Social Psychology Revision - Chapter 6 PDF

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Social Psychology Chapter 6 revision - key terms and quizzes...

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Social Psychology Chapter 6 collectivism A cultural orientation in which interdependence, cooperation and social harmony take priority over personal goals. compliance Changes in behaviour that are elicited by direct requests. conformity The tendency to change our perceptions, opinions or behaviour in ways that are consistent with group norms. door-in-the-face technique A two-step compliance technique in which an influencer prefaces the real request with one that is so large that it is rejected. foot-in-the-door technique A two-step compliance technique in which an influencer sets the stage for the real request by first getting a person to comply with a much smaller request. idiosyncrasy credits Interpersonal ?credits' that a person earns by following group norms. individualism A cultural orientation in which independence, autonomy and self-reliance take priority over group allegiances. informational influence Influence that produces conformity when a person believes others are correct in their judgments. lowballing A two-step compliance technique in which the influencer secures agreement with a request but then increases the size of that request by revealing hidden costs. minority influence The process by which dissenters produce change within a group. normative influence Influence that produces conformity when a person fears the negative social consequences of appearing deviant. obedience Behaviour change produced by the commands of authority. private conformity The change of beliefs that occurs when a person privately accepts the position taken by others. public conformity A superficial change in overt behaviour without a corresponding change of opinion that is produced by real or imagined group pressure. social impact theory The theory that social influence depends on the strength, immediacy and number of source persons relative to target persons.

that's-not-all technique A two-step compliance technique in which the influencer begins with an inflated request, then decreases its apparent size by offering a discount or bonus.

Review Quiz 6 1.

Humans appear to imitate each other _____. automatically with great effort with conflict with much thought

2.

Mimicry appears to serve an important social function such that it _____. fosters obedience establishes close friendships enables people to act more smoothly with one another eliminates dissenting views

3.

_____ is the tendency to change our perceptions, opinions, or behaviour in ways consistent with group norms. Conformity Obedience Influence Compliance

4.

Informational influence particularly highlights _____. a desire for public conformity our need to be right a desire for private conformity a fear of ostracism

5.

Normative influence particularly tends to produce conformity since we _____. like to seem correct make our own norms are motivated to seek rewards fear rejection following deviance

6.

_____ conformity is known as true acceptance whereas _____ conformity is a more superficial change in behaviour. Public; private Normative; informational Informational; normative Private; public

7.

The process by which dissenters produce change within a group is called _____. majority influence collusion deviance minority influence

8.

A person can earn idiosyncrasy credits by _____.

holding unique views following group norms encouraging dissent expressing consistent views

9.

Individualism values _____ whereas collectivism values _____. interdependence; independence social harmony; self-reliance personal goals; group allegiances cooperation; autonomy

10. When we change our behaviour due to a direct request, we are showing _____. obedience compliance conformity majority influence

11.

_____ is achieved by first having someone agree to a small request followed by the hope of compliance of a larger request. The foot-in-the-door technique The door-in-the-face technique The that's-not-all technique Lowballing

12. _____ start(s)with a larger request followed by a smaller request or offer. Only the door-in-the-face technique Both the door-in-the-face technique and the that's-not-all technique Neither the door-in-the-face technique nor the that's-not-all technique Only the that's-not-all technique

13. _____ occurs when there is behaviour change due to commands of authority. Majority influence Compliance Obedience Conformity

14. The lab-coated experimenter from Milgram's (1963) obedience study _____ a confederate and _____ a powerful figure of authority. was; was was; was not was not; was not was not; was

15.

Which of the following statements about replications of the Milgram study is TRUE? There have never been attempted replications of the Milgram study by others.

There have been some partial or analogous replications of the Milgram study. The Milgram study has only been replicated in America. Others have replicated the Milgram study precisely as Milgram designed it.

16. Obedience, such as aggressive acts of lynch mobs, that have particularly negative effects is said to be _____. synchronous collective destructive defiant

17.

Social impact theory suggests that social influence is a function of all of the following factors from another person EXCEPT _____. immediacy demands strength number

1

Which of the following are examples of social influence? a Non-verbal mimicry b Buying a car from a salesperson c Obeying a traffic command d All of the above

2

According to the research described in this chapter, ambiguous situations are likely to result in: a mindless compliance. b minority dissent. c private conformity. d public conformity.

3

Joanne would like to borrow her sister’s dress. She plans to first ask to borrow her sister’s car, presuming that her sister will say no, and then plans to ask to borrow the dress. Which persuasive technique is Joanne capitalising upon? a Foot in the door b Door in the face c Reciprocity d That’s not all

4

Which of the following were not described as influencing obedience in Milgram’s experiments? a Personal responsibility b Gradual escalation of requests c Proximity of ‘teacher’ to ‘learner’ d Mindlessness

5

Which of the following suggests that the strength, immediacy and number of sources determine the level of social influence? a Latan5’s social impact theory b Cialdini’s influence principles c Moscovici’s minority influence theory d Asch’s theory of conformity...