Lecture 9

Question 1

What is compliance?

Answer 1

Behaviour in submission to an explicit or implicit request

Question 2

What does compliance rely on?

Answer 2

1. Dissonance
2. Self perception
3. Self preservation
4. Social normals

Question 3

Describe the ‘Foot in the Door’ Technique

Answer 3

(part of compliance)

-Researches aimed to gain compliance of a large request that people normally wouldn’t agree to

1st. Asked large request
2nd. Asked small request

(billboard e.g)

Question 4

Which mechanisms is the ‘Foot in the Door’ technique consistent with?

Answer 4

• Dissonance

- Self perception

Question 5

What is lowballing?

Answer 5

-Securing commitment to course of action by undervaluing the true cost

1st condition = asked about taking part in a study and told prior about early start

2nd condition = asked about taking part in a study, once agreed, then told about 7am start

Question 6

What is the effect of the ‘Foot in the Door’ Technique

Answer 6

• Having agreed to the smaller request people were more likely to agree to the larger request
• Theorised that prior endorsement puts pressure on maintaining consistent behaviour

Question 7

What was the finding of lowballing?

Answer 7

People won’t back out after agreeing, relies on consistency

Question 8

What is the effect of imagining compliance?

Answer 8

Asking people to imagine behaviour of a performance can be enough to induce compliance

Question 9

Describe Reciprocity

Answer 9

Belief that receiving something positive from another person requires you to reciprocate in response

Question 10

Describe the ‘Door in the Face’ idea

Answer 10

• Idea that asking for something too large = rejection
• When we ask for a smaller request it appears to be a compromise
• Due to this, it puts pressure on the other person to agree to the smaller request

Question 11

Describe the ‘That’s Not All’ version

Answer 11

• Gain compliance by adding a ‘sweetener’ into the deal.
• Version of the Door in the Face
• People more inclined to buy something with the free item than buying the same items for the same total price

Question 12

What is Conformity?

Answer 12

A behaviour change due to assimilation

Question 13

TRUE or FALSE

We are always aware of the change in terms of conformity

Answer 13

FALSE

We may not be aware of the change

Question 14

What is Informational Conformity

Answer 14

Conformity due to ambiguous physical reality

-We are unsure how to behave therefore we may consult others who appear to know. We are willing to change attitude to conform

Question 15

What is private acceptance?

Answer 15

An attitude change

Seen in informational conformity

Question 16

Describe the ‘Autokinetic Effect’

Answer 16

• Individual difference of results created an ambiguous reality
• Overtime people naturally agree with each other because they didn’t know the correct answer

Question 17

Describe the Affiliation studies

Answer 17

• Looked at the desire to seek information from others

- In high anxiety condition participants wanted to sit among people in the same condition due to uncertainty.

Question 18

What is Normative Conformity?

Answer 18

• Conformity in an Unambiguous physical reality (people aren’t wondering what to do)
• Based on motivation to be liked or accepted by a reference group

Question 19

What does Normative Conformity produce?

Answer 19

Produces compliance, without (necessarily) an attitude change

Question 20

What are the factors affecting Conformity?

Answer 20

• Size of Majority
• Unanimity of Majority
• Ambiguity of Situation
• Motivation and Opportunity
• Expertise
• Individual and Cultural Difference

Question 21

In context of Size of Majority affecting Conformity, how many people give the max effect?

Answer 21

• About 4 people has max effect

- A further increase doesn’t have an effect

Question 22

How does Unanimity of Majority affect Conformity?

Answer 22

If a person in the study disagrees from the majority it wipes the effect

Question 23

How does Ambiguity of Situation affect Conformity?

Answer 23

Effect is enhanced when the situation is ambiguous as it makes people look to others

Question 24

How does Motivation and Opportunity affect Conformity?

Answer 24

When people have more reason to make correct decision and suitable cognitive resources to evaluate the situation, people can then go against the majority

Question 25

How does Expertise affect Conformity?

Answer 25

Effect is enhanced when individual giving wrong answer has some authority

Question 26

How do Individual and Cultural Differences affect Conformity?

Answer 26

Individuals may be more/less likely to conform and this is influenced by culture

Question 27

What are the factors in Social Impact Theory?

Answer 27

1. Number of people exerting the influence 2. Strength of that influence 3. Distance (physical or psychological)

Question 28

What is Obedience?

Answer 28

Behaviour change in response to a direct order

Question 29

What was noted in Milgram's experiment as influential from a compliance perspective?

Answer 29

- When people were going to defect from complying it was on the boundary between shock levels - This is an example of dissonance and self perception as well as latitude of acceptance