All Flashcards
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.
How is the foot-in-the-door technique used in sales?
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.
Give an example of groupthink in a historical event.
The Bay of Pigs invasion, where advisors failed to critically evaluate the plan due to a desire for consensus with President Kennedy.
How does the bystander effect apply to online communities?
In online forums, people may be less likely to report inappropriate content if many other users are present.
How can superordinate goals be used in international relations?
Countries can cooperate on issues like climate change to achieve a common goal that benefits all.
How is social loafing seen in sports teams?
Athletes may exert less effort in team practices compared to individual training sessions.
How is the halo effect used in marketing?
Using celebrity endorsements to make consumers think that a product is better than it actually is.
How can the social responsibility norm be seen in charitable giving?
People donate to disaster relief efforts because they feel obligated to help those in need.
How is deindividuation seen in online trolling?
People are more likely to post offensive comments online because they feel anonymous and less accountable for their actions.
How is the door-in-the-face technique used in negotiations?
A union might initially demand a very high wage increase, then settle for a more moderate increase that seems reasonable in comparison.
How can you apply the knowledge of cultural differences to improve communication?
By understanding whether a culture is individualistic or collectivistic, you can tailor your communication style to be more effective and respectful.