Cause: Desire to fit in. Effect: Conformity to group norms and behaviors.

Cause: Ambiguous situation and belief that others know more. Effect: Following the lead of others for guidance.

Cause: Discussion among like-minded individuals. Effect: More extreme views on the topic.

Cause: Diffusion of responsibility and pluralistic ignorance. Effect: Reduced likelihood of individuals helping in an emergency.

Cause: Reduced individual accountability in a group. Effect: Decreased individual effort towards a common goal.

Cause: Anonymity and reduced self-awareness in a group. Effect: Impulsive and sometimes antisocial behavior.

Cause: Shared objectives requiring cooperation. Effect: Reduced conflict and increased group cohesion.

Cause: Prioritizing short-term self-interest. Effect: Depletion of resources and long-term collective harm.

Cause: Agreement to a small initial request. Effect: Increased likelihood of agreeing to a larger subsequent request.

Cause: Initial rejection of a large request. Effect: Increased likelihood of agreeing to a smaller, more reasonable request.

Involves critical thinking and evaluating arguments, leading to lasting attitude changes.

Relies on superficial cues and emotional appeals for persuasion.

Start with a small request, then make a bigger one; people are more likely to agree to the big request if they've already agreed to the small one.

Start with a huge request that you know will be rejected, then make a more reasonable one.

Emphasize personal goals and independence.

Prioritize group harmony and interdependence.

The more people present in an emergency, the less likely anyone is to help.

Shared objectives that require cooperation, reducing conflict.

Prioritizing short-term self-interest over long-term collective well-being.

We help others with the expectation that they'll help us in the future.

A salesperson might start by asking a customer to sign up for a small free trial, then later ask them to purchase a full subscription.

The Bay of Pigs invasion, where advisors failed to critically evaluate the plan due to a desire for consensus with President Kennedy.

In online forums, people may be less likely to report inappropriate content if many other users are present.

Countries can cooperate on issues like climate change to achieve a common goal that benefits all.

Athletes may exert less effort in team practices compared to individual training sessions.

Using celebrity endorsements to make consumers think that a product is better than it actually is.

People donate to disaster relief efforts because they feel obligated to help those in need.

People are more likely to post offensive comments online because they feel anonymous and less accountable for their actions.

A union might initially demand a very high wage increase, then settle for a more moderate increase that seems reasonable in comparison.

By understanding whether a culture is individualistic or collectivistic, you can tailor your communication style to be more effective and respectful.