Chapter 07 Social Influence

Define “social learning.” Give/recognize examples.

Describe Bandura’s famous Bobo doll studies of social learning.

Define “social contagion.” Give/recognize examples.

Describe Zimbardo’s famous Stanford Prison Study. What was the effect of roles on people’s behavior and attitudes?

Define “conformity.” Give/recognize examples.

Define “informational influence” and “normative influence.” Give/recognize examples.

Describe Asch’s conformity study (of judging line lengths).

How do these situational factors affect conformity: public vs. private behavior, unanimity of group, size of group, reference group.

Define “compliance.” Give/recognize examples.

Describe these compliance techniques. Give/recognize examples of each: foot-in-the-door, door-in-the-face, low-balling, reciprocity, social proof, mindlessness, that’s-not-all.

Define “obedience.” Give/recognize examples.

Describe Milgram’s classic study of obedience (teacher/learner). What percentage of teachers fully obeyed the orders to shock the learner?

How do these situational factors influence obedience: legitimacy of person’s authority, physical closeness of authority figure, physical closeness of victim, witnessing defiance, acting with others to carry out orders.

Why do people obey? Consider genetics, learning, and situational factors (graduated request, engaged followership).