according to the Elaboration Likelihood Model (ELM)?
The motivation and capacity of the receiver
In the Door-in-the-Face persuasion tactic, what is the nature of the first request?
It must be so large that it will be rejected
What percentage of students agreed to supervise a field trip after being asked to supervise adolescents who were going on a field trip, following an initial request to spend 2 hours per week for 2 years working at a local youth detention centre?
55%
What is required for central route processing to occur according to the Elaboration Likelihood Model (ELM)?
The receiver must be motivated and able to grasp the persuasive message
What is a characteristic of the Foot-in-the-Door persuasion tactic?
First make a small request and later make a larger request
What does the Elaboration Likelihood Model (ELM) suggest about peripheral route processing?
It involves less careful, more emotional, quick, and superficial evaluation of a message.
What does ELM suggest about messages perceived through central routes?
They are more effective, longer-lasting, and better predictors of behavior.
What is the main difference between central route and peripheral route processing according to ELM?
Level of conscious consideration and elaboration of arguments concerning an issue.
What do Foot-in-the-Door and Door-in-the-Face persuasion tactics have in common?
Both involve making an initial request followed by another request.
What determines whether central route processing occurs according to ELM?
Receiver motivation and ability to grasp the persuasive message.
What did Phillip Zimbardo conclude about behavior in the Stanford Prison 'Experiment'?
The situation, rather than personality traits, determined behavior
What is normative influence?
The influence of group pressure on individual behavior
What was the primary reason for the premature end of the Stanford Prison 'Experiment'?
Sadistic guard behavior and prisoner distress
What do commitment and consistency demonstrate about people?
People prefer to stick to their commitments and strive for consistency
What did social proof, authority, liking, and scarcity tactics influence according to the text?
Decision-making and behavior in different ways.
What is reciprocity in persuasion based on?
Feeling indebted to those who do something for us or give us a gift.
What were the tactics of persuasion mentioned in the text?
Reciprocity, commitment and consistency, social proof, authority, liking, and scarcity.
What is the primary feature of the Door-in-the-Face persuasion tactic?
Making a large request that is likely to be refused followed by a smaller request.
According to Baumeister & Leary (1995), what is a powerful human motive related to social acceptance?
Belongingness
What was the nature of the last trial in Asch's Conformity study?
Participants were asked individually after hearing confederates' responses.
What is the primary characteristic of normative influence?
It leads to conformity based on a desire for social acceptance
In Asch's Conformity study, how many confederates were involved?
7 confederates
What was the nature of the last trial in Asch's Conformity study?
The confederates provided the wrong answer
'Conformity' as per social psychology is defined as:
The tendency to do what others do simply because others are doing it
'Normative influence' primarily affects behavior through:
Desire for social acceptance and approval from others
'Social Acceptance' as a powerful human motive is related to:
'Having others like us, accept us, and approve of us'
What did Phillip Zimbardo attribute as determining behavior in the Stanford Prison 'Experiment'?
The power of situational factors and roles
What did Baumeister & Leary (1995) identify as a powerful human motive related to social acceptance?
'Having others like us, accept us, and approve of us'
What did Asch's Conformity study primarily aim to observe?
The extent of conformity in a group setting
Study Notes
Social Influence and Persuasion
- Norms are unwritten rules that govern social behavior and are influenced by social identity and group memberships
- The Stanford Prison "Experiment" was conducted in 1971 by Phillip Zimbardo to study the psychological effects of adopting the roles of prisoners and guards, ending prematurely due to sadistic guard behavior and prisoner distress
- The study involved 24 male students who were pre-screened and paid $15 per day to participate as prisoners or guards
- Guards displayed varying behaviors, from being "tough but fair" to hostile and inventive in forms of humiliation
- Prisoners initially attempted rebellion but eventually became obedient, with about one-third experiencing emotional breakdowns
- Zimbardo concluded that the situation, rather than personality traits, determined behavior, although criticisms included varying guard behavior and potential researcher influence
- Persuasion involves communicating arguments and information to change attitudes, which are evaluations of people, objects, and ideas
- Attitude change is influenced by key variables including the credibility and likability of the source, message content and structure, and receiver motivation and prior beliefs
- Persuasion tactics include reciprocity, commitment and consistency, social proof, authority, liking, and scarcity, which exploit human tendencies and behaviors
- Reciprocity involves feeling indebted to those who do something for us or give us a gift
- Commitment and consistency demonstrate that people prefer to stick to their commitments and strive for consistency
- Social proof, authority, liking, and scarcity all influence decision-making and behavior in different ways.
Social Influence and Persuasion
- Norms are unwritten rules that govern social behavior and are influenced by social identity and group memberships
- The Stanford Prison "Experiment" was conducted in 1971 by Phillip Zimbardo to study the psychological effects of adopting the roles of prisoners and guards, ending prematurely due to sadistic guard behavior and prisoner distress
- The study involved 24 male students who were pre-screened and paid $15 per day to participate as prisoners or guards
- Guards displayed varying behaviors, from being "tough but fair" to hostile and inventive in forms of humiliation
- Prisoners initially attempted rebellion but eventually became obedient, with about one-third experiencing emotional breakdowns
- Zimbardo concluded that the situation, rather than personality traits, determined behavior, although criticisms included varying guard behavior and potential researcher influence
- Persuasion involves communicating arguments and information to change attitudes, which are evaluations of people, objects, and ideas
- Attitude change is influenced by key variables including the credibility and likability of the source, message content and structure, and receiver motivation and prior beliefs
- Persuasion tactics include reciprocity, commitment and consistency, social proof, authority, liking, and scarcity, which exploit human tendencies and behaviors
- Reciprocity involves feeling indebted to those who do something for us or give us a gift
- Commitment and consistency demonstrate that people prefer to stick to their commitments and strive for consistency
- Social proof, authority, liking, and scarcity all influence decision-making and behavior in different ways.
Test your understanding of normative influence, conformity, attitude change, and factors of persuasion with this quiz based on the content from Week 5 of PS4031. Explore the Stanford Prison Experiment and models of attitude change through multiple-choice questions.
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