social influence- social psychology ch. 7 Essay

question

Conformity
answer

a type of social influence in which individuals change their attitudes, behaviors, and feelings of one or more others
question

social influence
answer

efforts by one or more persons to change the behavior, attitudes or feelings of one or more others
question

compliance
answer

a form of social influence involving direct requests from one person to another
question

obedience
answer

a form of social influence in which one person simply orders one or more others to perform some action(s)
question

symbolic social influence
answer

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
question

social norms
answer

rules indicating how individuals are expected to behave in specific situations
question

autokinetic phenomenon
answer

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
question

cohesiveness
answer

-the extent to which we are attracted to a social group andd want to belong to it -factor affecting our tendency to conform
question

group size
answer

the larger the group, the greater our tendency to conform
question

descriptive norms
answer

norms simply indicating what most people do in a given situation
question

injunctive norms
answer

what ought to be done; approved or disapproved behavior in a given situation
question

normative focus theory
answer

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
question

normative social influence
answer

-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
question

informational social influence
answer

social foundation of conformity social influence based on the desire to be correct
question

introspection illuusion
answer

our belief that social influence plays a smaller role in shaping our own actions than it does in shaping the actionss of others
question

six basic principles of compliance
answer

1- friendship/liking 2-commitment/consistency 3-scarcity 4-reciprocity 5-social validation 6-authority
question

ingration
answer

tactic based on friendship -getting others to like us so that they will be more willing to agree to our requests
question

incidental similarity
answer

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
question

foot-in-the-door technique
answer

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
question

low-ball procedure
answer

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
question

door-in-the-face technique
answer

persuasive technique involving making an unreasonably large request before making the small request we’re hoping to have granted
question

that’s-not-all technque
answer

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
question

playing hard to get
answer

a technique that can be used for increasing compliance by suggesting that a person or object is scarce and hard to obtain
question

deadline technique
answer

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

Get instant access to
all materials

Become a Member