Process whereby attitudes and behaviour are influenced by the real or implied presence of other people.
Social Influence (p. 240)
Compliance (p. 214, 240)
Obedience (p. 244)
Conformity (p. 250)
Behavioural response to a request from a non-authority figure.
Act of agreeing to a request without giving it any thought.
Mindlessness (p. 218)
Strategic attempt to get someone to like you in order to obtain compliance with a request.
Ingratiation (p. 214)
Foot-in-the-door (p. 215)
Door-in-the-face (p. 217
Low-ball (p. 217)
Refer to an attempt to gain compliance by first doing someone a favour, or to mutual aggression, or mutual attraction.
Reciprocity principle (p. 215)
Door-in-the-face (p. 217)
Tactics for gaining compliance using a two-step procedure: the first request functions as a set-up for the second, real request.
Multiple Request (p. 215)
Reward power (p. 242)
Coercive power (p. 242)
Choose the multiple request tactics
Technique to gain compliance, in which the focal request is preceded by a smaller request that is bound to be accepted.
Technique to gain compliance in which the focal request is preceded by a large request that is bound to be refused.
Technique for inducing compliance in which a person who agrees to a request still feels committed after finding that there are hidden costs.
Behavioural response to a request from an authority figure.
Factors influencing obedience. (select all that apply)
Commitment
Immediacy (p. 245)
Group Pressure (p. 248)
Environment
Sex
The desire or intention to continue an interpersonal relationship.
Social proximity between the authority figure and the person.
Immediacy factors influencing obedience
Proximity of The Authority Figure (p. 248)
Legitimacy of The Authority Figure (p. 248)
Proximity of The Victim (p. 245)
Expert power (p. 242)
Legitimate power (p. 242)
Degree of peers’ social influence on the obedience of the individual.
Reference groups
Capacity to influence others while resisting their attempts to influence.
Power (p. 241)
Sources of power (select all that apply)
Informational power (p. 242)
Authority
The ability to give or promise rewards for compliance.
Referent power (p. 242)
The ability to give or threaten punishment for non-compliance.
The target’s belief that the influencer has more information than oneself.
The target’s belief that the influencer has generally greater expertise and knowledge than oneself.
The target’s belief that the influencer is authorised by a recognised power structure to command and make decisions.
Identification with, attraction to or respect for the source of influence.
Deep-seated, private and enduring change in behaviour and attitudes due to group pressure.
Psychologically important group for a person’s attitudes and behaviours.
Membership groups
Complete range of subjectively conceivable positions that relevant people can occupy in a particular context on some attitudinal or behavioural dimension.
Frame of Reference (p. 250)
Reserved position
Experiences of uncertainty and self-doubt (select all that apply)
Self-consciousness
Fear of disapproval
Feelings of anxiety
Loneliness
Depression
Pre-exam feelings
Individual factors in conformity (select all that apply)
Low self-esteem
High need for social support or approval
Need for self-control
Low IQ
High anxiety
Low anxiety
High IQ
Situational factors in conformity (select all that apply)
Group size
Group unanimity
Task
Age
