Term
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Definition
| the tendency to change our perception, opinions, or behaviors in ways that are consistent with group norms |
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Term
| Muzafer Sherif Moving Dot study 1936 |
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Definition
| participants when, asked to perform tasks in groups of 3, fradually become uniform in their perceptions as they do the task |
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Term
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Definition
| influence that produces conformity when a person fears the negative social consequences for appearing deviant |
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Term
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Definition
| influence that produces conformity when a person fears the negative social consequences of appearing deviant |
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Term
| Law of diminishing returns |
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Definition
| Lanate 1981, " an additional dollar means more to the person with 3 dollars insread of 300. |
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Term
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Definition
| people overestimate the occurance of a norm and adapt to what they think is appropriate frequency |
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Term
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Definition
| it is more difficult for people to stand alone in their convictions than be a part of a tiny minority |
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Term
| Sistrunk & McDavid Gender and Conformity 1971 |
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Definition
| when in public, men conform less, women conform more; In private men conform more, women conform less. |
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Term
| John Bassili Minority Slowness effect |
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Definition
| people who hold unpopular opinions are slower to answer questions about them |
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Term
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Definition
| the process bu which dissenters produce change within a group |
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Term
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Definition
| Minorities get their influence and power from their style and behavior. A Consistent and openminded dissenter usually gains more favor. Dissenters are effective if their are relatable |
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Term
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Definition
| interpersonal credits that are earned by following group norms ( brownie points) |
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Term
| When do minorities and majorities get the upperhand in questions |
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Definition
majorities- have greater influence on factual questions with only 1 correct answer
minorities- have greater influence on opinion questions with no wrong answer |
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Term
| What makes cultures individualistic/collectivistic |
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Definition
1. the complexity of the society= more industrialized socieities have more groups and group acceptance.
2. Affluence of the society = the more affluent people are, the more distance there is between classes and the more individualistic the society is
3. Heterogeneity = societies with loose and diverse cultures are permissive of dissent and allow for more expression. |
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Term
| Langer 1989 Midless COmpliance |
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Definition
| we respond mindlessly to words without fully processing the information they are supposed to convey. At least for small requests. |
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Term
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Definition
| treat others as they have treated us. Burger 1997 the norm of reciprocity is short lived for small favors |
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Term
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Definition
| some people use the norm of reciprocity more than others to keep people in their backpocket at all times ( called creditors) |
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Term
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Definition
| 2 step technique. influencer sets stage for real request by first getting a person to agree to a small request. It primes the person for agreement and they strive to maintain this image |
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Term
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Definition
| 2 step compliance technique in which the influencer secures the agreement with a request but them increases the size of reuqesr by revealing hidden cost. |
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Term
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Definition
| 2 step technique in which a requester asks for an outrageous request and then follows it up with a small more reasonable request. |
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Term
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Definition
| 2 step technique which the influencer begins with an inflated price and then drops it down to the real price under the impression of a discount/bonus |
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Term
| Factors which increase obedience |
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Definition
| authority, physical proximity, victims level of involvement in the procedure. |
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Term
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Definition
| the theory that social influence depends on the strength, immediacy, and number of source persons relative to target persons. |
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