A change in behavior in response to a direct request.
What is compliance?
100
A small request is made first and is then followed up with a larger request
What is foot in the door?
100
Participants were told they were taking part in a "psychological experiment on visual judgment".
What is the Asch conformity experiment?
100
The rules that specific groups use for stating what is seen as appropriate and inappropriate behaviors, values, beliefs, and attitudes
What is cultural norms?
100
Whether individuals see themselves as independent or dependent of a social group
What is individualism-collectivism?
200
The social norm or our feeling that we need to return a favor
What is reciprocity?
200
A series of initiation demands in order to join a certain exclusive social group (e.g. sororities and fraternities)
What is hazing?
200
A small unmoving light in a darkened room often appears to be moving.
What is the autokinetic effect?
200
The cultural differences in mental programming identified by Hofstede.
What is cultural dimensions?
200
Whether cultures value equality, cooperation, harmony, good relationships with people or they value competition, achievement, success, possessions.
What is masculinity-femininity?
300
Once we agree on something we continue to comply with similar requests
What is commitment?
300
A person attempts to influence others by first agreeing with them and getting them to like him/her. Next, various requests are made.
What is ingratiation?
300
We conform because we want to be liked and accepted by the group.
What is normative influence?
300
Whether individuals see unknown or ambiguous situations as threatening or challenging
What is uncertainty avoidance?
300
Focus on persistence, loyalty, trustworthiness, relationships based on status, protection of collective identity, respect for tradition, and saving face.
What is long term orientation?
400
A first request is made that will surely be turned down. This is followed by a second less demanding request.
What is door in the face?
400
Describe the study by Freedman & Fraser (1966) investigating FITD.
Researchers posing as volunteer workers asked Californian residents to allow a big ugly public service sign saying “drive carefully” or “keep California clean” to be placed in their gardens….only 17% agreed
In the FITD condition, residents were asked to put up a small window sign and almost all the residents agreed
Two weeks later the same homeowners were asked to put up the big ugly sign in their garden and this time 76% agreed
400
Conformity results from a need for direction and information on the correct response in a specific situation.
What is informational influence?
400
An approach to studying culture based on the premise that there are human universals.
What is etic concepts?
400
An approach to studying culture with the idea that behaviors are culture specific.
What is emic concepts?
500
Describe the study by Cialdini et al (1975) investigating the DITF technique
Researchers posed as representatives of the County Youth Counseling Program
went to a university and asked students on campus if they would chaperone a trip to a zoo for juvenile delinquents…..83% refused to volunteer
another time , they stopped students and asked them if they would sign up as counselors working 2 hours per week for 2 years…..no one agreed to volunteer
followed up the student’s refusal with the request to take the juvenile delinquents to the zoo….about 50% agreed to serve as chaperones
500
Describe the study by Cialdini et al (1974) investigating the effect of lowballing.
asked psychology students to show up for a study on cognition at 7AM …only 24% agreed
- a second group of students were asked the same request, but the time was not specified ….56% agreed.
- they were then told they would have to meet at 7am – and were given the choice to back out if they wished …..no one backed out and on the day of the meeting, 95% showed up.
500
Identify and explain the three other factors that influence conformity.
Group size - conformity increased with group size, up to a size of 4.
Unanimity - if just one person disagrees with the group's judgment, conformity is significantly affected.
Culture - lowest conformity occurs in individualistic cultures while collectivist cultures show the highest levels of conformity.
500
Overgeneralizing the dimensions to all members simply because they are in a group.
What is the ecological fallacy?
500
Describe the three cultures that Mead investigated in New Guinea.
The Arapesh people – men and women had similar sensitive and non-aggressive behavior as well as “feminine” personalities;
The Mundugamo people – both men and women were ruthless, unpleasant and “masculine”;
The Tchambuli community – women were dominant and men were more emotional and concerned about personal appearance