Psychology 280

Compliance

Adjusting behaviors in response to a request from another person

Reason-based approaches

• Convince people that they will be better off choosing a particular cause of action

Norm-based approaches

Information about others behavior will make you likely to comply out of fear of being an outsider

Emotions-based approach

Positive moods make people feel more charitable

Negative moods may decrease or increase compliance

Negative state relief hypothesis

People will comply so you resolve negative emotions like guilt

Social Influence (2)

• How the presence or actions of other people influence a person’s attitudes, beliefs, feelings, and behaviors

• Can be real or imagined pressure from others

Obedience

Adjusting your behavior in response to a demand from a person with more power

Conformity

Adjusting beliefs or behaviors to be consistent with others or with social norms and expectations

Informational social influence

Other people influence beliefs and behavior by acting as information about what is correct, appropriate, or effective

Normative social influence

Other people influence behavior because of pressure to belong, fit in, or avoid disapproval

Reactance theory

• Unpleasant state of arousal people experience when they perceive a threat to their free will

• May lead to resisting social norms

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Factors that increase ability to resistance

• Allyship, practice, and delaying response