Social dilemmas
This is a situation where collective interests (i.e., what is best for the larger group) are in conflict with what is best for individual interests (i.e., what is best for me).
What is a social dilemma?
This type of social influence occurs when you do something as a result of a peer's request.
What is compliance?
Of groups with no leaders, groups with randomly selected leaders, and groups with elected leaders, Baldassarri and Grossman found that this type of group was most cooperative in a public good dilemma.
What are groups with elected leaders?
Students use this form of power over their professors when they say "I will give you a good Rate My Professors rating if you..."
What is reward power?
This is the process by which people attempt to present a favorable image of themselves.
What is impression management?
This is the payoff you would receive if both you cooperate and your partner cooperates.
What is the reward payoff?
This reason for accepting influence from others would be highly likely to generate private acceptance - a genuine belief that others are right and know something that you don't.
What is informational influence?
What are high trusters?
This form of power involves having special access to knowledge that others want or need, like knowing who is about to get laid off at a company.
What is information power?
This is the impression management strategy you definitely would NOT want to use in an interview, because otherwise your interviewer wouldn't know how great you are.
What is modesty?
In what type of social dilemma should you attempt to do the opposite of what your partner will be do?
What is the Chicken dilemma?
This special technique is a form of the reciprocity influence strategy - it involves, for example, influencing people to buy a cupcake by telling them that if they buy the cupcake, you will add two cookies into the deal.
What is the "that's not all" technique?
This is what you should do if you're playing a prisoner's dilemma with an exit option, such that T > R > Exit > P > S, and you are certain your partner is going to defect.
What is exit?
Of French and Raven's six bases of power, this form is the one that is most likely to lead to resistance from followers, rather than compliance or commitment.
What is coercive power?
Erving Goffman described the process of impression management using this metaphor for what social life is like.
What is a theater performance?
This motivation for defection encourages you to defect if your partner is going to cooperate.
What is Greed?
This social influence strategy is seen in the "foot in the door effect", as when Ashley asks you after class if you could help her out with her research for 10 minutes, you agree, and then she adds, "great! You just need to meet me here tomorrow at 7am to help. Sound good?"...and you inwardly are annoyed, but continue to agree.
What is commitment/consistency?
In this way of finding cooperative people, cooperators assume other people are like them (i.e., cooperators), while defectors assume other people are like them (i.e., defectors)
What is projection?
This term describes B's relationship to A when A has something B wants/needs.
What is dependence?
(NOTE- we didn't cover this during class and it will not be on the exam except maybe as a bonus question since we discussed briefly afterward!) You might use this type of phrase ahead of something you're about to say or do to lessen its anticipated negative impact, as in, "this might be a dumb question, but..."
What is a disclaimer?
This class of solutions to social dilemmas assumes that everyone will be self-interested always, but we can alter the nature of the dilemma to make it in people's best self interest to cooperate.
What is a strategic solution?
What is scarcity?
While both commons dilemmas and public good dilemmas are nonexcludable, this feature of social dilemmas is present in commons dilemmas, but not public goods.
What is rivalrousness?
Of French and Raven's six bases of power, these are the two forms that are personal power (as opposed to position/formal power)
What are referent and expert power?
What is the tactical self?