Chapter 8: Conformity and Obedience

Conformity

A change in one’s behavior due to the real or imagined influence of other people

Informational Social Influence

Relying on other people as a source of information to guide our behavior, which leads to conformity because we believe that others’ interpretation of an ambiguous situation is correct

Private Acceptance

Conforming to other people’s behavior out of a genuine belief that what they are doing or saying is right

Public Compliance

Conforming to other people’s behavior publicly without necessarily believing in what the other people are doing or saying

Social Norms

The implicit or explicit rules a group has for the acceptable behaviors, values, and beliefs of its members

Normative Social Influence

Going along with what other people do to be liked and accepted by them, which leads to public conformity with the group’s beliefs and behaviors but not always private acceptance of them

Social Impact Theory

The idea that conforming to social influence depends on the group’s importance, its immediacy, and the number of people in the group

Idiosyncrasy Credits

The tolerance a person earns, over time, by conforming to group norms; if enough credits are earned, the person can, on occasion, deviate from the group without retribution

Minority Influence

The case where a minority of group members influences the behavior or beliefs of the majority

Injunctive Norms

People’s perceptions of what behaviors are approved or disapproved of by others

Descriptive Norms

People’s perceptions of how people actually behave in given situations, regardless of whether the behavior is approved or disapproved of by others

Foot-in-the-Door Technique

Social influence strategy in which getting people to agree first to a small request makes them more likely to agree later to a second, larger request

Door-in-the-Face Technique

Social influence strategy in which first asking people for a large request that they will probably refuse makes them more likely to agree later to a second, smaller request

Propaganda

A deliberate, systematic attempt to advance a cause by manipulating mass attitudes and behaviors, often through misleading or emotionally charged information

Obedience

A change in one’s behavior due to the direct influence of an authority figure