Please enable JavaScript.
Coggle requires JavaScript to display documents.
Chap 9: Social Influence - Coggle Diagram
Chap 9: Social Influence
Conformity
Reasons
Informational
Social Influence
Factors
Need to be accurate
makes one
more susceptible
to
informational social influence
Situation is a crisis
Ambiguous Situation
Pluralistic Ignorance
mistaking others calm demeanor as sign that nothing unusual is happening
embarrassing if found to be wrong
belief that others interpretation of
an ambiguous situation is correct
using others as a source of information
Sherif
Procedure
Participant is seated in dark room
with dot of light in room
asked to estimate distance
moved by light
participant repeats experiment with two other participants and all participants make judgements out loud
used autokinetic effect
because of its ambiguity
distance moved by light is perceived
differently by different people
Results
people tended to converge
on a common estimate
Private Acceptance :check:
"conforming to others' behaviour because
they genuinely believe it is right"
Public Compliance :red_cross:
"conforming to others' behaviour publicly without
neccesarily believing in that behaviour"
not supported because participants still rated distance moved similarly even without others
stems from
need to know
what is right
Normative
Social Influence
conforming to
social norms
to be
accepted and not ostracised
Factors
Emotional Arousal
Social Impact Theory
Importance
"significance of the
group to a person"
Idiosyncrasy Credits
Immediacy
proximity of group members
in space and time
Number
Allies in the group
typically leads to
public conformity
but not always
private acceptance
Asch
Results
people conform for
normative reasons
to avoid social disapproval even from complete strangers
Others
conformity
drops
when participants allowed to submit answers anonymously
group of 3 (including yourself) is enough
to produce conformity effect
Higher conformity if group
contains authority figures
conformity drops when one
breaks consensus
conformity drops if answers are
submitted in private
Resisting normative
influence
Gregory Berns
increased activity in the
amygdala
when participants chose to disagree with group consensus
normative social influence occurs as people seek to avoid discomfort and tension that arises when going against the group
Bring back
into the fold
Teasing
Friendly talks
"changing one's behaviour due to the real or imagined influence of others"
Factors
Situation is CRISIS
Others are EXPERTS
Situation is AMBIGUOUS
Compliance
Consistency
arises from need for coherence
Foot in the door
making small requests
to elicit compliance
soliciting a small,
voluntary
and public commitment
Liking
we comply more to
people we like
Factors
throwing compliments
similar to us
cooperate with us
towards mutual goals
Scarcity
people want more things
there are less of
Eg. Irvin Salted Egg
controlling supply
Consensus
Hotel Towels
Procedure
Results
Authority
credibility is a weapon
of persuasion
Applications
borrowing knowledge experts
Reciprocity
obligation to give
when you receive
being the first to give
Door-in-the-face
offering large request
and expecting rejection
Reciprocal Concession
regressing to smaller request is
like making a compromise
target person feels
obligated to compromise
change in behaviour as a result
of direct requests
Obedience
dark side
obeying even in physical
absence of authority figure
Milgram
Factors
informational
authority figure is source of information
normative
authority figure is norm setter