Social Influence & Group Behavior

Social influence theory

The idea that people change their thoughts or behaviors due to real or imagined social pressure.

Elaboration likelihood model

A theory explaining how people are persuaded

Central route to persuasion

Focus on logical arguments and evidence.

Peripheral route to persuasion

Focus on surface-level cues like attractiveness or emotions.

Halo effect

The tendency to assume someone has positive qualities based on one good trait (e.g., assuming an attractive person is also kind).

Door-in-the-face technique

Asking for a large request first (which is rejected) to increase the chances of agreeing to a smaller request afterward.

Obedience

Following orders from an authority figure.

Individualism

A culture focused on personal independence and self-achievement.

Collectivism

A culture focused on group goals and harmony over individual desires.

Multiculturalism

The recognition and appreciation of multiple cultural backgrounds within a society.

Groupthink

When a group values harmony so much that they make poor decisions by avoiding conflict.

Diffusion of responsibility

When people in a group feel less responsible for taking action because others are present.

False consensus effect

The belief that more people agree with us than they actually do.

I/O (Industrial-Organizational) Psychologists

Psychologists who study workplace behavior to improve efficiency and employee well-being.

Social reciprocity norm

The expectation that we should return favors when someone helps us.