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Complete exam study guide on Social Psychology 11th Edition, (2022) By Elliot Aronson & 4 More All Chapter 1-13 Latest Version
Typology: Exams
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Social Influence Change in overt behavior caused by real or imagined pressure from others Compliance Refers to the act of changing one's behavior in response to a direct request. Conformity Changing one's behavior to match the responses or actions of others, to fit in with those around us. Obedience
A special type of compliance involving changing one's behavior in response to a directive from an authority figure. Motivations of social influences, why might people agree to be influenced? accuracy, social approval/reciprocity, commitment/consistency. Conformity, obedience, compliance. They are not about social HAVING social influence. They are about ____ to social influence Yielding Asch Study A study demonstrating conformity where participants went against their own senses to conform to a group's incorrect answers. Consensus pressure The tendency for people to conform, even if it is clearly wrong, as shown in Asch's Study. Milgram Study An obedience study where participants administered shocks to learners under the pressure of an authority figure.
Social validation is motivated by: accuracy commitment/consistency reciprocity accuracy How do social norms relate to social influence? Descriptive norms are the desire to be accurate Injunctive norms are what others will accept Both effect how people are influenced by others Descriptive norms Social norms that describe what is typically done. Injunctive norms Social norms that describe what is typically approved or disapproved of.
Reciprocity The tendency to repay favors to others, influencing compliance. reciprocity relation to social influence It makes us repay others with favors if they have done favors for us Disagreeing confederate study A study where a confederate expressed differing opinions in a group, leading to negative reactions until conforming to the majority. There were no negative reactions when they conformed Reciprocal concession The obligation to concede to someone who has conceded to you. That's not all technique A compliance technique where the requester provides a deal, then sweetens it before a response, creating a sense of obligation. Which two techniques use reciprocal concession? Door in the face and thats not all
The norm requiring us to repay others with behavior similar to what they have given us. Door in the face vs that's not all In 'that's not all,' the target person does not reject the first offer before a better one is presented. What are the four commitment initiating influence techniques Lowball, bait and switch, foot in the door, labeling bait-and-switch technique gaining a commitment to an arrangement, then making the arrangement unavailable or unappealing and offering a more costly arrangement Low ball A compliance technique involving initially offering a deal at a lower price than what is actually intended. labeling technique assigning a label to an individual and then requesting a favor that is consistent with the label
How does situation relate to social influence Attractiveness of others can influence decisions How similar people are with the requestor Whether they are part of the ingroup When decisions are public (not private) What are the three main parts of "The self?"
Downward Social Comparison Comparing oneself to others who are worse off, leading to an enhanced sense of well-being. Motives Related to Self-Concept
better than average effect the tendency to rank oneself higher than most people on positive attributes example of better than average effect Low Self-Monitoring A personality trait characterized by a lack of concern about social appropriateness or conformity. self serving bias example When you get an A+: yay i'm smart When you get a F : the professor hates me Internal Locus of Control perception that you have personal control over situations, and their actions matter External locus of control the perception that chance or outside forces beyond your personal control determine situations. Actions cannot change anything
if people don't have skills, they can't do well; they default to the idea that they WILL do well Examples of Dunning-Kruger Effect a person thinking they are as skilled as professional athletes at something when they are not even close basking in reflected glory the process of associating ourselves with successful, high-status others or events basking in reflected glory example my friends are all getting home office jobs, i feel better about myself being in my friend group Cutting off reflected failure (CORFing) distancing self from those who make us look bad by association Group membership is important to our self esteem, what is the Sociometer Theory> Internal system to monitor how connected we are, perceived belongingness
self presentation process of controlling the impressions people form of us (or trying to control) Self presentations relation to "true self" and public self the way we self present is different depending on the situation Multiple selves relation to self presentation self-presentation involves strategic editing of information. Revealing different things in our schema Why do people self present? When we want something, make impressions, present to audiences Observers influence on self presentation more self-presentation if observers influence if we obtain our goal, more critical to our goal is the more we self-present. When are people more likely to self present
· Undesirable (a short, young, unathletic freshman with a girlfriend and no car). o The women were told the male held either traditional or nontraditional beliefs about gender roles. o When the man was desirable, the women tended to adjust their opinions on gender roles to match his beliefs, even if they didn’t align with their own. Discounting Principle The tendency to reduce the importance of a particular piece of information. Claiming Competence Asserting or demonstrating one's skills or abilities in a particular area. 4 strategies of self promotion
