PSYC 2210 EXAM 2 QUESTIONS WITH VERIFIED ANSWERS
social influence - Answers - the ways in which people are affected by the real,imagined,
and implied pressures of others
"Automatic" Social Influence - Answers - As social animals,we are vulnerable to subtle,
reflexive influences
• The social yawn
• Social laughter
chameleon effect - Answers - tendency to mimic the motor behavior of interaction
partners
Conformity - Answers - the tendency to change our perceptions, opinions, or behavior in
ways that are consistent with group norms
Solomon Asch - Answers - conformity line experiment study showed that people
conform for two main reasons: because they want to fit in with the group (normative
influence) and because they believe the group is better informed than they are
(informational influence).
normative influence - Answers - influence stemming from fear of negative social
consequences of deviance
informational social influence - Answers - influence that stems from the belief others are
correct in their judgements
Social Consequences - Answers - - exclusion
- sideways glance
- anxiety
- etc
Normative influence increases when.... - Answers - • People believe not conforming will
subject them to social punishments
• A group has an important goal that requires agreement
• E.g., a jury, group projects, sports teams
• A group is cohesive, meaning its members are similar, respect each other, and
depend on each other
• E.g., sports teams, political parties,
Informational influence occurs when... - Answers - • The correct response is ambiguous
or the task is complicated
• E.g., church as a kid
, • The majority are perceived to be better-informed than us
• "well, he's a doctor, he knows what cigarettes are healthy"• When the majority are
united in their endorsement of the "correct"response
• Politics?
Public compliance - Answers - result of normative influence: conforming to a request or
norm even though you don't necessarily think it is the right thing to do
Private acceptance - Answers - result of informational influence: person changes their
attitudes and beliefs to match the position taken by others
Acceptance - Answers - conforming to a request or norm because you think it is the
right thing to do
conformity - Answers - conforming to a request or norm even though you don't think it is
the right thing to do
compliance strategies - Answers - speed, preparedness, simplicity, uniqueness
Speed - Answers - compliance strategy: faster than average speech is perceived as
more persuasive than slower speech
preparedness - Answers - compliance strategy: if you catch people off guard they are
more likely to comply
simplicity - Answers - compliance strategy: the simpler the request the more likely to
see compliance
uniqueness/mindlessness - Answers - compliance strategy: mindlessness can make us
less compliant / uniqueness of request interrupted mindless refusal
Six Basic Principles of Compliance - Answers - (CCARLS)
authority, scarcity, liking, commitment, reciprocity, consensus
authority - Answers - We're more willing to comply with someone who's a legitimate
expert or with power over us
Scarcity - Answers - Things that are hard to get are more attractive
Liking - Answers - tend to comply to the requests of people we know and like
Commitment - Answers - once we've taken a position, we are more likely to comply with
anything consistent with that position (cog diss don't want to be hypocrites)
Reciprocity (compliance principle) - Answers - feel obligated to comply with people who
have done us a favor
social influence - Answers - the ways in which people are affected by the real,imagined,
and implied pressures of others
"Automatic" Social Influence - Answers - As social animals,we are vulnerable to subtle,
reflexive influences
• The social yawn
• Social laughter
chameleon effect - Answers - tendency to mimic the motor behavior of interaction
partners
Conformity - Answers - the tendency to change our perceptions, opinions, or behavior in
ways that are consistent with group norms
Solomon Asch - Answers - conformity line experiment study showed that people
conform for two main reasons: because they want to fit in with the group (normative
influence) and because they believe the group is better informed than they are
(informational influence).
normative influence - Answers - influence stemming from fear of negative social
consequences of deviance
informational social influence - Answers - influence that stems from the belief others are
correct in their judgements
Social Consequences - Answers - - exclusion
- sideways glance
- anxiety
- etc
Normative influence increases when.... - Answers - • People believe not conforming will
subject them to social punishments
• A group has an important goal that requires agreement
• E.g., a jury, group projects, sports teams
• A group is cohesive, meaning its members are similar, respect each other, and
depend on each other
• E.g., sports teams, political parties,
Informational influence occurs when... - Answers - • The correct response is ambiguous
or the task is complicated
• E.g., church as a kid
, • The majority are perceived to be better-informed than us
• "well, he's a doctor, he knows what cigarettes are healthy"• When the majority are
united in their endorsement of the "correct"response
• Politics?
Public compliance - Answers - result of normative influence: conforming to a request or
norm even though you don't necessarily think it is the right thing to do
Private acceptance - Answers - result of informational influence: person changes their
attitudes and beliefs to match the position taken by others
Acceptance - Answers - conforming to a request or norm because you think it is the
right thing to do
conformity - Answers - conforming to a request or norm even though you don't think it is
the right thing to do
compliance strategies - Answers - speed, preparedness, simplicity, uniqueness
Speed - Answers - compliance strategy: faster than average speech is perceived as
more persuasive than slower speech
preparedness - Answers - compliance strategy: if you catch people off guard they are
more likely to comply
simplicity - Answers - compliance strategy: the simpler the request the more likely to
see compliance
uniqueness/mindlessness - Answers - compliance strategy: mindlessness can make us
less compliant / uniqueness of request interrupted mindless refusal
Six Basic Principles of Compliance - Answers - (CCARLS)
authority, scarcity, liking, commitment, reciprocity, consensus
authority - Answers - We're more willing to comply with someone who's a legitimate
expert or with power over us
Scarcity - Answers - Things that are hard to get are more attractive
Liking - Answers - tend to comply to the requests of people we know and like
Commitment - Answers - once we've taken a position, we are more likely to comply with
anything consistent with that position (cog diss don't want to be hypocrites)
Reciprocity (compliance principle) - Answers - feel obligated to comply with people who
have done us a favor
