CHAPTER 13 OUTLINE

CHAPTER 13 OUTLINE - CHAPTER 13 OUTLINE SOCIAL INFLUENCE...

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CHAPTER 13 OUTLINE SOCIAL INFLUENCE CONFORMITY: occurs when people change their behavior because of social  pressure THE CAUSES OF CONFORMITY informational influence: people’s desire to be correct Asch’s study normative influence: people’s desire to be liked social referencing CULTURE AND CONFORMITY Asch’s studies done in individualistic cultures Collectivistic cultures: less distressed about conformity even when it means being wrong More likely to conform to groups in which members of the group have some tradition bond with them Uniqueness: difference in opinion of it 4 pens are white one is purple – individualistic choose unique pen; collectivistic would choose one that is similar to others so as to keep “harmony” MINORITY INFLUENCE Only need one person to go against the majority vote to liberate the individual to speak up against the majority. OBEDIENCE: occurs when people change their behavior because someone tells  them to PERSONALITY AND OBEDIENCE Approach based on the fact that some individuals are more obedient than others
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Authoritarian personalities are highly obedient and have a cluster of traits which relate to obedience such as: Prejudiced against minority groups Hold certain sentiments of authority Analyze the motivational basis for conservative ideology Motivated social cognition: people respond to threat & uncertainty by expressing beliefs that help them manage their concerns SITUATIONS AND OBEDIENCE Milgram study 65% of participants followed through completely why do people obey so easily? how we think about the acts we are doing feel since we we are following orders it is not us but the people giving the orders who are in control and who are responsible this feeling can be promoted psychological distance: between ones actions and the end result if the person they shocked was closer to them it diminished the chance that they did it until the end 30% still did it when they had to push the hand down; 90% did it when out of sight out of mind COGNITIVE REORIENTATION dehumanization of the victim: the participant no longer views the individual as a human but rather an object, thus reducing the sense of guilt of harming another slippery slope: the approach for making people obedience, at first must be mild and not too against their moral judgement MILGRAM’S STUDY, THE PERSON, AND THE SITUATION Situation is powerful and immensely important Milgram’s study argued against a powerful person-centered view
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COMPLIANCE: occurs when people change their behavior because someone  merely asks them to Norm of reciprocity: we feel most compelled to comply with a request when the  requester has done something for us in the past Normal request 18% chance of reciprocity “with a gift” chances double also important with bargaining price is X buyer says no…sell lowers the price, buyer feels obligated to buy it since the seller made a nice gesture for them
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CHAPTER 13 OUTLINE - CHAPTER 13 OUTLINE SOCIAL INFLUENCE...

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