Exam 8: Social Influence: Changing Others Behavior

What is meant by automaticity in normative behavior? Describe the experiment in which experimenters primed people with a photo of a library: What norm was primed,and what dependent variable was used to measure the effect of the prime? What about when a fancy restaurant was used? What was the norm that was primed,and what was the DV used to measure its effect.What is the take- home message of this research?

Public conformity is ; private acceptance is .

Tina and Rachael are the only two members of a jury who are trying to convince the rest of the jury that the defendant is not guilty.Tina and Rachael offer very different explanations for why the jury should vote not guilty.Because of their differing explanations,they will be to convince the majority to acquit the defendant than if both had a common explanation.

The foot-in-the-door technique is based on the principle of compliance.

When confronted with the that's not all technique,we should always remember that the person making the request .

One technique used for seeking compliance from others involves calling attention to relatively trivial,surprising similarities between the target person and ourselves.This is known as .

suggests that norms will only influence our behavior if they are focal for us at the time the behavior occurs.

The playing-hard-to-get technique is based on the principle of compliance.

Injunctive norms .

Individuals tend to show the greatest decrease in their ability to show harmful obedience when they .

Informational social influence is .

Badges and insignia are helpful in gaining obedience because they .

Injunctive norms .

One reason that people are willing to obey persons in authority who order them to engage in destructive behaviors is that .

Jessie,Adam,Charles,and Paul were in the parking lot and saw a man as he fled from a convenience store after a robbery.When the police question the four friends,Paul answered first,saying that it was a black man who drove away in an older Pontiac car.Adam agreed with Paul fairly quickly.Jessie,who is not absolutely sure of the race of the suspect,is likely to with Paul and Adam because of the effect of .

Discuss some of the factors that are associated with resistance to conformity pressures.

Jack has agreed to purchase a new car for $18,000.However,just before he gets ready to sign the contract,the salesman tells Jack that the sales manager will not approve the amount allowed for his trade- in,and that the contract will have to be higher,probably around $19,000.Jack has just been the victim of .

Describe some of the factors associated with resistance to obedience to authority figures.

People who see others picking up litter in a parking lot are less likely to litter themselves.This observation can best be explained by .

George feels that going along with a group implies behaving in ways one might not ordinarily choose.Given this information,it is likely that George views conformity .