PSYC 379 Units 7-9 Exam Questions
Correctly Answered.
Define social influence. - CORRECT ANSWER The term social influence refers to ways in which people are
affected by the real and imagined pressures of others.
Distinguish three forms of social influence: conformity, compliance, and obedience. - CORRECT ANSWER
Conformity, compliance and obedience vary in the degree of pressure exerted on an individual. They are
not distinct "types" of influence. The influence may emanate from a group, a person, or an institution.
The behaviour in question may be constructive (helpful), destructive (hurtful), or neutral. Social
influence varies, as points along a continuum, according to the degree of pressure exerted on the
individual.
We do not always succumb under pressure. People may conform to maintain their independence from
others; they may comply with direct requests or react with assertiveness; they may obey commands of
authority or oppose powerful others in an act of defiance.
Distinguish between normative and informational influence. - CORRECT ANSWER Informational
influence is influence that produces conformity when a person believes others are correct in their
judgments.
Normative influence is influence that produces conformity when a person fears the negative social
consequences of appearing deviant.
Distinguish between public conformity and private conformity. - CORRECT ANSWER Private Conformity
is the change if beliefs that occurs when a person privately accepts the position taken by others.
Public Conformity is a superficial change in overt behaviour, without a corresponding change of opinion,
produced by real or imagined group pressure.
Explain how normative and informational influence, and public and private conformity operate in
Sherif's and Asch's studies. - CORRECT ANSWER Sherif's study: judging dots in dark room, more inclined
to conform using informational influence because it was difficult to tell on their own, used info from
others to help.
,Asch's study: judging line lengths, asked for answer in group with 3 confederates, confederates all said
same answer then asked subject who typically conformed using normative influence so as not to stand
out from rest.
Distinguish between majority and minority influence. Explain the different processes by which majorities
and minorities can exert pressure to affect people's behaviour. - CORRECT ANSWER Conformity
increases with group size, but only to a point. Beyond the presence of four, additions to a group, are
subject to the law if diminishing returns.
Ex: When a second light bulb is added to a room, the results are dramatic. When a tenth light is added,
you can't notice it.
Also, when more and more people express the same opinion, an individual is likely to suspect that they
are acting either "in collusion", or as a "spineless sheep".
The size of the majority may influence the amount of pressure that is felt, but social norms give rise to
conformity only when we know about and focus on those norms. (ex: See trash on the ground at an
event, conform to littering, or, everyone is drinking at a party, might as well do it too).
This seems obvious, but people often misperceive what is normative-especially if others are too shy or
embarrassed to publicly present their true feelings and thoughts.
Minority Influence:
The process by which dissenters produce change within a group.
Style: Majorities are powerful by virtue of their sheer numbers alone, while nonconformists derive
power from the style of their behaviour. To exert influence, those in the minority must be forceful,
persistent, and unwavering in support of their position. Yet at the same time, appear flexible and open-
minded.
Why does a consistent behaviour style prove effective? Unwavering repetition draws attention from
those in the mainstream, which is a necessary first step to social influence. Consistency also signals that
the dissenter is unlikely to yield. 247
Majorities and minorities exert influence in very different ways. Majorities, because they have power
and control, elicit public conformity by bringing stressful normative pressures to bear on the individual.
But minorities, because they are seen as seriously committed to their views, pr
, Describe how mindlessness and the norm of reciprocity can influence compliance with the requests of
others. - CORRECT ANSWER Compliance: Change in behaviour that are elicited by direct requests.
How a request is phrased can effect our compliance. The mind is often on "autopilot" as we respond
mindlessly to words without fully processing the info they are supposed to convey. Mindlessness can
make us vulnerable to compliance, but can also have the opposite effect. A way to disrupt the autopilot
mindlessness, is to make a request that is so unusual that it piques the target person's interest.
Reframing.
A simple and understated, but powerful social behaviour rule is known as the norm of reciprocity. It
means that we treat others the way they have treated us.
On the negative side, "eye for an eye."
On the positive side it can lead us to feel obligated to repay others for acts of kindness.
The norm of reciprocity contributes to the predictability and and fairness of social interactions, but can
also exploit us.
Ie: I gave you something, so will you now buy this thing I'm selling?
Compare several two-step request techniques that are effective in influencing compliance. - CORRECT
ANSWER The foot in the door technique: A two-step compliance technique in which an influencer sets
the stage for the real request by first getting a person to comply with a much smaller request.
Low Balling: A two step compliance technique in which the influencer secures agreement with a request
but then increases the size of that request by revealing hidden costs.
The door in the face: A two step compliance technique in which an influencer prefaces the real request
with one that is so large that it is rejected.
That's Not All, Folks! A two step compliance technique in which the influencer begins with an inflated
request, and then decreases its apparent size by offering a discount or bonus.
Explain why the foot-in-the-door technique works. - CORRECT ANSWER One reason is based on self
perception theory- people infer their attitudes by observing their own behaviour. This is a two step
process at work. First, but observing your own behaviour in the first situation, you come to see yourself
as the kind of person who is generally cooperative when approached with a request.
