Exam 13: Social Influence: Doing What Others Do and Say

What are the differences between rumors and norms?

What is the difference between social influence and persuasion?

What is the conceptual definition of social influence?

What are the three possible motives of social influence?

What are the similarities between rumors and norms?

What is the definition of compliance?

What proportion of participants obeyed until the end of Milgram's (1963) electric shock experiment?

What factors lead to an increased efficiency of the foot-in-the-door technique?

What is the mechanism behind referent power?

What are the 5 different forms of power identified by French and Raven (1959)?

What is another name given to the false consensus effect?

How is the influence of the majority on individual behavior called?

What are the differences between majority and minority influence?

How does the foot-in-the-door technique work?

When is coercive power exerted?

When is reward power exerted?

In Milgram's (1963) electric shock experiment, what factor leads to a decrease of obedience?

What form of power is being exerted when the target perceives the other as having the right to influence?

What is the name of the technique in which the influence agent appears to step back from an original demand, which makes the target feel guilty and more willing to reciprocate by agreeing to a more moderate request?