Social influence

Social learning theory

Many animals, including humans can learn by watching others

Chameleon effect

Unconscious mimicry of the nonverbal mannerisms of an interaction partner

Conformity

A change in behavior to be in line with the majority

Why do people reform

Informational and normative influence

Informational influence

Other people provide information

Informational influence leads to?

Internalization

Internalization

Private acceptance

Normative influence

we feel pressure to fit in

What does normative influence lead to

Public compliance

Public compliance

No internalization

Group size for people to conform

3-4 people for greatest conformity

Unanimity

Even one dissenter, conformity decreases

Anonymity

Responding in front of group members makes conformity more likely

Status and expertise

If group members are high status or experts, makes conformity more likely

Status and expertise

If group members are high status or experts, more conformity

Compliance

Responding favorably to a direct request (not demand) made by another person

Foot-in-the door effect

Agree to a small request, more likely to comply later with a larger request

Door in the fact effect

Turn down a larger request, more likely to comply with a reasonable request

Low balling

People who agree to an initial request maintain commitment when the request increases

Reciprocity

The expectation that people will help those who have helped them

Descriptive norms

What are most people actually doing?

Prescriptive norms:

What should people be doing?

Obedience

a change in behavior in response to a command from someone in a position of authority

What are the characteristics of an authority figure

Strength and distance

What are the characteristics of the situation

Emotional distance, institutional authority and presence of resisters

Reactance

A motive to protect one’s sense of freedom; arises when freedom feels threatened