Efforts by one or more individuals to change the attitudes, beliefs, perceptions, or behaviors of one or more others
Three major aspects of social influence:
Change with respect to attitudes
Change in overt behavior produced by a specific request
Form of social influence involving direct requests from one person to another
Type of social influence in which individuals change their attitudes or behavior to adhere to existing social norms.
Pressure to behavve in ways that are viewed as acceptable or approprate.
Change induced by general rules concerning what behavior is appropriate or required
Change induced by direct orders or commands from others
The powerful impact of ________________ helps us understand why basically good people sometimes do bad things.
Social influence resulting from the mental representation of others or our relationships with them (the person is not present, and makes this indirect)
Symbolic Social Influence
When norms are clear cut, _________ conformity can be expected.
Refers to pressures to behave in ways consistent with rules indicating how we should or ought to behave.
When people don't follow social norms, behaviors are __________.
Who did extensive research on conformity in 1951?
Who provided a clear illustration of private acceptance of social influence in 1937?
What questions did Muzafer Sherif ask in his study of private acceptance?
1. How do norms develop in social groups?
2. How strong is their influence on behavior once they are formed?
The apparent movement of a single, stationary source of light in a dark room.
Agreement shows _________.
True or False? We continue to obey social norms even when we are no longer in the group.
TRUE! We have such a strong desire to be correct and to be liked by others that we change our beliefs and internally accept it.
The extent to which we are attracted to a social group and want to belong to it.
Norms simply indicating what most peopple do in a given situation
Norms specifying what ought to be done; what is approved or disapproved behavior in a given situation.
Theory suggesting that norms will influence behavior only to the extent that they are focal for the people involved at the time the behavior occurs
Normative Focus Theory
Social influence based on the desire to be liked or accepted by other people
Normative Social Influence
Social influence based on the desire to be correct and to have accruate perceptions of the social world
Informational Socail Influence
The need to be distinguishable from others in some respects
What are the underlying principles of compliance?
1. Friendship or liking
2. Commitment or consistency
5. Social Validation
Name the underlying principle of compliance: We are more willing to comply with requests from people that we like.
Friendship or liking
Name the underlying principle of compliance: Once we have committed ourselves to a position or action, we are more willing to comply with requests for behaviors that are consistent with this position or action.
Commitment or consistency
Name the underlying principle of compliance: We value and try to secure outcomes or objects that are scarce or decreasing in availability.
Name the underlying principle of compliance: We are generally mre willing to comply with a request from who has previously provided a favor or concession to us than to someone who has not (we feel obligate to pay people back in some way for what they have done for us)
Name the underlying principle of compliance: We are more willing to comply with a request for some action if this action is consistent with what we believe people similar to ourselves are doing or thinking because we want to be correct
Name the underlying principle of compliance: we are more willing to comply with requests from someone who holds legitimate authority or appears to do so