Social Influence, Group Dynamics, and Interpersonal Relationships in Psychology

Social Influence

Change in behavior or beliefs due to real or imagined social pressure.

Conformity

Adjusting behavior or beliefs to match others.

Compliance

Following a direct request.

Obedience

Following commands from authority.

Informational Social Influence

Conforming because others are seen as a source of accurate information in ambiguous situations.

Normative Social Influence

Conforming to gain social approval or avoid disapproval.

Sherif's Autokinetic Effect Study (1936)

Participants' judgments of light movement converged in groups; informational influence → private acceptance.

Asch's Line Study (1951)

Participants conformed to wrong group answers; normative influence → public compliance.

Descriptive Norms

Describe what people actually do.

Injunctive Norms

Indicate what people should do.

Latane's Social Impact Theory

Conformity depends on strength, immediacy, and number of people (up to ~4-5). Allies reduce conformity.

Norm of Reciprocity

Feeling obligated to return favors.

Door-in-the-Face Technique

Large request (refused) → smaller request accepted due to reciprocity.

Foot-in-the-Door Technique

Small request → compliance → larger request later (consistency).

That's-Not-All Technique

Add bonuses before decision to increase compliance.

Milgram's Obedience Study (1963)

62.5% delivered max shock; obedience due to authority pressure and gradual escalation.

Mechanisms of Obedience

Normative and informational influence, conforming to wrong norm, and dissonance reduction.

Minimal Groups

Groups with minimal interaction or interdependence.

Social Groups

Two or more people who interact and are interdependent.

Reasons People Join Groups

Need to belong, gain resources, reduce ambiguity, define acceptable behavior.

Social Norms

Shared rules for behavior.

Social Roles

Expectations about individual behavior in a group.

Stanford Prison Experiment (Zimbardo, 1973)

Roles influenced behavior; guards became abusive, prisoners passive. Shows power of roles.

Group Cohesiveness

Qualities that bind members and promote liking.

Social Facilitation

Presence of others improves simple tasks, worsens complex ones (arousal).

Social Loafing

Worse performance on simple tasks, better on complex tasks when individual effort not evaluated.

Deindividuation

Loss of self-awareness and control in groups (mobs, anonymity).

Process Loss

Group interaction that inhibits problem-solving (e.g., failure to share info).

Groupthink

Cohesion > critical thinking; symptoms include invulnerability, self-censorship, and pressure to conform.

Preventing Groupthink

Impartial leaders, outside opinions, devil's advocate, subgroups, anonymous voting.

Group Polarization

Groups make more extreme decisions than individuals.

Social Dilemmas

Individual gain harms group interest.

Prisoner's Dilemma

Cooperation vs. competition model.

Tit-for-Tat Strategy

Start cooperatively and mirror partner's moves.

Negotiation

Process of reaching agreement via offers and counteroffers.

Propinquity Effect

More exposure = more likelihood of friendship (Festinger et al., 1950).

Functional Distance

Situational closeness that increases contact.

Mere Exposure Effect

Familiarity increases liking (Zajonc, 1968; Moreland & Beach, 1992).

Similarity Principle

We like people with similar beliefs and attitudes.

Matching Hypothesis

People pair with others of similar attractiveness.

Reciprocal Liking

We like people who like us.

Physical Attraction

Symmetry and "what is beautiful is good" effect.

Companionate Love

Deep affection, intimacy, and trust.

Passionate Love

Intense longing and arousal.

1+1

2

Secure (~56%)

Trusting; caregiver responsive.

Avoidant (~25%)

Distant caregiver; dismissive of intimacy.

Anxious-Ambivalent (~19%)

Inconsistent caregiver; clingy, fear of abandonment.

Social Exchange Theory

Relationship satisfaction = rewards - costs.

Comparison Level

Expected standard for satisfaction.

Comparison Level for Alternatives

Determines commitment.

Investment Model

Commitment depends on satisfaction, alternatives, and investment.

Equity Theory

Most satisfied when rewards-to-costs ratio is equal.

Evolutionary Mating Theory

Men value fertility cues; women value stability/resources due to parental investment differences.