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

Question 1

What is the conceptual definition of social influence?

Answer 1

Any changes in beliefs, attitudes, or behavior that results from interpersonal interaction

Question 2

What is the difference between social influence and persuasion?

Answer 2

Persuasion entails intent, social influence does not

Question 3

What is the definition of compliance?

Answer 3

People's attempt to get someone else to do something

Question 4

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

Question 5

What are the three possible motives of social influence?

Question 6

What is another name given to the false consensus effect?

Question 7

What are the differences between majority and minority influence?

Question 8

What are the similarities between rumors and norms?

Question 9

What are the differences between rumors and norms?

Question 10

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

Question 11

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

Question 12

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

Question 13

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

Question 14

When is coercive power exerted?

Question 15

What is the mechanism behind referent power?

Question 16

When is reward power exerted?

Question 17

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

Question 18

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

Question 19

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?