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Chapter 8

Chapter 8- Feb. 7th.docx

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PSYC 2310

Chapter 8- Social Influence Feb. 7 2014 How do social norms influence behaviour? - Social norms influence behaviour in a number of ways: • You learn about the power of social norms • The pressure people feel to conform to norms • The errors people make in perceiving norms - It’s a good idea to ask a professor a question when you don’t understand the course material What factors lead to conformity? - Two types of influence: • Informational influence • Normative influence - Different influences on conformity: • Group size • Standing alone • Demographic variables • Motivation - Minority influence and benefits of conformity - People can find jokes offensive but fail to confront the joke teller for fear of the consequences What factors lead to compliance? - Five strategies that people use to gain compliance: • Foot-in-the-door technique • Door-in-the-face technique • Lowballing • Scarcity • Reciprocity - We are more likely to comply with requests from those who are similar to ourselves- for example, if they share our birthday What factors lead to obedience? - Factors that led to obedience in the Milgram study • Personality factors have little to do with how we obey • Procedure and authority factors have a significant impact - Ethical issues in conducting research on obedience - Real-world examples of obedience - Strategies for resisting obedience - Most people will obey an order from a person in a uniform- even when that person gives an order that has nothing to do with his or her position of authority How does culture affect social influence? - People in collectivistic cultures place a greater value on fitting in with and conforming to social norms than people in individualistic cultures - Factors that motivate compliance and the rate of obedience, differ from one culture to another Compliance- changes in behaviour that are caused by a direct request Conformity- the tendency to change our perceptions, opinions,
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