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Social Influence - exercise of social power to change others'…
Social Influence
- exercise of social power to change others' attitudes/behaviors
Depends on
Access to resources
Social position
Likability
Behavioral consequences of social influence (types of social influence)
Conformity
Yielding to group pressure by copying the behavior and beliefs of others
Experiments
Sherif's Norm Development
Influence stronger in higher uncertainty / with confident confederates
Durability of social norms
Asch's line judgment
Why do we conform?
Normative social influence
Outcome / normative dependence
Norms:
Injunctive
Descriptive
Normative focus theory:
salience
Informational social influence
Information dependence
Factors influencing conformity
Group factors
Group size
Group cohesiveness
Social support
Personal factors
Self-awareness
(public)
Self-presentation
(individualist)
Desire for personal control (nonconformity)
Independence
Anticonformity -
theory of psychological reactance
Nonconformity
Johnny Rocco study
Other research
Less likely to tolerate dissent when it involves an important group value / when in an intergroup context
Ostracism - social control mechanism
Social rejection - depression
Minority influence
Central route processing & divergent thinking
Effectiveness determined by
Consistency
Confidence
Flexible, open-minded
Argue in direction of evolving social norms
Single minorities vs double minorities
Compliance
Publicly acting in accord with a direct request
Types
External compliance
Internal compliance (internalization)
Factors influencing compliance
Positive mood
Self-enhancement motive
Reciprocity
Reciprocity norm
"Creditors"
Giving reasons
Authority
Two-step compliance strategy
Foot-in-the-door
Self-perception theory
Door-to-the-face
That's-not-all
Low-balling
Post-decision cognitive dissonace
Pique techinique
Obedience
The performance of an action in response to a direct order
Milgram's obedience experiments
Ceding of responsibility to authority figure
Latest research
Obedience a function of social identification
Personal and political variables
+ve correlation with agreeableness, conscientiousness
+ve correlation with rebellious political activism
-ve correlation with "left" political orientation
Zimbardo's prison experiment
BBC prison study
Factors influencing obedience
Source
Proximity of authority figure
Proximity of learner
Group pressure
Social Impact Theory
Number
Strength
Immediacy