AP Psychology Unit 4.3 - Conformity

Conformity

Adjusting one’s behavior or thinking as a result of perceived social pressure, typically to match a group standard

Attitudes

Feelings, often influenced by our belief, that predispose us to respond in a particular way to objects, people, and events

Foot-in-the-Door Phenomenon

The tendency for people who have first agreed to a small request to comply later with a larger request

Door-in-the-Face Phenomenon

A strategy for gaining compliance by making an extremely large request that is sure to be refused so that a smaller subsequent request will seem reasonable

Cognitive Dissonance

The uncomfortable tension we experience when our beliefs, attitudes, and behaviors don’t align.

Cognitive Dissonance Theory

The theory that we have an inner drive to hold all our attitudes and beliefs in harmony and avoid disharmony (dissonance). When there is an inconsistency between attitudes or behaviors (dissonance), something must change to eliminate the dissonance.

Persuasion

Changing people’s attitudes, potentially influencing their actions

Elaborative Likelihood Model

Suggests that when we actively process a message - when we mentally elaborate on it - we more often retain it. Persuasion usually takes up one of two forms.

Peripheral Route Persuasion

Occurs when people are influenced by incidental cues to trigger speedy, emotion-based judgements.

Halo Effect

When we may believe beautiful/famous people are especially smart or trustworthy, leading to an influence on us.

Central Route Persuasion

Occurs when interested people’s thinking is influenced by considering evidence and arguments.

Anchoring Bias

A cognitive bias that causes us to rely too heavily on the first piece of information we are given about a topic (the “anchor”) when making decisions.

Normative Social Influence

Influence resulting from a person’s desire to gain approval or avoid disappointment, or to fit in with everyone else.

Informational Social Influence

Influence resulting from a person’s willingness to accept other’s opinions about reality.