social psych exam 3: social influence

social influence

the large number of ways that people impact one another, including change in beliefs, feelings, or behaviors resulting from the comments, actions, and mere presence of others

conformity

requires a person/group behaving in some way around you. It’s changing one’s actions and beliefs in response to some real or imagined pressures from others- no explicit request made.

conformity: informational social influence

because we think other people will provide useful information. This is more likely to happen when person is in a new environment

conformity: normative social influence

Because we want other people to like us or socially accepted. People assume that others will be judged if they are different. This is done when the situation is familiar or clear, but one’s own beliefs conflicts with those of the group

compliance

Requires an explicit request given to you. Attempt to influence behavior often come from people without any special authority or status

factor for conformity: large group size

more people doing something= more likely an individual will conform to the group, up to about 5 people

factor to conformity: unanimous

conformity is more likely to happen if no one disagrees in the group

factors to conformity: high expertise and high status

conformity is more likely to happen if the group has experts or is of high status

factors to conformity: gender

women tend to conform slightly more than men in most face to face interactions

factors in conformity: independent cultures

independent/collectivist cultures are more likely to conform

factors in conformity: ambiguous/difficult situations

we become less assertive in new situations where we do not know the correct answer

factors in conformity: non anonymity of the person

when nobody else is aware of your judgement, there is no need to fear group disapproval, and we conform less for normative reasons

automatic mimicry

lots of conformity is may be automatic and unconscious like yawning, laughter, etc.

Obedience

requires an explicit request given to you by some higher power

forces that influence obedience

1. getting further to the victim = more obedience

2. Presence/perception of authority giving the command = more obedience

3. release from responsibility= more obedience

4. step by step situation= more obedience

techniques for compliance

1. door in the face

2. foot in the door

3. thats not all

4. emotions based

door in the face

make a big request that ill be refused then follow it with a smaller request. Asking for 100 dollars then ask for 5 dollars when denied.

foot in the door

make a small request that is accepted then follow it with a bigger request. Charities often ask for very small donations, then ask for bigger ones.

thats not all technique

adding something additional to the offer. Many “as seen on TV” ads that include special bonuses

emotional based approaches

positive and some negative moods can increase compliance

mood maintenance: good mood

• people want to maintain a positive mood so people are more agreeable

• feels good to say yes, eg fundraising party

• more likely to trust if person is in good mood

mood maintenance: bad mood

negative state relief hypothesis

• may be more likely to agree to a request when in a negative mood like guilt to make us feel better

• it is only done when person thinks they can get out of negative mood because of it