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Compare normative and informational influence.
Normative: Conform to fit in. Informational: Conform because you believe others are correct.
Compare individualistic and collectivistic cultures.
Individualistic: Emphasize personal goals. Collectivistic: Emphasize group harmony.
Compare social loafing and social facilitation.
Social Loafing: Reduced effort in groups. Social Facilitation: Improved performance on simple tasks in the presence of others.
Compare the central and peripheral routes to persuasion.
Central: Logic-based, lasting change. Peripheral: Emotion-based, temporary change.
Compare obedience and conformity.
Obedience: Following direct orders. Conformity: Adjusting behavior to fit in with a group.
Compare altruism and the social reciprocity norm.
Altruism: Helping with no expectation of return. Social Reciprocity: Helping with the expectation of future help.
Compare diffusion of responsibility and pluralistic ignorance.
Diffusion of Responsibility: Feeling less responsible in a group. Pluralistic Ignorance: Assuming others interpret a situation differently.
Compare superordinate goals and social traps.
Superordinate Goals: Promote cooperation. Social Traps: Lead to collective harm.
Compare the foot-in-the-door and door-in-the-face techniques.
Foot-in-the-Door: Start small, then go big. Door-in-the-Face: Start big, then go smaller.
Compare job satisfaction and burnout.
Job Satisfaction: Happiness with work. Burnout: Exhaustion from work stress.
What are social norms?
Unwritten rules dictating behavior in different situations.
Define social roles.
Parts we play in society based on age, gender, and status.
What is normative influence?
Conforming to group norms to avoid rejection and gain acceptance.
Define informational influence.
Looking to others for guidance, especially in confusing situations.
What is the halo effect?
Assuming someone has other positive qualities because they are attractive.
Define group polarization.
When like-minded people discuss an issue, their views become more extreme.
What is groupthink?
Desire for harmony overrides critical thinking, leading to bad decisions.
Define social loafing.
Exerting less effort when working in a group.
What is deindividuation?
Loss of self-awareness and restraint in a group, leading to impulsive behavior.
Define altruism.
Helping others without expecting anything in return.
Explain the central route to persuasion.
Involves critical thinking and evaluating arguments, leading to lasting attitude changes.
Explain the peripheral route to persuasion.
Relies on superficial cues and emotional appeals for persuasion.
What is the foot-in-the-door technique?
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.
What is the door-in-the-face technique?
Start with a huge request that you know will be rejected, then make a more reasonable one.
Describe individualistic cultures.
Emphasize personal goals and independence.
Describe collectivistic cultures.
Prioritize group harmony and interdependence.
Explain the bystander effect.
The more people present in an emergency, the less likely anyone is to help.
What are superordinate goals?
Shared objectives that require cooperation, reducing conflict.
What are social traps?
Prioritizing short-term self-interest over long-term collective well-being.
Explain the social reciprocity norm.
We help others with the expectation that they'll help us in the future.