CH 7-9 Study Guide

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Psychology

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May 15, 2024

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Unit 7: Social Influence Learning Outcomes When you have completed Unit 7, you should be able to achieve these learning outcomes. o Define social influence , and compare three forms of social influence: conformity, compliance, and obedience. o Describe the classic studies on conformity . Identify the factors that predict conformity and explain how each of these factors affects levels of conformity. o Distinguish between majority influence and minority influence . Explain how majorities and minorities use different mechanisms to influence people’s behaviour. o Describe several techniques that people use to elicit compliance from others and explain how each of these techniques works. o Describe Stanley Milgram’s research on obedience to authority and discuss the significance of his research. o Describe the social impact theory and its relevance to conformity, compliance, and obedience. Overview This unit examines three forms of social influence: conformity, compliance, and obedience. Conformity refers to the tendency for people to change their behaviours to follow implicit group norms. Two classic studies conducted by Muzafer Sherif and by Solomon Asch show that both informational influence and normative influence occur, and that people may conform privately or publicly. Although the majority can exert pressure on the minority to conform, the minority can influence the majority under certain conditions. Having allies in dissent enhances resistance to conformity.

Compliance refers to people being influenced by direct, explicit requests. Several two-step request strategies are presented in this unit, some of which may be familiar to you (for example, the foot-in- the door technique), as these are often used by salespersons. Research shows that people are more likely to comply when they feel indebted to the requester, or if the request is consistent with their self-image. Obedience refers to following a command made by an authority figure, whether real or perceived. The results of Stanley Milgram’s series of experiments demonstrate clearly how ordinary people can be susceptible to the forces of destructive obedience, and how situational factors can affect the likelihood that people will obey an authority’s command to harm others. Milgram’s original research continues to influence research on obedience in the twenty-first century. Reading Assignment Social Psychology Chapter 7: Conformity Study Questions 1. Define social influence . 2. Distinguish three forms of social influence: conformity, compliance , and obedience . 3. Distinguish between normative influence and informational influence . 4. Describe the effects of being socially ostracized. 5. Distinguish between public conformity and private conformity . 6. Explain how normative and informational influence, and public and private conformity operate in Sherif’s and Asch’s studies. 7. Distinguish between majority influence and minority influence . Explain the different processes by which majorities and minorities can exert pressure to affect people’s behaviour.

8. Describe how mindlessness and the norm of reciprocity can influence compliance with the requests of others. 9. Compare several two-step request techniques that are effective in influencing compliance. 10.Explain why the foot-in-the-door technique works. 11.Explain why the low-balling technique works. 12.Explain why the door-in-the-face technique works. 13.Explain why the “that’s-not-all” technique works. 14.Briefly describe the hypothesis, research design, procedure, and results of Milgram’s original experiment on obedience to authority. 15.List the variables that affected the level of obedience in Milgram’s series of experiments on obedience to authority. Summarize how each of these variables affected the level of obedience in the studies. 16.Describe how the participants in the Milgram study behaved differently from the participants in the Gamson et al. study (1982; described in our textbook on p. 306), and explain why. 17.Describe the social impact theory . Identify the factors that influence the source’s impact and the target’s resistance. 18.Explain how the social impact theory is relevant to conformity, compliance, and obedience. Question 1 Correct Not graded Flag question Question text The foot-in-the-door, lowballing, door-in-the-face, and that’s-not-all compliance techniques are similar in that they all involve Select one: a. starting with a small request and following it with a large request. b. two steps. c. the norm of reciprocity.

d. the norm of concession. Feedback (pp. 289–293) The correct answer is: two steps. Question 2 Correct Not graded Flag question Question text All of Jane’s friends said that the final exam was difficult, but Jane thought that the exam was easy. When asked what she thought, she said that the exam was difficult. Jane’s behaviour was an example of Select one: a. informational influence. b. normative influence. c. private conformity. d. public compliance. Feedback (p. 275) The correct answer is: normative influence. Question 3 Correct Not graded Flag question Question text Minority influence is more likely to be effective if the minority Select one: a. appeals to the majority’s emotions. b. is consistent in presenting its view. c. consists of only one person. d. does all of the above. Feedback (p. 283) The correct answer is: is consistent in presenting its view. Question 4

Correct Not graded Flag question Question text The experiments conducted by Stanley Milgram and researchers after him showed that the research participants were less likely to follow destructive orders when Select one: a. they were all female. b. they were told that they were responsible for their actions. c. the person giving the orders was in a remote location. d. they were told that they were responsible for their actions and when the person giving the orders was in a remote location. Feedback (pp. 299–301) The correct answer is: they were told that they were responsible for their actions and when the person giving the orders was in a remote location. Question 5 Correct Not graded Flag question Question text According to the social impact theory, __________, the greater the impact on the target. Select one: a. the more sources and the farther away the sources b. the closer the source and the fewer sources c. the more powerful the source d. the more powerful the sources, the closer the sources, and the greater the number of sources Feedback (pp. 307–308) The correct answer is: the more powerful the sources, the closer the sources, and the greater the number of sources Unit 8: Group Processes

Learning Outcomes When you have completed Unit 8, you should be able to achieve these learning outcomes. o Distinguish a group from a collective . Describe why people join a group and how roles, norms, and cohesiveness affect members’ behaviours. o Explain the social facilitation phenomenon —that is, how the presence of other people can influence an individual’s task performance. o Explain how social loafing and deindividuation occur when individuals are in a group, and what the consequences are. o Discuss how the dynamics of interaction among group members affects decision-making and the performance of a group. o Describe how individuals cooperate, compete, and deal with conflicts among group members within a group and between groups. Overview This unit examines how the presence of others can affect an individual’s performance, identity, and behaviour. It also examines how a group, as a unit, performs its tasks, makes decisions, and communicates among its members. Finally, this unit looks at cooperation, competition, and conflict among group members. Think about the last time you performed, spoke on stage, or presented in front of an audience. Did you suffer from stage fright, or were you energized and excited by the audience? The presence of other people can greatly affect people’s behaviours. This is referred to as the social facilitation phenomenon . Robert Zajonc’s drive theory stipulates that the mere presence of others enhances the performance of one’s dominant response: that is, it improves performance on simple, well- learned tasks, but impairs performance on difficult or new tasks. Evaluation apprehension theory and distraction-conflict

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