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| Variables related to conformity: |
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| The process by which views or values are impressed (hazing, initiation) |
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| When people are united in substance, when they share attitudes, activities, ideas, possessions, etc. |
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| Gender, females are more likely to conform than males. Peer-pressure |
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| Who is less likely to conform? |
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| Cognitively complex low self monitors |
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-Group locomotion hypothesis
-Social comparison theory
-Consistency/balance theory
-Epistemological weighting hypothesis
-Hedonistic |
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| Group locomotion hypothesis |
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| Motivated to achieve group goals |
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| We'll conform if we wanna be like them |
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| Consistency/balance theory |
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| It's uncomfortable to disagree with a group that you like |
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| Epistemological weighting hypothesis |
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| Gain knowledge through trial and error |
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| If lots of people are doing it, you think it's the right thing to do |
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| Becoming less aware or caring of yourself |
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| Collective effort model (social loafing) |
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| We get lazy when we think our efforts won't lead to our personal benefit, or if we don't think we're actually useful |
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| Free ride effect (social loafing) |
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| Trying to benefit when we get away with it |
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| Sucker effect (social loafing) |
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| When they think others are taking a free ride, they stop working too |
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Ultimate terms (specially revered words in cultures)
Three types: |
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-God terms (blessing, sacrifice and obedience)
-Devil terms (bad)
-Charismatic terms (mysteriously given power), freedom, love |
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| Ambiguous or evasive language |
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| The language we use determines the way that we understand the world |
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Captures and holds attention because it's interesting
"The glass shattered and flew into piece" instead of
"The glass broke" |
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| Language intensity theories (3) |
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-Reinforcement theory: assumes people are motivated to avoid pain and seek pleasure
-Language expectancy theory: we have expectations about what language is normal to use
-Info-processing theory: we have to attend to and comprehend a message, messages seem more extreme than our actual position |
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| Communication accommodation theory |
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| We adjust our speaking style to others style to gain influence |
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| 8 types of non-verbal communication |
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-Kinesics (eye contact, facial, gestures, posture)
-Body language (emblems, illustrators, self-touching)
-Haptics (touching others)
-Proxemics (proximity) --> expectancy violation theory
-Chronemics (how times is used)
-Artifacts (physical objects, spacing arrangement)
-Physical app (body shape, face, hair, height)
-Paralinguistics (pitch, volume, tone of voice) |
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| You're more likely to favor things you see more often, but they could get annoying and get rejected |
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| Implicit vs. explicit messages |
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Implicit: central, more likely to believe if think of it themselves
Explicit: better for complex messages, or uninvolved audience, or kids |
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Involved: higher quality
Use peripheral with large quantity |
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| Anti-climax or climax is best, no pyramid |
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Primacy wins if there is time delay after speakers
Recency wins if it's between speakers |
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| Stream of random info or organized |
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| Use weak dose of counter-argument, REFUTE IT. |
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| Being told you'll be persuaded |
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Increases liking
Norm of Reciprocity |
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| Self-perception theory (wanna look good) |
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| Staying committed to the way you say you feel |
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| Big request, then small request |
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| Perceptual contrast effect (door in the face) |
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| Small request after big request seems better |
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| Reciprocal concessions (door in the face) |
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| "You compromised, I should too." |
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| Self-presentation explanation (door in the face) |
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| When you reject first request, you wanna comply with next one to make yourself look better. |
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"I'll make you an offer you can't refuse"
Then it's gets worse! Up the price! |
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