Social Psychology Chapter 9 – Flashcards
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The many ways that people affect one another, including changes in attitudes, beliefs, feelings, and behavior that result from the comments, actions, or even the mere presence of others.
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Social Influence
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Changing one's behavior or beliefs in response to explicit or implicit pressure (whether real or imagined) from others.
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Conformity
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Responding favorably to an explicit request by another person.
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Compliance
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In an unequal power relationship, submitting to the demands of the more powerful person.
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Obedience
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What are the two reasons people mimc each others' behavior?
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Ideomotor action, social lubrication
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The phenomenon whereby merely thinking about a behavior makes its actual performance more likely
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Ideomotor Action
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The influence of other people that results from taking their comments or actions as a source of information about what is correct, proper, or effective.
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Informational Conformity (Social Influence)
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The influence of other people that comes from the individual's desire to avoid their disapproval, harsh judgments, and other social sanctions (for examples, barbs, ostracism).
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Normative Social Influence
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Factors affecting conformity pressure
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Group size, group unanimity, expertise and status, culture, tight versus loose cultures, gender, difficulty of the task, anonymity, the interpretive context of disagreement
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Private acceptance of a proposition, orientation, or ideology.
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Internalization
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What are the three types of compliance attempts?
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Mind, heart, norms
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A norm dictating that people should provide benefits to those who benefit them.
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Norm of Reciprocity
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Asking someone for a very large favor that he or she will certainly refuse and then following that request with one for a smaller favor (which tends to be seen as a concession that the target will feel compelled to honor).
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Door-in-the-face technique (reciprocal concessions technique)
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Adding something to an original offer, thus creating some pressure to reciprocate
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That's-not-all technique
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A compliance technique in which a person makes an initial small request with which nearly everyone complies, followed by a larger request involving the real behavior of interest.
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Foot-in-the-door technique
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The idea that people engage in certain actions, such as agreeing to a request, to relieve their negative feelings and feel better about themselves.
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Negative State Relief Hypothesis
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People's perceptions of how most people behave in a given context.
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Descriptive Norms
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People's perceptions of what behaviors are generally approved of or frowned on by others.
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Prescriptive Norms
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The idea that people reassert their prerogatives in response to the unpleasant state of arousal they experience when they believe their freedoms are threatened.
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Reactance Theory
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The influence of other people that comes from the individuals' desire to avoid their disapproval, harsh judgments, and other social sanctions.
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Normative Conformity
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Influence technique based on scarcity, in which one tells people an item or a price is only available for a limited time
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Fast-approaching-deadline technique
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Influence technique based on scarcity, in which one tells people that an item is in short supply
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Limited Number Technique
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This type of mood tends to increase compliance, because people and favors are viewed more positively and mood maintenance
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Positive Mood
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This type of mood tends to have mixed findings on compliance. Anger leads to less compliance. Guilt leads to more compliance.
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Negative Mood
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The idea that people engage in certain actions such as agreeing with a request, to relieve their negative feelings and feel better about themselves.
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Negative State Relief
