AP Psych Chapter 18- Social Influence
social impact theory
a group's impact on an individual depends not only on group size but also on how important an close the group is to the person
task-oriented leaders
a leader who provides close supervision, leads by directives, and generally discourages group discussion
person-oriented leaders
a leader who provides loose supervision, asks for group members' ideas, and is concerned with subordinates' feelings
door-in-the-face procedure
a method of compliance, by starting with a request for a favor that is likely to be denied, and then the person substitutes the favor for a lesser alternative, which is the one they really wanted in the first place
low-ball approach
a method of compliance, have to obtain agreement to do something, but then the price is jacked up
foot-in-the-door technique
a method of compliance, works by getting a person to agree to a small request and then gradually presenting larger ones
minority influence
a minority in a group influences the behavior and beliefs of a majority, uncommon but happens with powerful members of a group
reciprocity
a part of some injunctive norms, it is the tendency to respond to others as they have acted towards you
groupthink
a pattern of thinking in which group members fail to evaluate realistically the wisdom of various options and decisions
deindividuation
a phenomenon in which a person becomes "submerged in a group" and loses the sense of individuality. When this happens, people become emotionally aroused and experience intense closeness with the group, leading to many people performing actions they wouldn't do on their own
frustration-aggression hypothesis
a proposition that frustration always leads to some form of aggressive behavior. Proposed by John Dollard, and over time has proven too simple and too general
social impairment
a reduction in performance due to the presence of other people
commons dilemma
a resource dilemma in which people have to decide how much to take from a common resource
public goods dilemma
a resource dilemma in which people must decide how much to contribute to a common resource
prisoner's dilemma
a scenario in which mutual cooperation guarantees the best outcome (reread pg 753)
resource dilemma
a situation in which people must share a common resource, creating conflicts between the short-term interests of individuals and the long-term interests of the group
zero-sum game
a social situation in which one person's gains are subtracted from another person's resources, so that the sum of the gains and losses is zero
arousal: cost-reward theory
a theory that proposes that people find the sight of a victim distressing and anxiety provoking, and that this experience motivates them to do something to reduce the unpleasant arousal
compliance
adjusting one's behavior because of an explicit or implicit request
aggression
an act that is intended to cause harm to another person
frustration
an emotion that occurs when we are prevented from reaching some goal
altruism
an unselfish concern for another's wellbeing
helping behavior
any act that is intended to benefit another person
cooperation
any type of behavior in which people work together to attain a common goal
bystander effect
as the number of people who witness an emergency increases, the likelihood that one of them will help decreases. Diffusion of responsibility occurs
obedience
changing behavior in response to a demand from an authority figure
conformity
changing one's behavior or beliefs to match those of others, generally as a result of real or imagined, though unspoken, group pressure
defensive aggression
comes from damage to structures like the amygdala and hypothalamus, includes heightened aggressiveness to stimuli that are not usually threatening or a decrease in the responses that normally inhibit aggression
social loafing
exerting less effort when performing a group task than when performing the same task alone
social striving
greater individual effort when working in a group
kin selection
helping a relative to survive
norms
learned, socially based rules that prescribe what people should or should not do in various situations
injunctive norms
norms that give more specific information about the action that others find acceptable and those that they find unacceptable. Combination of two things
descriptive norms
norms that indicate how most other people actually behave om a given situation
empathy-altruism theory
people are more likely to engage in altruistic (unselfish) helping if they fell empathy toward the person in need-even if the cost of helping is high
unamity
people experience greater pressure to conform as long as the majority is unanimous
transformational/charismatic leaders
rather than focusing on rewarding/punishing specific behaviors, these people concentrate on creating a vision of the group's goals, inspiring others to pursue that vision, and giving their followers reason to respect and admire them
social dilemmas
situations in which an action that produces rewards for one individual will, if adopted by all others, produce negative consequences for everyone
legitimate social power
the ability to influence people because they assume the person in power has the right or legitimate authority to tell them what to do
expert social power
the ability to influence people because they assume the person in power is a knowledgeable and responsible expert
social facilitation
the mere presence of other people can improve performance
social influence
the process whereby a person's behavior is directly or indirectly affected by the words or actions of other people
environmental psychology
the study of the relationship between people's physical environment and their behavior. Factors affecting aggression include high temperatures, loud noise crowding
inclusive fitness
the survival of one's genes to future generations
transactional leaders
those whose behavior depends on the actions of those they lead
competition
trying to attain a goal for oneself while denying that goal to others
ambiguity
uncertainty; when the physical reality of a situation becomes less certain, people rely more and more on other's opinions and conformity to a group norm becomes increasingly likely
negative affect
unpleasant emotion, part of Berkowitz's modifications to the frustration-aggression hypothesis. The greater the negative affect, the stronger the readiness to behave aggressively. Modifications also include that aggression comes from stress and aggressive cues
excitation transfer
when arousal from one situation carries over into an independent situation, part of generalized arousal
conflict
when one person or group believes that another stands in the way of their achieving their goal
private acceptance
when someone uses others responses as legitimate evidence about reality, and were convinced that their own perceptions were wrong, and actually changed their mind
mixed-motive conflict
when there are good reasons to cooperate and good reasons to compete
