psyc2001 lecture 2 social influence

what is social influence

changes in attitudes, beliefs, feelings, and behavior that result from the comments, actions, or even mere presence of others

what is obedience

behavior change produced by the commands of authority

what is Conformity

behaviour change in response to implicit pressure from others.

factors that influence conformity

group size, unanimity, expertise and status, behaviour is transperent, culture

what is normative influence

Going along with what other people do to be liked and accepted by them

what is informational influence

Relying on other people as a source of information.

what is pluristic ignorance

refers to a misperception that occurs when each individual in the group privately rejects a group’s norms but believes that the other members of the group accept these norms

what is Mass psychogenic illness

occurs when, in the absence of a ‘real’ biological cause, physical symptoms spread rapidly among people in a group setting.

tight vs loose cultures

Cultures that are tight have many strong norms and a low tolerance of deviant behavior. In loose cultures, social norms are weaker and a high tolerance of deviant behavior.

what is compliance

behaviour change in response to a favourable and explicit request

Door-in-the-face technique

asking someone for a large favor that she will certainly refuse, and then follow up with a smaller favor

Foot-in-the door technique

get people say yes first with a small request. Then, follow it up with a real request

Lowballing

a two-step technique in which the influencer secures compliance with a request but then increases the size of that request by revealing hidden costs

what are descriptive norms

your belief about how most people behave in a given context

what are prescriptive norm

your belief about what behavior is appropriate or discouraged