Exam 8: Social Influence: Changing Others Behavior

Descriptive norms .

Even though there is a sign that clearly says "Park closes after 9 P.M.," Mary says to herself "What a silly sign! I just want to walk around here,I'm not a 'bad guy'" and proceeds to walk in the park.Mary's behavior is with normative focus theory since .

From MyPsychLab WATCH: "Car Salesman Example" To access this asset go to MyPsychLab and click on "Course Documents." Under the heading "Index of Multimedia," click on the "here" link.Select Chapter 8,Social Influence,and click on "Find Now." For the Chapter 8 items,click on the "Watch" item called "Car Salesman Example.") Professor Cialdini talks about a car salesman using a particular type of persuasive technique; name the technique.Dr.Cialdini mentions the basic compliance principle,Commitment/Consistency from which this persuasive technique arises from.In your opinion,which aspect of the principle is most strongly invoked in Cialdini's car sales example? Why?

Describe three factors affecting conformity

Normative social influence is .

In several variations on Asch's classic experiment,a standard-setting line was first presented to small groups of people,followed by the presentation of three comparison lines of different lengths.In one condition,two of three accomplices,posing as students,chose an incorrect answer before the subject could respond.The third accomplice sometimes chose a correct response and sometimes chose a more incorrect response.Under these conditions,respondents were more likely to choose the correct response.These results suggest .

Minority members are more successful in their efforts influence the opinions of the majority if they are in their opposition to the majority's opinions.

One of the factors associated with compliance is reciprocity.This is because .

One way in which symbolic social influence may work is by allowing the psychological presence of others to trigger goals with which the other persons are associated.This may,in turn,influence .

Situational norms .

One technique used for seeking compliance from others involves making a small request first,then making a larger request that is actually desired after compliance with the smaller request has been obtained.This is known as .

A possible reason why authority figures can be so successful in getting obedience for horrific tasks is that they .

One of the factors associated with compliance is friendship.This is because .

In Asch's classic experiment,a standard-setting line was first presented to small groups of people,followed by the presentation of three comparison lines of different lengths.In one condition,three accomplices,posing as students,chose an incorrect answer before the subject could respond.Frequently,the subject would then also select an incorrect response.This result illustrates .

People who are asked to think of a close friend are subsequently willing to help strangers than are those who are asked to think of a coworker.

A reason for any gender differences in conformity involves a difference in between men and women.

All of the factors that bind group members together into a coherent social entity are collectively known as .

How does compliance using Cialdini's reciprocity principle work? Describe in detail the two compliance tactics that use this principle.

In Asch's classic experiment,a standard-setting line was first presented to small groups of people,followed by the presentation of three comparison lines of different lengths.In one condition,three accomplices,posing as students,chose an incorrect answer before the subject could respond.of the research participants never yielded to group pressure to accept an incorrect response.

One frequently used impression management technique is ingratiation.This involves .