Social Psych Exam 2

Define conformity.

A change in behavior or beliefs due to real or imagined group pressure / group norms. (Slides: Ch6 Pt1 s5)

What are group norms?

A set of expectations and rules that guide behavior within a group and foster a sense of identity among its members. (Slides: Ch6 Pt1 s5)

Give 3 everyday examples of conformity from class.

Applause, what we wear (trends), and what we say (popular phrases and slang). (Slides: Ch6 Pt1 s5)

What are social norms?

Rules or guidelines in a group or culture about which behaviors are proper or improper. (Slides: Ch6 Pt1 s7)

Give examples of social norms from class.

Body hair removal, how we dress, turning off phones in a theater, tipping servers. (Slides: Ch6 Pt1 s7)

Can social norms differ between groups? Are they always stated?

Yes, they can vary by gender or group (e.g., shaving norms differ by gender). They can be implicit (how we say hello) or explicit. (Slides: Ch6 Pt1 s7)

What are the two basic reasons we conform?

1) We want to be liked (normative influence). 2) We want to be right (informational influence). (Slides: Ch6 Pt1 s8)

What is normative influence?

Conforming to be liked and accepted. We fear the consequences of appearing deviant, so we adapt to social norms and trends. (Slides: Ch6 Pt1 s9)

Asch's line study (1951): what was the task, and who was in the room?

Pick the comparison line that matches a standard line (clear, objective answer). 1 real participant, 6 confederates. (Slides: Ch6 Pt1 s10-11)

Asch's line study: what did the confederates do, and what was measured?

They answered correctly at first, then all picked the same wrong line. DV: did the participant conform at least once? (Slides: Ch6 Pt1 s11)

Asch's line study: what was the result?

About 75% of participants went along with the clearly wrong majority at least once. (Slides: Ch6 Pt1 s12)

Asch's line study: which type of influence does it show, and why?

Normative influence. The answer was obvious, so people conformed to fit in and be accepted, not to be right. (Slides: Ch6 Pt1 s12)

What is informational influence?

Conforming to be right and informed, by looking to others for guidance (e.g., online reviews). (Slides: Ch6 Pt1 s13)

What 2 conditions trigger informational influence?

1) The correct answer is unclear (ambiguous), AND 2) we think others may be right. (Slides: Ch6 Pt1 s13)

Fancy restaurant, many forks, you copy your friend's fork choice. Normative or informational?

Informational influence. You are not trying to fit in; you are relying on your friend's knowledge to get it right. (Slides: Ch6 Pt1 s14)

Sherif's autokinetic study: what was the task?

In a dark room, estimate how far a point of light moves. The light is stationary but appears to move, so the task is ambiguous. (Slides: Ch6 Pt1 s15)

Sherif's autokinetic study: what were the IV and DV?

IV: doing the task alone vs. together with others (on later days). DV: how close participants' estimates were. (Slides: Ch6 Pt1 s15)

Sherif's study: what were the results?

Alone, estimates varied widely. Together, estimates converged on a group norm, even though the information they conformed to was false. (Slides: Ch6 Pt1 s16-17)

Asch vs. Sherif: which type of influence does each show?

Asch = normative influence (clear task, conform to be liked). Sherif = informational influence (ambiguous task, conform to be right). (Slides: Ch6 Pt1 s9-17)

What is the chameleon effect?

Automatically and unconsciously mimicking the actions and expressions of people around us. (Slides: Ch6 Pt1 s18-19)

What are the social benefits of mimicry?

People who mimic tend to be liked more; mimicry is related to empathy. (Slides: Ch6 Pt1 s19)

Maddux, Mullen and Galinsky (2008): what was the mimicry negotiation study?

Pairs negotiated the sale of a gas station. Buyers were randomly assigned to subtly mimic the seller or not (control). DV: did they reach a deal? (Slides: Ch6 Pt1 s20)

Mimicry negotiation study: what were the results?

67% of mimicking pairs reached a deal vs. 12.5% of control pairs. (Slides: Ch6 Pt1 s21)

Mimicry negotiation study: what explained (mediated) the effect?

Trust. Mimicry increased trust, which increased deals. (Slides: Ch6 Pt1 s22)

Does normative conformity last? Why?

No. People conform only publicly (a superficial behavior change), not in their private beliefs. (Slides: Ch6 Pt2 s4)

What Asch finding shows normative conformity is only public?

People did not conform when they wrote their answers down instead of saying them aloud. (Slides: Ch6 Pt2 s4)

Does informational conformity last? Why?

Yes. People conform privately, changing both behavior and beliefs. In Sherif's study, participants kept the group estimate one year later. (Slides: Ch6 Pt2 s5)

What are the 5 contexts that affect how much people conform?

1) Group size, 2) Unanimity, 3) Status, 4) Public response, 5) Prior commitment. (Slides: Ch6 Pt2 s6)

How does group size affect conformity?

Larger groups produce more conformity. E.g., if a whole concert crowd starts or stops clapping, you will likely join in. (Slides: Ch6 Pt2 s7)

How does unanimity affect conformity?

Conformity is strongest when the whole group agrees. When the consensus is broken (even one dissenter), conformity drops sharply and correct answers go up. (Slides: Ch6 Pt2 s8-9)

How does status affect conformity?

People are more likely to conform to those who have, or appear to have, status or authority (e.g., a lab coat vs. a bathrobe). (Slides: Ch6 Pt2 s10)

How do public vs. private responses affect conformity?

Public responses increase conformity; private responses decrease it (as in Asch's study). (Slides: Ch6 Pt2 s11)

Why does prior commitment reduce conformity?

Self-presentation (we like our behavior and attitudes to appear consistent) and cognitive dissonance (inconsistency between behavior and attitudes feels uncomfortable). (Slides: Ch6 Pt2 s11)

What are the 3 types of conformity?

1) Acceptance, 2) Compliance, 3) Obedience. (Slides: Ch6 Pt2 s13)

Define acceptance.

Acting AND believing in accord with social pressure: both behavior and attitude match the norm. (Slides: Ch6 Pt2 s13-14)

Mask example: what does acceptance look like?

Wearing a mask because you believe it stops the spread of COVID-19. (Slides: Ch6 Pt2 s13)

Define compliance.

Publicly acting in accord with a request while privately disagreeing. E.g., wearing a mask when it is recommended, to avoid judgment. (Slides: Ch6 Pt2 s13-14)

Define obedience.

Acting in accord with a direct order or command; attitude does not have to match. (Slides: Ch6 Pt2 s13-14)

Mask example: compliance vs. obedience?

Compliance: wearing one when recommended, to avoid judgment. Obedience: wearing one because it is required to enter. (Slides: Ch6 Pt2 s13)

Compliance vs. obedience: what is the key difference?

Compliance follows a request; obedience follows a command. In both, behavior matches but attitude does not have to. (Slides: Ch6 Pt2 s14)

Stevie's boss tells her to mail a letter, and she does. Which type of conformity?

Obedience (a direct order from an authority). (Slides: Ch6 Pt2 s15)

Raelene, an environmental club member, recycles her bottle. Bo brushes his teeth before work. Which type of conformity?

Acceptance (behavior and belief both match the norm). (Slides: Ch6 Pt2 s15)

Hotel towel study (Goldstein et al., 2008): what were the 3 sign conditions?

1) Standard environmental message, 2) Descriptive norm ('75% of guests reuse'), 3) Descriptive norm for guests in this same room. (Slides: Ch6 Pt2 s17)

Hotel towel study: what were the reuse rates?

Standard 37.2%, guest norm 44%, same-room norm 49.3%. (Slides: Ch6 Pt2 s18)

Hotel towel study: what is the takeaway?

A sense of social norm increased conformity, most when people felt part of a specific group. Conformity can be helpful. (Slides: Ch6 Pt2 s18)

What did Milgram's obedience studies ask?

Would ordinary people obey an authority figure to harm another person? (Slides: Ch6 Pt2 s19)

Milgram: what did experts predict, and what was the lesson?

Experts predicted under 1% would do serious harm, but far more obeyed. Following orders you disagree with can be dangerous. (Slides: Ch6 Pt2 s19-21)

What is reactance?

Acting to protect or restore your sense of freedom when you feel pressured. (Slides: Ch6 Pt2 s23; Ch7 Pt2 s7)

What is the boomerang effect?

People don't like being told what to do, so they do the opposite. (Slides: Ch6 Pt2 s23; Ch7 Pt2 s7)

Give an example of the boomerang effect.

A sign saying not to touch museum art makes you want to touch it more. (Slides: Ch6 Pt2 s23)

How can reactance be prevented?

By getting people to accept social norms (rather than ordering them). (Slides: Ch6 Pt2 s23)

Define persuasion.

The process by which a message induces a change in beliefs, attitudes, or behavior. (Slides: Ch7 Pt1 s3)

How is persuasion different from conformity?

Conformity is changing to match social norms. Persuasion is actively motivating others to change their attitudes and behavior. (Slides: Ch7 Pt1 s3)

What is the Elaboration Likelihood Model (Petty and Cacioppo, 1986)?

A dual-process model with two routes to persuasion: central and peripheral. (Slides: Ch7 Pt1 s10)

In the ELM, which thinking system matches each route?

Central = System 2 (deliberate, thoughtful). Peripheral = System 1 (little thought, gut feelings). (Slides: Ch7 Pt1 s10)

Describe the central route to persuasion.

Careful, thoughtful, reason-based consideration of the arguments. (Slides: Ch7 Pt1 s11)

When is the central route most effective?

When the audience is motivated and able to process information, and the arguments are strong (weak arguments backfire). (Slides: Ch7 Pt1 s11)

What are the outcomes of the central route?

Lasting attitude change that is more predictive of behavior change. (Slides: Ch7 Pt1 s11, 19)

Describe the peripheral route to persuasion.

Relies on simple cues and emotion (heuristics) rather than the merits of the argument. (Slides: Ch7 Pt1 s13)

Give a peripheral route example from class.

Celebrity endorsements, e.g., Peloton x Beyonce. (Slides: Ch7 Pt1 s13)

When is the peripheral route most effective, and what are its outcomes?

When the audience is unmotivated or unable to think carefully. It produces temporary attitude and behavior change ('Does it look/feel good?'). (Slides: Ch7 Pt1 s13, 19)

Exercise example: central vs. peripheral route?

Central: educational videos, physiological effects, research showing benefits. Peripheral: slogans like 'no pain, no gain', celebrities or friends making exercise seem cool. (Slides: Ch7 Pt1 s12, 14)

Central or peripheral: which works better for each audience?

Motivated, analytical, focused = central. Unmotivated, distracted = peripheral. (Slides: Ch7 Pt1 s18)

Central or peripheral: which works better for each goal?

Enduring change (e.g., public policy) = central. Immediate emotion (e.g., buying one product) = peripheral. (Slides: Ch7 Pt1 s18)

What are the 3 elements that affect persuasion?

1) The communicator (who), 2) Message content (what), 3) Message context. (Slides: Ch7 Pt1 s21)

What 3 communicator traits make persuasion more effective?

1) Credibility (believability, expertise, trustworthiness), 2) Speaking style (confident, fluent, clear, enthusiastic), 3) Attractiveness and liking. (Slides: Ch7 Pt1 s22)

What 3 aspects of message content affect persuasion?

1) Making people feel good, 2) Making people feel scared, 3) One- vs. two-sided appeals. (Slides: Ch7 Pt1 s23)

Janis et al. (1965): what did the food study find?

People who ate while reading persuasive messages were persuaded more, across all issues. (Slides: Ch7 Pt1 s24-25)

Why did eating increase persuasion in the Janis study?

The good feelings from the food became associated with the message. (Slides: Ch7 Pt1 s25)

When are fear appeals most effective?

When people are told what to do to avoid the feared outcome right after being made afraid. (Slides: Ch7 Pt1 s26)

When is a one-sided appeal best?

When the audience already agrees, generally knows the upsides and downsides, or may not find out about the cons. (Mention only the pros.) (Slides: Ch7 Pt1 s27)

When is a two-sided appeal best?

When the audience already opposes the message or will find out about the cons. (Address both pros and cons.) (Slides: Ch7 Pt1 s27)

What is the foot-in-the-door technique?

Getting someone to agree to a small request makes them more likely to agree later to a larger one. (Slides: Ch7 Pt2 s2)

Give a foot-in-the-door example.

'Can you help with this question?' then 'How about the rest of the assignment?' (Slides: Ch7 Pt2 s2)

What is the door-in-the-face technique?

After turning down a large request, people are more likely to agree to a smaller one. (Slides: Ch7 Pt2 s2)

Give a door-in-the-face example.

'Can you drive me to the airport?' then 'How about the bus stop?' (Slides: Ch7 Pt2 s2)

What is the primacy effect?

Information presented first usually has the most influence. (Slides: Ch7 Pt2 s3)

Coker (2012) hotel reviews: what did it show?

People who read positive reviews first liked the hotel more and were more likely to book it (primacy effect). (Slides: Ch7 Pt2 s3)

What is the recency effect? How common is it?

Information presented last sometimes has the most influence, because it is freshest in memory. It is less common than the primacy effect. (Slides: Ch7 Pt2 s4)

What are the 2 ways people resist persuasion?

1) Reactance, 2) Attitude inoculation. (Slides: Ch7 Pt2 s6)

Pennebaker and Sanders (1976): which sign produced more graffiti?

'Do not write on these walls under any circumstances' produced MORE graffiti than 'Please do not write on these walls.' (Slides: Ch7 Pt2 s8)

When is reactance most likely?

When people are explicitly TOLD to do (or not do) something. (Slides: Ch7 Pt2 s8)

What is attitude inoculation?

Exposing people to weak attacks on their attitudes so they develop counterarguments and can refute stronger attacks later. Like a vaccine for persuasive arguments. (Slides: Ch7 Pt2 s9)

McAlister et al. (1980): what was the tobacco inoculation design?

A longitudinal study of 7th graders: taught counterarguments to peer pressure and tobacco ads (inoculation) vs. general health education (control). (Slides: Ch7 Pt2 s10)

McAlister et al. (1980): what was the result?

The inoculated school had lower smoking rates over time than the control school. (Slides: Ch7 Pt2 s11)

Roozenbeek and van der Linden (2019): what was the misinformation design?

Participants played the Bad News Game (inoculation) or Tetris (control). DV: spotting fake news over 13 weeks. (Slides: Ch7 Pt2 s12)

Bad News Game study: what was the result?

The inoculated group rated fake news as less reliable, and the effect lasted over 13 weeks. (Slides: Ch7 Pt2 s13)

How does social psychology define a group?

Two or more people who, for longer than a few moments, interact with and influence one another and perceive one another as 'us'. (Slides: Ch8 Pt1 s4)

What is collective influence?

By interacting, groups affect their members and members affect their groups: a bidirectional, interdependent relationship. (Slides: Ch8 Pt1 s4)

Which counts as a group: a soccer team, a doctor and patient, or 4 people at a bus stop?

The soccer team and the doctor and patient (they interact and influence each other). People waiting at a bus stop are not a group. (Slides: Ch8 Pt1 s4)

What are the 3 goals groups help us achieve?

1) To affiliate (belonging, feeling part of an 'us'), 2) To achieve (emotional and instrumental support), 3) To gain a social identity. (Slides: Ch8 Pt1 s5)

What is social facilitation?

The mere presence of others improves performance. (Slides: Ch8 Pt1 s9)

What did Triplett (1889) find?

Cyclists rode faster racing each other than racing the clock; kids reeled in fishing line faster with other kids around (social facilitation). Also seen in animals. (Slides: Ch8 Pt1 s9)

What is social inhibition? Classic example?

The mere presence of others hinders performance. Allport (1920): students refuting philosophical arguments did worse in front of others. (Slides: Ch8 Pt1 s10)

What is a dominant response?

Our 'default' response: the action that comes most naturally in that situation. (Slides: Ch8 Pt1 s11)

What does the presence of others do to the dominant response?

It strengthens it. (Slides: Ch8 Pt1 s11, 13)

Which tasks show social facilitation vs. social inhibition?

Simple, well-learned tasks (dominant response correct) = facilitation. Complex, novel tasks (dominant response wrong) = inhibition. (Slides: Ch8 Pt1 s11)

Michaels et al. (1982): what did the pool player study show?

When watched, good players improved (71% to 80% of shots) and poor players got worse (36% to 25%). Expertise makes complex tasks simple. (Slides: Ch8 Pt1 s12)

Why does the presence of others affect performance?

It increases mental and physiological arousal, which strengthens the dominant response. (Slides: Ch8 Pt1 s14)

What is the first mechanism for increased arousal around others?

Evaluation apprehension: concern about how others are evaluating us. It causes distraction and cognitive overload. (Slides: Ch8 Pt1 s15)