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SOP 3004 Exam 3 with correct Answers (Graded A)
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SOP 3004 Exam 3 with correct Answers
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SOP 3004 : Exam 3 with correct Answershierarchy of social influence - Answer- Change in behaviors/beliefs stemming from:
1. conformity - real or imagined group of others
2. compliance- a direct request
3. obedience- commands of an authority
conformity - Answer- A change in one's behavior due to the real or imagined influence
of other people
- implicit and explicit forms
- group norms = influence
EX: fashion trends & peer pressure
why do we conform? - Answer- - we don't know what to do in confusing/unusual
situations
- people around us serve as cues for how to act
- we want to fit in --> don't want to be rejected
informational social influence - Answer- Influence of others that leads us to conform
because we see them as a source of information to guide our behavior
We think that others' interpretations in an unusual situation is:
- accurate
-helpful when choosing a course of action
EX: Where do I wait in line?
times we engage in informational social influence - Answer- 1. situation is ambiguous or
uncertain
2. situation is a crisis
-> need to act immediately
-> look to others how to respond
-> might not always be right
3. other people around you are perceived to be experts
4. need to be accurate
private acceptance - Answer- conforming to other people's behavior out of a genuine
belief that what they are doing or saying is right
normative social influence - Answer- influence of others that leads us to conform in
order to be liked and accepted by them
,- we have a fundamental need to belong
- strongest when everyone in group is in agreement
We do not want to:
- attract unwanted attention
- feel like a fool
- be rejected
public compliance - Answer- conforming to other people's behavior publicly without
believing in it privately
- we tend to adhere to the social norms of the situation
social norms - Answer- The implicit or explicit rules a group has for the acceptable
behaviors, values, and beliefs of its members
- incredibly powerful force shaping our behaviors
--> more powerful than personal beliefs
- shape our attitudes
- deviating from the norm is often disapproved of or seen as weird
Sherif autokinetic effect study - Answer- - ambiguous stimuli
- Informational social influence occurred
--> Private acceptance
--> "need to know what's right"
Asch Line Study - Answer- - Unambiguous stimuli
- Normative social influence occurred
-- > Public compliance
--> "need to be accepted"
social impact theory - Answer- the idea that conforming depends on:
-strength -> group's importance
- immediacy -> closeness in time and space
- number -> amount of people in group (higher # = more conformity)
allies in dissent - Answer- when at least 1 person dissents from the group, it gives
others the courage to stand up and not conform
Injuctive social norms - Answer- - what behaviors we think others approve/disapprove of
- motivate behavior through rewards (normative) and punishments (nonnormative)
EX: "treat others how you want to be treated"
descriptive social norms - Answer- how people actually behave in given situations,
regardless of whether it is approve /disapproved of by others
- motivate behavior by informing people what is affective or adaptive
EX: "My parents don't drink, so I don't drink"
, compliance - Answer- conforming favorably to an explicit request by another person
- direct request = influence
norm of reciprocity - Answer- When someone does something for you, it obligates you
to do something back
- Very powerful-. present in every society
- We don't want to feel indebted
EX: waiter leaving mint on bill = increase in tip
sequential request techniques - Answer- make two requests BUT second is the real
request
- door in the face
- foot in the door
- thats not all
door-in-the-face technique - Answer- - large request followed by smaller request
- pressure to comply with smaller 2nd request
EX: asking for a dog THEN asking for a fish
WHY
- creates guilt from saying no to the first request
- relative smallness of 2nd request seen as a concession
-> want to reciprocate by fulfilling second request
foot-in-the-door technique - Answer- - small initial request followed by second larger
request
- only works if person complies with 1st request
EX: asking for help on a question THEN asking to do entire assignment
WHY
- "compiled with 1st, so why not comply with 2nd?"
- people want to be seen as consistent
that's-not-all technique - Answer- - when the initial deal gets sweeter
EX: 50 inch TV on sale for $600 AND free blue-ray player included
WHY
- Adding something to original offer can be seen as a concession
-> creates pressure to reciprocate
propoganda - Answer- - deliberate, systematic attempt to advance a cause by
manipulating mass attitudes and behaviors
- often through misleading or emotionally charged information
EX: used in govt -> nazi regime
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