Unit 2: Social Influence

Exam 2 Practice

Obedience

Direct order from a person of authority.

Conformity

Alter behavior to adhere to social norms.

Compliance

Direct request from one person to another.

Milgram Study

Famous study that demonstrated obedience to authority through electric shock experiments.

75 volts

Signaled a grunt of pain in Milgram's experiment.

120 volts

Caused verbal protests that were louder and more insistent in Milgram's experiment.

150 volts

Indicated complaints about a heart condition in Milgram's experiment.

300 volts

Resulted in pounding on the wall but no verbal distress in Milgram's experiment.

330 volts

Indicated an unresponsive participant in Milgram's experiment.

Explicit Norms

Norms that are written down or stated.

Implicit Norms

Unstated rules of behavior.

Descriptive Norms

Norms that describe how a typical person might act.

Injunctive Norms

Norms related to what we feel is expected of us.

Normative Influence

Conforming to gain acceptance within a group.

Informational Influence

Conforming because one believes others are more competent or have more information.

Asch's Conformity Study

Study in which 75% of subjects conformed at least once to incorrect group answers.

Situational Determinants of Conformity

Factors such as insecurity, group size, unanimity, and observability that influence conformity.

Desire for Accuracy

When uncertain, it increases conformity to be accurate.

Nonconformist

A person who resists influence and acts independently.

Anti-conformist

A person who reacts against social influence by doing the opposite of what is expected.

Reactance

Doing the opposite of what we are pressured to do to assert personal freedom.

Ingratiation

A compliance technique involving efforts to gain favor.

That’s-not-all Technique

A compliance technique where an initial offer is improved before a decision is made.

Labeling Technique

A compliance technique that involves assigning a label to an individual to prompt a positive behavior.

Reciprocity

A compliance principle that suggests people feel obliged to return favors.

Social Loafing

The tendency for individuals in a group to exert less effort when pooling resources with others.

Ringelmann Effect

Phenomenon where individual effort decreases as group size increases.

Evaluation-Apprehension

Concern over being judged by others in a social context.

Social Identity Theory

Theory that one's self-concept is derived from their membership in social groups.

Groupthink

A mode of thinking that occurs when the desire for harmony in a decision-making group overrides realistic appraisal of alternatives.

Transformational Leadership

Leadership style that changes followers' motivations and outlooks to reach group goals.

Task-Oriented Leadership

Directive style focused on organizing work and setting goals.

Charismatic Leadership

Leadership that combines charm and persuasive communication to inspire followers.

Dyad Group

A group consisting of two individuals.

Cohesiveness

The degree to which members of a group are attracted to each other and motivated to stay in the group.

Foot-in-the-Door Technique

A persuasive strategy that involves getting a person to agree to a large request by first setting them up with a smaller request.

Social Validation

The principle of conforming to the behaviors of others as a way of determining correct behavior.

Additive Task

Task where contributions of each member are summed to create a final result.

Disjunctive Task

Task where the group's success is based on the performance of the best member.

Conjunctive Task

Task where the group succeeds only if every member performs well.

Majority Influence

When the beliefs held by the larger number of individuals in a group prevail.