Social (Test 3 Outline)

These flashcards cover key terms and concepts related to social influence, persuasion, and personal relationships.

Conformity

Changing behavior to match others without a direct request.

Compliance

Changing behavior in response to a direct request.

Obedience

A form of compliance to an authority figure's direct request.

Normative influence

Going along with the group to gain approval or avoid rejection.

Informational influence

Going along with the group because one believes the group is correct.

Rejection

Exclusion or dislike of an individual who disagrees with a group.

Argue (in terms of rejection)

To convince a dissenter that they are wrong.

Ignore (in terms of rejection)

To not listen to a dissenter and exclude them from the discussion.

Punish (in terms of rejection)

To expel or make a dissenter unhappy in the group.

Descriptive norms

Going along with behaviors that the group actually does.

Injunctive norms

Going along with behaviors that are typically approved of by the group.

Moscovici’s Theory

Minority influence through the style of the argument against majority influence.

Unanimity

The condition when everyone in the group agrees, increasing pressure to conform.

Immediacy

The likelihood of conformity increases with physical closeness to the group.

Social strength

The influence increases if the group is significant to the individual.

Ambiguity

When answers are unclear, individuals are more likely to conform.

Crisis

A situation that increases reliance on group information.

Social contagion

The spread of behaviors, emotions, or ideas through a population.

Mass psychogenic illness

Psychosomatic illness that spreads through a group.

Tanganyikan Laughing Epidemic

An example of mass hysteria where laughter spread through a school.

Dancing Plague of 1518

Historical event where people danced uncontrollably, leading to deaths.

Warren County High School incident

Mass outbreak of symptoms related to perceived gasoline exposure.

Milgram's obedience study

Experiment showing people will obey authority even to harmful extents.

Psychiatrist Survey (Milgram)

Predicted that only 1 in 1000 would obey authority in the experiment.

Commitment and consistency principle

Humans desire to be consistent in their behaviors.

Foot in the door technique

Gradual increase of requests, starting with a small one.

Low-ball technique

Getting a person committed to a low-cost offer with hidden additional costs.

Bait-and-switch technique

Advertising an attractive offer but substituting it for a less attractive one.

Labeling technique

Assigning a label to someone to encourage behavior consistent with that label.

Reciprocation principle

The expectation to return a favor.

Door in the face technique

Start with a large request and follow it with a smaller, more reasonable one.

Conceivable request

A request that is feasible and achievable.

That’s not all technique

Making an offer more appealing by adding additional benefits.

Favors in compliance

Performing favors for others increases their likelihood to reciprocate.

Scarcity principle

Perceived rarity increases desirability.

Limited number tactic

Claiming a restriction on product availability to increase urgency.

Fast-approaching deadline principle

Imposing a time limit to facilitate quicker decisions.

Pique technique

Arousing interest in order to gain compliance.

Disrupt then reframe technique

Disruption of cognitive patterns enhances persuasion.

Friendship and liking

We are influenced more by people we like or have relationships with.

Incidental similarity

Finding common ground with someone to enhance attraction.

Ingratiation

Complimenting someone to get favors or requests fulfilled.

Self-promotion

Gaining attraction by highlighting one's own achievements.

Source credibility

The perceived trustworthiness of a source delivering a message.

Sleeper effect

Delayed influence of a message from a low-credibility source.

Expertise

Perception of an individual's qualification can increase persuasion.

Trustworthiness

The believed honesty of the source is crucial for credibility.

Source likability

We are more likely to be persuaded by sources we like.

Similarity in persuasion

We tend to trust and be influenced by those who are similar to us.

Attractiveness bias

Assumption that attractive individuals are more favorable.

Personal importance in persuasion

Messages that are personally relevant are more persuasive.

Humor in persuasion

Humor increases attentiveness and remembering of information.

Fear in persuasion

Moderate fear is most effective in changing behavior.

Primacy effect

Initial arguments heard tend to have more persuasive power.

Recency effect

Recent arguments can also be persuasive if within a certain time frame.

Receptivity in persuasion

Acknowledgment of the message is required for effective persuasion.

Yielding in persuasion

Acceptance and willingness to adopt the message.

Emotional states in persuasion

Good moods can increase openness to persuasion.

Intelligence in persuasion

Individuals with moderate intelligence are more easily persuaded.

Need for cognition

People who enjoy thinking are more likely to engage with strong arguments.

Self-presentation

Desire to maintain a favorable image may influence persuasive outcomes.

Active vs passive persuasion

Active persuasion requires more effort and is suitable for strongly-held beliefs.

Repetition in advertising

Effective when starting with a neutral or positive message.

Subliminal advertisement

Subtle messages can influence individuals if predisposed.

Elaboration Likelihood Model

A theory of persuasion proposing two distinct routes to attitude change—central and peripheral—based on an individual’s motivation and ability to process information

Central route to persuasion

Focus on the strength of the argument for long-lasting attitude change.

Peripheral route to persuasion

Use external cues to influence short-term attitude change.

Attitude inoculation

Familiarization with counterarguments to strengthen one's position.

Forewarning

Alerting someone about potential persuasion efforts builds resistance.

Group

Requires at least two individuals, may or may not interact.

Cohesiveness

The closeness and bonding among group members.

Interdependence

Reliance on others within the same group.

Deindividuation

Loss of self-awareness in groups leading to behavior changes.

Transactive memory

Relying on others in the group to remember and share information.

Common knowledge effect

Preference for shared knowledge increases group dynamics.

Group polarization

Discussion leads to more extreme positions or decisions within a group.

Social Facilitation Theory (Zajonc, 1965)

Individuals perform better on tasks when being judged by others.

Commons dilemma

Shared resources are often used inefficiently due to self-interest.

Social loafing

Tendency to put forth less effort when in a group.

Individualist cultures

Show more social loafing than collectivist cultures.

Task appeal in social loafing

Complex or appealing tasks reduce likelihood of loafing.

Groupthink

Tend to think alike rather than independently. Prioritizing cohesiveness over logic.

Belief in decision

Strong belief in the correctness of group decisions enhances conformity.

Minority influence

Persistence and support from the minority can change majority opinion.

Accuracy motivation in groups

Groups with accuracy goals are more likely to listen to minorities.

Attraction

Desire to seek and maintain relationships with others.

Similarity

We prefer those with physical and attitudinal similarities.

Matching Hypothesis

People are attracted to those with equal levels of attractiveness.

Social Exchange Theory

We evaluate relationships based on costs and benefits.

Proximity effect

Physical closeness increases likelihood of relationship formation.

Self-disclosure

Sharing personal information increases relational attraction.

Social Allergy Effect

Partner's annoying traits may become more pronounced over time.

Companionate love

Calm and stable love that grows over time in long-term relationships.

Sternberg’s Triangle of Love

Consists of intimacy, passion, and commitment in relationships.

Communal relationships

Sharing resources and responsibilities without strict accounting.

Bowlby's Attachment Theory

Early parent-child bonds affect future relationships.

Anxious/Ambivalent attachment

Desire for closeness with anxiety over commitment and abandonment.

Secure attachment style

Comfortable with intimacy and independence in relationships.

Investment Model of Relationships

Evaluates satisfaction based on benefits, costs, and perceptions of alternatives.

Equity Theory in relationships

Satisfaction arises when input-output ratios match in relationships.