social influence- social psychology ch. 7

a type of social influence in which individuals change their attitudes, behaviors, and feelings of one or more others
social influence
efforts by one or more persons to change the behavior, attitudes or feelings of one or more others
a form of social influence involving direct requests from one person to another
a form of social influence in which one person simply orders one or more others to perform some action(s)
symbolic social influence
a form of social influence resulting from the mental representation of others or our relationship with them- how we are influnced by others evvven when they are not there
social norms
rules indicating how individuals are expected to behave in specific situations
autokinetic phenomenon
the apparent movement of a single stationary source of light in a dark room. often used to study the emergence of soal norms and social influence. -Sherif
-the extent to which we are attracted to a social group andd want to belong to it
-factor affecting our tendency to conform
group size
the larger the group, the greater our tendency to conform
descriptive norms
norms simply indicating what most people do in a given situation
injunctive norms
what ought to be done; approved or disapproved behavior in a given situation
normative focus theory
suggests that norms wiill influence behavior only to the extent that they are significant/ salient for the people involved at the time the behavior occurs
normative social influence
-social foundation of conformity
social influence based on the desire to be liked or accepted by other people.
ex. agreeing and behaving with our teammates to gain their approval
informational social influence
social foundation of conformity
social influence based on the desire to be correct
introspection illuusion
our belief that social influence plays a smaller role in shaping our own actions than it does in shaping the actionss of others
six basic principles of compliance
1- friendship/liking
5-social validation
tactic based on friendship
-getting others to like us so that they will be more willing to agree to our requests
incidental similarity
tactic based on friendship
-calling attention to small and slightly surprising similarities between another individual and ourself to increase the chances that they will agree to requests we make
foot-in-the-door technique
a procedure for gaining compliance in which requesters begin with a smmall request and then, when this is granted, escalate to a larger one (the one they actually desired all along)
ex. borrowing friend’s class notes
low-ball procedure
A technique for gaining compliance in which an offer or deal is changed to make it less attractive to the target person after this person has accepted it
ex. car salesperson
door-in-the-face technique
persuasive technique involving making an unreasonably large request before making the small request we’re hoping to have granted
that’s-not-all technque
technique for gaining compliance in which requesters offer additional benefits to target people beeforre thhey have decided hethere to comply with or reject specific requests
playing hard to get
a technique that can be used for increasing compliance by suggesting that a person or object is scarce and hard to obtain
deadline technique
A technique for increasing compliance in which target people are told that they have only limited time to take advantage of some offer or to obtain some item