social influence- social psychology ch. 7 – Flashcards
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Conformity
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a type of social influence in which individuals change their attitudes, behaviors, and feelings of one or more others
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social influence
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efforts by one or more persons to change the behavior, attitudes or feelings of one or more others
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compliance
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a form of social influence involving direct requests from one person to another
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obedience
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a form of social influence in which one person simply orders one or more others to perform some action(s)
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symbolic social influence
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a form of social influence resulting from the mental representation of others or our relationship with them- how we are influnced by others evvven when they are not there
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social norms
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rules indicating how individuals are expected to behave in specific situations
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autokinetic phenomenon
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the apparent movement of a single stationary source of light in a dark room. often used to study the emergence of soal norms and social influence. -Sherif
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cohesiveness
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-the extent to which we are attracted to a social group andd want to belong to it -factor affecting our tendency to conform
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group size
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the larger the group, the greater our tendency to conform
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descriptive norms
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norms simply indicating what most people do in a given situation
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injunctive norms
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what ought to be done; approved or disapproved behavior in a given situation
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normative focus theory
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suggests that norms wiill influence behavior only to the extent that they are significant/ salient for the people involved at the time the behavior occurs
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normative social influence
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-social foundation of conformity social influence based on the desire to be liked or accepted by other people. ex. agreeing and behaving with our teammates to gain their approval
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informational social influence
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social foundation of conformity social influence based on the desire to be correct
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introspection illuusion
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our belief that social influence plays a smaller role in shaping our own actions than it does in shaping the actionss of others
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six basic principles of compliance
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1- friendship/liking 2-commitment/consistency 3-scarcity 4-reciprocity 5-social validation 6-authority
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ingration
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tactic based on friendship -getting others to like us so that they will be more willing to agree to our requests
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incidental similarity
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tactic based on friendship -calling attention to small and slightly surprising similarities between another individual and ourself to increase the chances that they will agree to requests we make
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foot-in-the-door technique
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a procedure for gaining compliance in which requesters begin with a smmall request and then, when this is granted, escalate to a larger one (the one they actually desired all along) ex. borrowing friend's class notes
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low-ball procedure
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A technique for gaining compliance in which an offer or deal is changed to make it less attractive to the target person after this person has accepted it ex. car salesperson
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door-in-the-face technique
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persuasive technique involving making an unreasonably large request before making the small request we're hoping to have granted
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that's-not-all technque
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technique for gaining compliance in which requesters offer additional benefits to target people beeforre thhey have decided hethere to comply with or reject specific requests
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playing hard to get
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a technique that can be used for increasing compliance by suggesting that a person or object is scarce and hard to obtain
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deadline technique
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A technique for increasing compliance in which target people are told that they have only limited time to take advantage of some offer or to obtain some item
