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Side A ------ Side B
natural selection * Evolutionary psychology  ------ the study of evolution of cognition and behavior using principles of natural selection 
norms  ------ Standards for accepted and expected behavior. Norms prescribe "proper" behavior. ( what others do- what is normal) 
personal space  ------ the buffer zone we like to maintain around our bodies - size depends on our familiarity with whoever is near us 
gender  ------ characteristics, whether biological or socially influenced by which people define male and female 
empathy  ------ vicarious experience of anothers feelings; putting oneself in another's shoes 
aggression  ------ physical or verbal behavior intended to hurt someone - in lab experiments it may mean delivering a shock or saying something likely to hurt other person 
androgynous  ------ from andro(man) + gyn(woman) - thus mixing both masculine and feminine characteristics 
gender role ------ set of behavior expectations (norms) for males and females
interaction  ------ a relationship in which the effect of one factor (such as biology) depends on another factor (such as environment) 
conformity ------ change in behavior or belief as the result of real or imagines group pressure Asch's research - line test - people faced with strong group consensus sometimes go along even though they think the others may be wrong
compliance ------ conformity that involves publicly acting in accord with an implied or explicit request while privately disagreeing (direct request) "please do it because its my birthday"
obedience  ------ acting in accord with a direct order or command 
acceptance  ------ conformity that involves both acting and believing in accord with social pressure 
autokinetic phenomenon  ------ self (auto) motion (kinetic) - the apparent movement of stationary point of light in the dark (optical illusion) 
cohesiveness  ------ "we feeling" ; the extent to which members of a group are bound together, such as by attraction for one another 
normative influence  ------ conformity based on a persons desire to fulfill others expectations, often gain acceptance 
informational influence  ------ conformity occurring when people accept evidence about reality provided by other people 
reactance  ------ a motive to protect or restore one's sense of freedom. reactance arises when someone threatens our freedom of action 
persuasion  ------ the process by which a message induces change in beliefs, attitudes, or behaviors 
central route to persuasion  ------ occurs when interested people focus on the arguments and respond with favorable thoughts 
peripheral route to persuasion ------ occurs when people are influenced by incidental cues, such as speaker's attractiveness 
credibility  ------ believability. a credible communicator is perceived as both expert and trustworthy 
sleeper effect  ------ delayed impact of a message that occurs when an initially discounted message become effective, as we remember the message but forget the reason for discounting it 
attractiveness  ------ having qualities that appeal to an audience. an appealing communicator (often someone similar to the audience) is most persuasive on matters of subjective preference 
primary effect  ------ other things being equal information presented first usually has the most influence 
recency effect  ------ information presented last sometimes has the most influence. recency effects are less common than primary effects
channel of communication  ------ the way the message is delivered - whether face-to-face, in writing, on film, or in some other way
two-step flow of communication  ------ process by which media influence often occurs through opinion leaders, who in turn influence others 
need for cognition  ------ motivation to think and analyze. assessed by agreement with items such as "The notion of thinking abstractly is appealing to me" and disagreement with items such as "I only think as hard as i have to" 
cult ------ group typically characterized by 1. distinctive ritual and beliefs related to its devotion to a god or person 2. isolation from surrounding "evil" culture 3. charismatic leader 
attitude inoculation  ------ exposing people to weak attacks upon their attitudes so that when stronger attacks come, they will have refutations available 
group  ------ two or more people who, for longer than a few moments, interact with and influence one another and perceive one another as "us" 
co-actors  ------ co-participants working individually on a noncompetitive activity 
social facilitation  ------ 1. tendency to perform simple or well- learned tasks better wen others are present  2. strengthening of dominant (prevalent, likely) responses in the presence of others, weakening of non dominant tasks in the present of others 
evaluation apprehension  ------ concern for how others are evaluating us 
social loafing  ------ the tendency for people to exert less effort when they pool their efforts toward a common goal than when they are individually accountable 
free riders  ------ people who benefit from the group but give little in return 
deindividuation  ------ loss of self-awareness and evaluations apprehension; occurs in group situations that foster responsiveness to group norms, good or bad 
group polarization  ------ group-produced enhancement of members' preexisting tendencies; a strengthening of the members' average tendency, not a split within the group 
pluralistic ignorance  ------ false impression of what most other people are thinking or feeling, or how they are responding 
social comparison  ------ evaluating ones opinions and abilities by comparing oneself with others 
groupthink  ------ concurrence - seeking becomes so dominant in a cohesive in-group that it tends to override realistic appraisal of alternative courses of action 
leadership  ------ the process by which certain group members motivate and guide the group 
task leadership  ------ leadership that organizes work, sets standards, and focuses on goals 
social leadership  ------ leadership that builds teamwork, mediates conflict, and offers support 
transformational leadership  ------ leadership that, enabled by a leader's vision and inspiration, exerts significant influence 
cultural diversity  ------ the diversity of languages, customs, and behaviors between cultures 
culturual similarity  ------ - "essential universality" between cultures (incest taboo) 
gender difference in age preference of a mate  ------ woman marry older men marry younger women (except teenage men) 
evolutionary theory  ------ cultures study: across cultures, men value youth/beauty women value earning potential/resources 
social role theory  ------ find women's economic power accounts for variations in sex differences in mate preference 
critique of evolutionary approach  ------ hindsight? lack of experimental data 
evolutionary perspective  ------ seeks to understand behaviors in their evolutionary contexts
cultural perspective ------ seeks to understand behavor in a cultural context - socially programmed (diversity and similarity) 
social influence happens when... ------ you know something is wrong, factually or morally when you are under the pressure to do it anyway 
Ciadini's 6 compliance principles  ------ reciprocation commitment/consistencyauthoritysocial validationscarcityliking/friendship 
reciprocation ------ 





A social norm – gift
giving and receiving


Obligation
of repayment

Discovered
in all cultures of the worldreal world: Free gifts free samples 


commitment/consistency  ------ 





We tend to
act in
ways consistent with past behaviorDoor-to-door
sales:









–problem of cancellations 

–having customers complete sales forms themselves greatly reduced cancellation rate later
on

Foot-in-the-door:
agreeing to small initial request leads to agreeing to larger related requests
(Billboard study - Freedman
& Fraser, 1966)





authority  ------ 





More likely
to comply with someone in authority (real or imagined)



social validation  ------ 





Do things
when we see others doing them (normative social influence). 

Buy things
when we think it is popular.


scarcity  ------ Things that are in short supply seem more valuable.
liking  ------ 





People are
more likely to say yes to people they know and like.

Compliments:
an effective strategy
obedience  ------ 





changing
one’s behavior in response to a directive from an authority figure (power
status)

E.g. soldiers take order from officers



Milgrim's Shock experiment 






Factors that
Affect social influence

 ------ - group size - unanimity or consensus- uncertainty of the situation - status-public response

Side A ------ Side B
natural selection * Evolutionary psychology  ------ the study of evolution of cognition and behavior using principles of natural selection 
norms  ------ Standards for accepted and expected behavior. Norms prescribe "proper" behavior. ( what others do- what is normal) 
personal space  ------ the buffer zone we like to maintain around our bodies - size depends on our familiarity with whoever is near us 
gender  ------ characteristics, whether biological or socially influenced by which people define male and female 
empathy  ------ vicarious experience of anothers feelings; putting oneself in another's shoes 
aggression  ------ physical or verbal behavior intended to hurt someone - in lab experiments it may mean delivering a shock or saying something likely to hurt other person 
androgynous  ------ from andro(man) + gyn(woman) - thus mixing both masculine and feminine characteristics 
gender role ------ set of behavior expectations (norms) for males and females
interaction  ------ a relationship in which the effect of one factor (such as biology) depends on another factor (such as environment) 
conformity ------ change in behavior or belief as the result of real or imagines group pressure Asch's research - line test - people faced with strong group consensus sometimes go along even though they think the others may be wrong
compliance ------ conformity that involves publicly acting in accord with an implied or explicit request while privately disagreeing (direct request) "please do it because its my birthday"
obedience  ------ acting in accord with a direct order or command 
acceptance  ------ conformity that involves both acting and believing in accord with social pressure 
autokinetic phenomenon  ------ self (auto) motion (kinetic) - the apparent movement of stationary point of light in the dark (optical illusion) 
cohesiveness  ------ "we feeling" ; the extent to which members of a group are bound together, such as by attraction for one another 
normative influence  ------ conformity based on a persons desire to fulfill others expectations, often gain acceptance 
informational influence  ------ conformity occurring when people accept evidence about reality provided by other people 
reactance  ------ a motive to protect or restore one's sense of freedom. reactance arises when someone threatens our freedom of action 
persuasion  ------ the process by which a message induces change in beliefs, attitudes, or behaviors 
central route to persuasion  ------ occurs when interested people focus on the arguments and respond with favorable thoughts 
peripheral route to persuasion ------ occurs when people are influenced by incidental cues, such as speaker's attractiveness 
credibility  ------ believability. a credible communicator is perceived as both expert and trustworthy 
sleeper effect  ------ delayed impact of a message that occurs when an initially discounted message become effective, as we remember the message but forget the reason for discounting it 
attractiveness  ------ having qualities that appeal to an audience. an appealing communicator (often someone similar to the audience) is most persuasive on matters of subjective preference 
primary effect  ------ other things being equal information presented first usually has the most influence 
recency effect  ------ information presented last sometimes has the most influence. recency effects are less common than primary effects
channel of communication  ------ the way the message is delivered - whether face-to-face, in writing, on film, or in some other way
two-step flow of communication  ------ process by which media influence often occurs through opinion leaders, who in turn influence others 
need for cognition  ------ motivation to think and analyze. assessed by agreement with items such as "The notion of thinking abstractly is appealing to me" and disagreement with items such as "I only think as hard as i have to" 
cult ------ group typically characterized by 1. distinctive ritual and beliefs related to its devotion to a god or person 2. isolation from surrounding "evil" culture 3. charismatic leader 
attitude inoculation  ------ exposing people to weak attacks upon their attitudes so that when stronger attacks come, they will have refutations available 
group  ------ two or more people who, for longer than a few moments, interact with and influence one another and perceive one another as "us" 
co-actors  ------ co-participants working individually on a noncompetitive activity 
social facilitation  ------ 1. tendency to perform simple or well- learned tasks better wen others are present  2. strengthening of dominant (prevalent, likely) responses in the presence of others, weakening of non dominant tasks in the present of others 
evaluation apprehension  ------ concern for how others are evaluating us 
social loafing  ------ the tendency for people to exert less effort when they pool their efforts toward a common goal than when they are individually accountable 
free riders  ------ people who benefit from the group but give little in return 
deindividuation  ------ loss of self-awareness and evaluations apprehension; occurs in group situations that foster responsiveness to group norms, good or bad 
group polarization  ------ group-produced enhancement of members' preexisting tendencies; a strengthening of the members' average tendency, not a split within the group 
pluralistic ignorance  ------ false impression of what most other people are thinking or feeling, or how they are responding 
social comparison  ------ evaluating ones opinions and abilities by comparing oneself with others 
groupthink  ------ concurrence - seeking becomes so dominant in a cohesive in-group that it tends to override realistic appraisal of alternative courses of action 
leadership  ------ the process by which certain group members motivate and guide the group 
task leadership  ------ leadership that organizes work, sets standards, and focuses on goals 
social leadership  ------ leadership that builds teamwork, mediates conflict, and offers support 
transformational leadership  ------ leadership that, enabled by a leader's vision and inspiration, exerts significant influence 
cultural diversity  ------ the diversity of languages, customs, and behaviors between cultures 
culturual similarity  ------ - "essential universality" between cultures (incest taboo) 
gender difference in age preference of a mate  ------ woman marry older men marry younger women (except teenage men) 
evolutionary theory  ------ cultures study: across cultures, men value youth/beauty women value earning potential/resources 
social role theory  ------ find women's economic power accounts for variations in sex differences in mate preference 
critique of evolutionary approach  ------ hindsight? lack of experimental data 
evolutionary perspective  ------ seeks to understand behaviors in their evolutionary contexts
cultural perspective ------ seeks to understand behavor in a cultural context - socially programmed (diversity and similarity) 
social influence happens when... ------ you know something is wrong, factually or morally when you are under the pressure to do it anyway 
Ciadini's 6 compliance principles  ------ reciprocation commitment/consistencyauthoritysocial validationscarcityliking/friendship 
reciprocation ------

A social norm – gift
giving and receiving

Obligation
of repayment

Discovered
in all cultures of the worldreal world: Free gifts free samples

commitment/consistency  ------

We tend to
act in
ways consistent with past behaviorDoor-to-door
sales:

–problem of cancellations

–having customers complete sales forms themselves greatly reduced cancellation rate later
on

Foot-in-the-door:
agreeing to small initial request leads to agreeing to larger related requests
(Billboard study - Freedman
& Fraser, 1966)

authority  ------

More likely
to comply with someone in authority (real or imagined)

social validation  ------

Do things
when we see others doing them (normative social influence).

Buy things
when we think it is popular.

scarcity  ------ Things that are in short supply seem more valuable.
liking  ------

People are
more likely to say yes to people they know and like.

Compliments:
an effective strategy
obedience  ------

changing
one’s behavior in response to a directive from an authority figure (power
status)

E.g. soldiers take order from officers

Milgrim's Shock experiment

Factors that
Affect social influence

------ - group size - unanimity or consensus- uncertainty of the situation - status-public response