Chapter 6 - st

Social Influence

An internal or external change in a person caused by real or imagined pressure from others.

Persuasion

A change in attitudes or beliefs as a result of social influence.

Informational Influence

Adopting behaviors, attitudes, or beliefs perceived as valid sources of information about objective reality.

Normative Influence

Altering one's behaviors, attitudes, or beliefs to be accepted by another person or group.

Scarcity

A principle of social influence where people value items more when they are scarce or limited in availability.

Commitment/Consistency

The desire to be consistent with past behavior and to follow through on commitments.

Reciprocity

The increased likelihood of compliance with a request from someone who has previously done a favor.

Social Validation (Social Proof)

Increased likelihood of enacting a behavior to match perceived behaviors of others.

Conformity

A change in one’s responses in order to fit in or align with group standards.

Descriptive Norms

Norms that indicate what most people are doing in a particular context.

Injunctive Norms

Norms that reveal what people should or shouldn’t do in specific situations.

Asch’s Line Judgment Task

A study demonstrating conformity where participants changed their responses to match group opinions.

Stanford Prison Experiment

An experiment showcasing the power of situational forces and authority on behavior.

Milgram’s Obedience Research

A study examining obedience where participants followed authority commands to administer shocks.

Deception in Research

The practice of providing incomplete or false information to participants in psychological research.

Authority Principle

The likelihood of compliance increases when the request comes from a perceived authority figure.

The Chameleon Effect

A phenomenon where individuals unconsciously mimic the movements of others.

Expert Power

The influence one has due to their perceived knowledge or expertise.

Culture, Gender, and Personality in Obedience

Variations in obedience influenced by cultural factors, gender differences, and personality traits.

Collectivism

A cultural orientation where individuals find greater conformity in group behavior.

Individualism

A cultural orientation emphasizing personal independence and self-reliance.