PSYC 215 - Chapter 7, Conformity & Obedience

What are social norms?

-Rules of guidelines in a group/culture about what behaviours are proper or improper

-Implicit or explicit

What is conformity?

-People changing their perceptions, opinions, and behavior to be consistent with group norms

-What is private conformity?

-True acceptance or conversion

-Being truly persuaded that others are correct

What is public conformity?

-Superficial change in behaviour

-Ex: politicians telling people what they want to hear

Why do people conform?

-People conform because they want to be correct, and when everyone else agrees, it is likely they are correct

-Normative influence: people conform because they fear the consequences of appearing deviant (and thus excluded from a group or ridiculed)

When do people conform?

-Group size: The larger the group, the larger the impact on conformity

-Strength of norms: often found in "tight" cultures or cohesive groups, they create powerful pressure to conform, reducing deviation and increasing the speed of adoption for behaviours

-Gender: women conform more than men

What is compliance?

-Explicit requests for help

What is the norm of reciprocity?

-If given something, we feel compelled to give back

What is the foot in the door phenomenon?

-Small initial request that targets can’t easily refuse

-Larger later requests are more likely to be accepted

What is the door in the face phenomenon?

-The initial request is very high and unreasonable

-Second then appears more reasonable

What is low-balling?

-After you’ve agreed to something, coming back and saying the price is a bit higher than originally agreed

-Now you’ve mentally committed to the price/action

What is the “that’s not all” phenomenon?

-Offer a price, but immediately offer a discount on price

What is obedience?

-Explicit requests for conformity from positions of authority

What is Milgram’s obedience studies?

-Trying to understand Nazis (son of Jewish immigrants)

-Milgram conducted many variations, finding that obedience was strongest

-Distance

-Legitimacy + Presence of the Authority: “I was only following orders” Responsibility

-Institutional Prestige

What is the social impact theory?

-Total impact of social influence is function of 3 things:

-1. Strength of source: Status, ability, authority

-2. Distance: Proximity in space and time

3. Number: How many sources

What is minority influence?

-The process by which dissenters produce change within a group

What are idiosyncracy credits

-Interpersonal “credits” that a person earns by following group norms