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| Efforts by one or more individuals to change the attitudes, beliefs, perceptions or behaviors of one or more others. Once unanimity of the group is broken the resisting pressure becomes much easier |
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| A type of social influence in which individuals change their attitudes or behavior in order to adhere to social norms// A large % of Asch's research chose conformity. 76% went with the groups false answers atleast once |
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| Rules reguarding how people are expected to behave in specific situations. Norms are stated explicitly and are quite detailed "NO SWIMMING, NO PARKING, SPEED LIMIT"//May be unspoken as well... dont stare at someone in the elevator./ We have a strong desire to be correct and to behave appropriatley, making one key foundation of social influence, and to be liked and accepted by others. |
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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 social norms and social influence.. When placed in this setting, people influence one another on the amount of movement and come to an agreement which consititues a social norm |
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| The extent to which we are attracted to a social group and want to belong to it. The greater the cohesiveness, the more we tend to follow the norm of the group."do as they do" |
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| norms simply indicating what most people do in a given situation |
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| norms specifying what ought to be done, what is approved or disapproved behavior in a given situation// People disobey strong injunctive norms because they don't see these norms as applying to them. |
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| a theory suggesting that norms will influence behavior only to the extent that they are focal for the people involved at the time the behavior occurs. Norms will influence behavior only to the extent that they are salient (Relevant, significant) but we do not think about them or view them as irrelevant. |
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| norms that guide behavior in a certain situation or environment. (You lower your voice in a hospital and raise your voice in a sports stadium) |
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| normative social influence |
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Definition
| social influence based on the desire to be liked or accepted by other people. |
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| informational social influence |
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Definition
| social influence baed on the desire to be correct (to possess accurate perceptions of the social world) |
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Term
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| the need to be distinguishable from others in some respects. (Personal control) The desire to maintain control over the events in their lives "do your own thing, do it your own way" (Galileo, Freud, global warming) |
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Term
| 1.Friendship or liking (tech. to get you to comply according to Cialdini) |
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Definition
| We are more willing to comply with requests from friends or people we like than with requests from strangers or people we dont like. |
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| 2.Commitment or Consistency (tech. to get you to comply according to Cialdini) |
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Definition
| Once we have committed ourselves to a position or action, we tend to stick with it, and are more willing to comply with requests |
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| 3.Scarcity (tech. to get you to comply according to Cialdini) |
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Definition
| We value and try to secure outcomes or objects that are scarce or decreasing in availability. |
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Term
| 4.Reciprocity (tech. to get you to comply according to Cialdini) |
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Definition
| We are more willing to comply with a request from someone who has previously provided a favor or concession to us than to someone who has not. |
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| 5.Social validation (tech. to get you to comply according to Cialdini) |
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Definition
| We are more likely to comply with a request from some action if its consistent with what people similar to ourselves are doing.(Social Comparison) |
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| 6.Authority (tech. to get you to comply according to Cialdini) |
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Definition
| We are more willing to comply with requests from someone who holds authority. |
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Term
| Impression Management//INGRATIATION |
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Definition
| various procedures for making a good impression.// Getting others to like us so they will comply to requests |
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Term
| What INGRATIATION tech work? |
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Definition
| Self Promotion- informing others about past accomplishments or positive characteristics// Improving ones own apparence// emitting many positive nonverbal ques// doing small favors for people. |
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Term
| foot in the door technique (Tactic based on committment or cosistency) |
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Definition
| a procedure for gaining compliance in which requesters begin with a small request when this is granted, escalate to a large one (the desired request) |
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Term
| low ball procedure (Tactic based on committment or cosistency) |
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Definition
| 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.(The totally rational response from customers is to walk away) |
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Term
| Door in the face technique (based on reciprocity) |
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Definition
| a procedure for gaining complicane in which requesters begin with a lagre request and then when refused, retreat to a smaller one (the one desired all along) |
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| Thats not all technique (Tactic based on reciprocity) |
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Definition
| requesters offer additional benefits to target people before they have decided whether to comply with or reject requests |
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Term
| playing hard to get (tactic based on scarcity) |
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Definition
| A technique that can be used for increasing compliance by suggesting that a person or object is scarce or hard to obtain. |
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| deadline technique (tactic based on scarcity) |
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Definition
| A technique for increasing compliance in which target people are told that they have only a limited time to take advantage of some offer or obtain some item. |
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Term
| Social Influence: Why are people willing to be destructivley obeident? |
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Definition
-Others can influence us even when they are not present and not trying to change our behavior or thoughts.
-Milgram found that others will obey commands even when inflicting pain on another person. 65% of people complied all the way to 450volts.
1.people in authority relieve those who obey of those responsibility for their own actions. "I was following orders, I was not responsible"
2.people in authority often possess visible badges of their status.
3.the gradual escalation of the authority figures orders, by using the foot in the door technique.
4.situations move very quickly, giving participants little time for reflection or systematic thought. People automatically obey when ordered. |
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Term
| How is Obeidence Resisted? |
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Definition
1.individuals exposed to commands from authority figures can be reminded that they are responsible for any harm produced.
2.individuals can be provided with clear indication that beyond some point, total submission to destructive command is inappropriate. |
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