Flashcards: Social Influence and Obedience — 58 cards

What is social influence according to Doise (1982)?

Processes modifying an individual's perceptions, judgments, attitudes, or behaviors when encountering others.

In what contexts can social influence occur?

Between two individuals, within a group, or within an organization.

Can social influence produce both positive and negative effects?

Yes, depending on the point of view.

Name one of the six vectors of social influence.

Personality factors.

What is a key difference between voluntary agreement and obedience?

Obedience is obtained through coercion or submission to legitimate authority.

What are distinct ways to obtain behavior or thought from another person?

Authority, coercion, information, persuasion, seduction, and manipulation.

What is the effect of coercion on mindset or attitude change?

Coercion almost never produces the mindset or attitude change needed for sustainable behavior.

In Kurt Lewin's 1944 experiment, when was behavior change stronger?

When participants discussed and decided together based on shared beliefs and norms.

Which author conducted the 1944 experiment on behavior change and group discussion?

Kurt Lewin.

What did Moriarty's 1975 restaurant experiment measure?

The frequency of attempts to stop a thief under different levels of participant contact.

What percentage of participants tried to stop a thief after engagement in Moriarty's 1975 experiment?

100%.

What percentage of participants tried to stop a thief with light contact in Moriarty's 1975 experiment?

12%.

Who conducted the 1975 restaurant experiment on intervention to stop a thief?

Moriarty.

What does identification transform in behavior?

It transforms externally determined behavior into internally attributed behavior.

How does identification reinforce behavior?

By linking behavior to personality and higher social values.

What does de-identification cut to prevent bad behavior?

It cuts the naturalization link between behavior and personality.

What does de-identification establish to prevent recurrence?

A contract about preventing recurrence.

What are examples of external determinants of behavior?

Situation, context, group, leader, authority, and culture.

What are examples of internal determinants of behavior?

Personality, identity, and attitudes.

How do people commonly explain their behavior?

Through their personality, values, or beliefs.

What shift occurs when people explain behavior by personality?

A shift from external determinism to internal determinism.

What is cognitive dissonance?

A situation with conflicting attitudes, beliefs, or behaviors causing discomfort.

What increases the strength of cognitive dissonance?

A stronger connection between conflicting cognitions and primary values.

What is engagement according to C. Kiesler, 1960?

The link connecting an individual to their actions through a promise or beginning of action.

What does engagement activate in a person?

Personal responsibility and persistence.

When is an action more engaging?

When it is public, explicit, repeated, irrevocable, costly, consequential, and freely chosen.

What effect does engagement produce on freely chosen actions?

Engagement produces a freezing effect narrowing possible choices.

What is consistency according to Cialdini (1984)?

Consistency is the tendency to appear and remain consistent with past actions.

What can consistency lead to in behavior?

Consistency can lead to escalation of commitment.

How does the foot-in-the-door technique obtain compliance?

By first requesting a small behavior, then a larger consistent one.

What was the agreement rate without a preparatory act in Freedman and Fraser's 1966 study?

22% agreed without a preparatory act.

How did a preliminary phone call affect agreement in Freedman and Fraser's 1966 study?

Agreement rose to 53% after a preliminary phone call.

Which study showed increased compliance after a preparatory phone call?

Freedman and Fraser's 1966 study showed this effect.

What is reciprocity in social influence?

The tendency to repay what another person has given.

Which author defined reciprocity in 1984?

Cialdini.

What is the first step in the door-in-the-face technique?

Making a costly request likely to be refused.

What follows the initial refusal in the door-in-the-face technique?

Making the smaller request the requester actually wants.

What is likeability in social psychology?

A positive emotion that increases willingness to agree with someone.

Name one factor that influences likeability.

Familiarity.

What effect did touching have in Guéguen's 2001 street-money study?

It increased giving money from 28% to 47%.

Who conducted the 2001 street-money study on touching and giving?

Guéguen.

What effect does scarcity have on perceived value?

Scarcity makes opportunities seem more valuable when limited.

What motivates people more: fear of loss or prospect of gain?

People are often more motivated by fear of losing something.

What is authority in social terms?

Authority is a socially learned and legitimate status.

Name symbols that represent authority.

Titles, uniforms, and clothing symbolize authority.

What can authority generate in people?

Authority can generate obedience.

What did Guéguen et al. (2002) study find about freedom to click?

Saying people were free to click increased website visits from 65.3% to 82%.

In which year did Guéguen and colleagues publish their study on website visits?

In 2002.

What did Milgram's experiment show the learner receiving for wrong answers?

Increasingly strong electric shocks.

Who instructed the teacher to continue in Milgram's experiment?

The experimenter.

What percentage obeyed to the maximum shock in Milgram's original study?

65%.

What is an agentic state?

A mental state where a person sees themselves as an instrument of an entity and transfers responsibility to it.

How did participants show internal conflict during obedience?

By sweating, trembling, stuttering, nervous laughter, helping attempts, and denying victim's humanity.

When does obedience increase regarding the authority figure's prestige and proximity?

Obedience increases when the authority figure has high prestige and is physically close.

Why does obedience decrease when the victim is physically close?

Visible signs of suffering trigger an empathic response.

What percentage of participants disobeyed when other teachers disobeyed the experimenter?

90% of real participants disobeyed.

What does 90% disobedience when others disobey show about group influence?

Group influence can free individuals from authority.

How does the method of delivering instructions affect obedience?

Obedience decreases when instructions are not delivered face-to-face by the experimenter.