All Flashcards
What are the causes and effects of normative influence?
Cause: Desire to fit in. Effect: Conformity to group norms and behaviors.
What are the causes and effects of informational influence?
Cause: Ambiguous situation and belief that others know more. Effect: Following the lead of others for guidance.
What are the causes and effects of group polarization?
Cause: Discussion among like-minded individuals. Effect: More extreme views on the topic.
What are the causes and effects of the bystander effect?
Cause: Diffusion of responsibility and pluralistic ignorance. Effect: Reduced likelihood of individuals helping in an emergency.
What are the causes and effects of social loafing?
Cause: Reduced individual accountability in a group. Effect: Decreased individual effort towards a common goal.
What are the causes and effects of deindividuation?
Cause: Anonymity and reduced self-awareness in a group. Effect: Impulsive and sometimes antisocial behavior.
What are the causes and effects of superordinate goals?
Cause: Shared objectives requiring cooperation. Effect: Reduced conflict and increased group cohesion.
What are the causes and effects of social traps?
Cause: Prioritizing short-term self-interest. Effect: Depletion of resources and long-term collective harm.
What are the causes and effects of the foot-in-the-door technique?
Cause: Agreement to a small initial request. Effect: Increased likelihood of agreeing to a larger subsequent request.
What are the causes and effects of the door-in-the-face technique?
Cause: Initial rejection of a large request. Effect: Increased likelihood of agreeing to a smaller, more reasonable request.
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.
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.