Exam 2: Social Psychology

Conformity

A change in behavior or velieds due to real or imagined group pressure

Feel like they’re doing something wrong, experience spotlight effect

What do people experience when they do not conform and stand out from a group?

Social Norms

Unwritten rules or shared standards that show what behavior is acceptable within a group or culture

Normative Influence

People conform in order to feel liked, included, and accepted, not wanting exclusion, rejection, judgement

Normative Influence

This type of influence is superficial, different from internal behavior, and does not last long

Informational Influence

People conform in order to get te correct answer and be informed (ex. following others in a new place, online reviews)

Normative Influence

What type of influence does Asch’s Line Study demonstrate?

Informational Influence

What type of influence does Sherif’s Autokinetic Effect Study use?

Informational Influence

This type of influence has people conforming privately, ensuring conformity after the group dissipates and causing changes in beliefs

liked; right

We conform because we want to be _____ and/or _____

Prescriptive/Injuctive Norms

A type of social norm that describes how things should be (ex. jaywalking is illegal)

Descriptive Norms

A type of social norm that describes how things actually are (ex. you can jaywalk on non-busy roads)

Tight Culture

This type of culture enforces strict norms and consequences for rule-breaking

Loose Cultures

This type of culture has weaker norms, more individual freedom, and a higher tolerance for rule-breaking

Tight Cultures

These cultures were developed in high-threat situations, having better self-control and less crime but more oppression

Loose Cultures

These cultures were developed in low-threat situations, having more innovation, diversity, adaptability, but more coordination issues and disorder

In larger groups, unanimous groups, responses are public, others have status/authroity, no conflicting prior commitments

People are more likely to conform when these 5 factors happen:

Uniamous

Term describing every person in a group fully agrees on a decision without 0 opposition and total agreement

Participants conformed when speaking answers, but did not conform when writing answers

How did Asch’s Line Study demonstrate conformity happens less when answers are private (normative influence)?

Others w/ Status or Authority

People are more likely to conform or obey these type of people in society

Acceotance, Compliance, Obedience

What are the three types of conformity?

Acceptance

Geninuely acting and believing in accord with social pressure b/c its right (ex. you wear a seatbelt b/c you know it’ll keep you safe)

Acceptance

Both behavior and attitude match with this type of conformity

Compliance

Outwardly acting in accord with a social norm while privately disagreeing (ex. you wear a seatbelt while with family, but not when alone)

Compliance

Behavior matches the norm while attitude does not match with this type of conformity

Obedience

Acting in accord with a direct or command or you will face consequences from authroity (ex. you wear a seatbelt because if you don’t, you know you will get fined)

Obedience

Behavior matches the COMMAND of this norm, atittude does not have to with this conformity

Normative Influence

This type of influence typically leads to compliance

Informative Influence

This type of influence typically leads to acceptance

Acceptance

Out of all thetypes of conformity, this is more likely to last

Acceptance

This type of conformity lasts the longest b/c if you geninuely changed what you believe, you’re more likely to continue behaving according to your beliefs even when alone

Milgram’s Obedience Study

This study looked at how strong of a shock will participants administer with an authroity figure around

No debriefing, Milgram overstated findings by selectively reporting results

What were some concerns with Milgram’s study?

implicit; consciously aware

Conformity can also be ___, because may not be ____ we’re doing it

Mimicry/The Chameleon Effect

Describes that we tend to mimic the actions and expressions of those around us (ex. yawning)

mimic; like; like; ourselves

We ____ people we ____, we also ____ people who mimic ____

To show we are interetesed int ehm

Mimicing others is unconscious, why do we do this?

Self-presentation, spefically self-monitoring

What is the concept of why we mimic similar to?

Social Contagoin

Spreading behaviors, emotions, or ideas through groups of people, causing them to mimic you (ex. laugh tracks, fear/p[anic)

Mass Hysteria

Type of social contagion in which fear/axniety spreads through a group without a clear cause (ex. observing a girl behaving strangely and claiming a witch is hurting her, causing more people to show similar behaviors/accusations, increasing community fear and leading to Salem Witch Trials)

Through moral convictions, resistance, and wanting to be moderately unique

How do people resist conformity?

Reactance

The motive to protect or restore our sense of freedom

Reactance

This can happen because we don’t like beign told what to do, we want autonomy over our own actions

Boomerang Effect

Attempting to persuade someone to do something, only for them to produce the exact opposite behavior

Boomerang Effect; Reactance

Too many demands of being told what to do can lead to the ______ ______, primarily because of ______

Reactamce

This is less likely to occur if the person accepts the norm or rule

Wanting To be Moderately Unique

This is a reason for avodiing conformity, stating we want to strike a balance between fitting in and standing out (we like to have aspects of ourselves that are unique to us while still fitting in)

Persuasion

Process which a message REALLY tries to change beliefs, attitudes, or behavior in a person

many; interpersonal relationships

Persuaion can happen in ____ areas of life, including in ____ ____

Elaboration LIkelihood Model

States that there are two ways to persuade someone (similar to the dual process theory)

Peripheral & Central Routes of Persuasion

What are the two types of persuaion in the elaboration likelihood model?

Peripheral Route of Persuaion

Persuasion based on making quick decisions and automatic thinking (ex. ads, quick purchases near checkout)

Peripheral Route of Persuaion

This type of persuaion route isn’t long lasting and causes temporary change

Peripheral Route of Persuaion

This type of persuasion prefers having an unmotivated, distracted, not analytical audience to persuade

Assoctive Learning Persuasion

Peripheral persuasion that involves associating a message with something you already like (ex. a celebrity endorsing a product)

Priming Persuasion

Peripheral persuasion that involves activating a feeling or idea which influences how you percieve a message

Central Route of Persuaion

Persuasion based on facts, reasoning, knowledged, and controlled thinking (ex. infographics on why you shouldnt smoke)

Central Route of Persuaion

This type of persuaion route is long lasting and causes lasting change

Central Route of Persuaion

This type of persuasion prefers having a motivated, involved, & analytical audience to persuade

They’ve taken the time to weigh evidence & accept message

Why does the central route of persuaion have longer-lasting effects?

Pairing with obvious solutions

How can you effectively arouse fear and disgust in an audience?

A campaign against Trump: “Who will Trump look out for in his second term? It’s not you”, offerig a solutio of voting for someone else

What is an example of effectively arousing fear and disgust?

Participants consuming food were more likely to be influenced by unpopular issues

In an experiment where researchers tested the effect of good feelings on persuasion, they had participants read about unpopular issues. Participants in the experimental group were told to eat while reading, while ones in the control group was told to only read. What did results look like for the experimental group?

Communivator/Source, Message Characteristics, Audience, Channel of Communication

What are the 4 elements of persuasion attempts?

Percieved expertise, trustworthiness, good speaking style, likeable, attractive

What characteristics can make someone seem like a good communicator for persuasion attempts?

Sleeper Effect

Accepting messages from uncredible sources overtime, by separating the communciator and message

Vividness, Delivery, Timing

What are some characteristics that make up a persuasive message?

Vividness

Message element that ensures ads are colorful, interesting, memorable (ex. zooming in), and aesthetically match the theme (ex. hungry children donations)

statistics

Vivid messages may be more convincing more compared to real ____ (ex. ads about donating to hungry children)

Foot-In-The-Door Method

Message delivery method in which you first agree to a smaller request before complying with a larger request later

People like to be consistent with already displayed behaviors

Why does the Foot-In-The-Door Method work so well?

Door-In-The-Face Method

Message delivery method in which after you turn down a large request, the requester counters with a smaller & more reasonable request

One-Sided Appeal

Message delivery method in which you mention only the pros about a message

One-Sided Appeal

This appeal for message delivery works best if the audience already agrees with the message

Two-Sided Appeal

Message delivery method in which you mention the pros AND cons about a message

Two-Sided Appeal

This appeal for message delivery works best if the audience opposes the message and if the communciator seems trustworthy

Serial Position Effect (SPE)

Tendency to remember the first (primacy) and last (recency) items in a list while forgetting whats in the middle

Primacy Effect

Type of SPE in which you remember the first items in a list, those primarily influencing your perception of later info

Recency Effect

Type of SPE in which you remember the last items in a list, those memories influencing your perception of later info

anticipate; counterarguments

When persuading an audience, _____ a response and prepare _____ in advance

distract; harder

If audience members for persuasion think of counterarguments, _____ them so it is _____ to think of comebacks

Determine if auidence is involved/analytical or not, then choose appropriate strategy

How do you choose what persuasion route to use for an audience?

Real; Persuasive

The more ____ a channel is, the more ____ it can be for audiences

Upward Direct Persuasion

Attempting to influence someone who has higher power compared to you (ex. a boss, supervisor)

Channel Choice

Choosing a method to persuade someone (ex. video chat, face to face, mass media)

Positive Persuasion

Persuading someone by emphasizing what they could gain and the benefits

Negative Persuasion

Persuasion that makes us feel skeptical, leaading us to avoid harm and protect ourselves

Logical Persuasion

Persuasion in which you address the facts and make sense of them in your argument

Emotional Persuasion

Persuasion in which you show more emotion than usual to gain a reaction from the audience

Attitude Innoculation

Attempting to build up resistance against persuasive arguments (imagine this is a persuasion vaccine)

Practice developing counterarguments & learn about persuasion strategies

What are two ways to build up attitude innoculation?

Two Step Flow of Communication

The idea that mass media messages broadcast info the opinion leaders, then leaders broadcast info to the public

Opinion Leaders

Trusted individuals who consume more media, stay informed on different topics, and are trusted by the public (ex. celebrities, presidents)

Social Facilitation

The presence of others strengthens our dominant/likely response, making us enhance or hinder our performance

enhance, hinder

Social facilitation, depending on our dominant responses can either ____ or ____ our performance

Others’ presence → Increases arousal → Strengths likely responses → enhances easy OR impairs difficult behavior

What is the sequence to social facilitation?

Arousal

A word used to describe being physically or cognitively more aware of your surroundings

Automatic Social Facilitation

Behaviors that are easy to perform in front of strangers, because it is well-practice and involves little thinking (ex. riding.a bike, instincts)

Complex Social Facilitation

Behaviors that are hard to perform in front of strangers, b/c they are cognitively demanding (ex. public speaking, solving math equations)

Home games have fans from home team, increasing motivation → increasing likely behavior of performing well

Why do home game sport teams play in home fields?