PSY-P 304Exam # 3 Study Guide Modules 6&7Module 6 - explain what social influence is(L, T)o social influence-when one's emotions, opinions, or behaviors are affected by others. Social influence takes many forms and can be seen in conformity, socialization, peer pressure, obedience, leadership, persuasion, sales and marketing- explain what conformity is and be able to summarize the methodology and findings of Sherif’s and Asch’s classic studies on conformity(L, T)o conformity-a tendency to change our perceptions, opinions, and behaviors as a result of real or imagined pressures or social norms; takes away individuality so we like to believe we are not personally conformist o Sherif’s autokinetic study: come into a room, sit in front of a screen, and told thatroom is going to be completely darken and there will be a light beam on a screen and job is to verbally say how far the beam of light moves for 100 trials Autokinetic phenomenon: light never moves because there is no reference pointBring in other people and they use their answers to converge eachothers answersThe more uncertainty there is in a decision, the more we are influenced by other peopleoAsch’s line judgment study: subjects arrive in room with 5-6 other people (confederates), subject is believed that all are subjects. Each showed a line and told to match which line it matches on the other picture. 18 trials going clockwise. Confederates start giving wrong answers after 2 trials, and the subject begins to conform- make the distinction between the two types of conformity (L, T) and explain how the two types of social influence result in each (L, T). Be able to provide examples of eacho difference between the two is in ambiguity of the task(a correct answer vs. no correct answer) private-change in overt behavior but also a change in what we privately believe to be true- derived from informational influence public-change in overt behavior but privately we maintain our own original beliefs – derived from normative influenceo Types of social influence Informational-people’s tendency to conform because of the assumption that other people who are in agreement must be correct; and when givena choice we want to be right and not wrong Normative-based upon fear of being rejected by group or appearing deviant; conform out of desire to be accepted and look good towards a group- discuss and be able to provide examples of the various factors that influence conformity, to include group size, salience of social norms, social support, (L, T), group cohesiveness, age, and desire for personal control (L)ogroup size: the larger the group the greater the conformity is what is to believed, which is true to a certain point, but increasing group will eventually have no effectlaw of diminishing return: once you increase beyond 4-5 people you do notgain much more influence to conformityosalience of social norms: making a conformity social norm more aware then people will be more likely to conform ex: throwing trash on ground studyounanimity/social support: presence of a dissenting ally will help you not feel as susceptible to conform; not important that they agree with you but that they agree with the groupogroup cohesiveness: the more bonded the group, the greater the conformityoage: adolescents more likely to conform because they are still struggling with theiridentity crisisodesire for personal control: degree to which people think they possess behavioral freedoms; constructs like DPC don’t make people immune from conformity, but do make them more resistant Influence Low DPC (humor score) High DPC (humor score)Alone 43.7 46.3Group 73.2 62.1 otheory of psychological reactance: sometimes people think they are entitled to certain behavior freedoms (I can do what I want to do), and if someone tries to impede on them they react- understand the basic paradigm of Milgram’s obedience studies (L, T)o Basic paradigm->will a person hurt another person simply because he/she is told to do so? What’s the maximum voltage the teacher will place on the learnero Obedience to authority- person’s willingness to conform to demands of an authority even when it violates person’s sense of what is morally right;destructive obedience: person’s willingness to conform to demands of authority that results in harm of another person and violates sense of what is morally right- thoroughly describe the findings of Milgram’s obedience studies (L)obaseline results: Experiment #1: 26/40 fully obedient-435-360 volts = 2 people refused-345 volts = 1 person refused-330 volts = 2 people refused-315 volts = 4 people refused-300 volts = 5 people refusedExperiment #2: “voice feedback” (out of sight but not out of ear shy) 25/40 full obedientExperiment #3: “proximity” 16/40 fully obedient Experiment #4: “proximity touch” 12/40 fully obedientExperiment #5: “heart condition” – learner begins to complain about heartpain, but the experimenter tells the teacher there is no harm. 27/40 fully obedient- thoroughly explain what effects (if any) age, gender, the authoritarian personality, physical proximity, institutional authority, presence of allies, and personal responsibility have on the levels of obedience (L, briefly T)o physical proximityo institutional authorityo authority of experimenter authoritarian personality is more obediento personal responsibility observer completely responsible observer and teacher share responsibility  teacher completely responsible o presence of allies: Experiment #17: 2 other subjects arrive who are also going to be teachers (actual confederates though), they play group teacher and 4/40 fully obedient. One confederate leaves in the middle because he is outraged, the other confederate eventually does the same; “group teachers” conclude that authority is wrong- understand Milgram’s theoretical explanations for his findings (L)osocialization of obedience: successful outcomes in several different settings require obedience to authorityoentrapment and escalation: obedience to authority because subject feels trappedohistorical & contemporary applicationsethical arguments: -lab is not the place to study obedience-no concern for welfare of subjects (manipulation, embarrassment, discomfort)-emotional disturbances experienced not dissipated prior to leaving lab-concrete benefit to humanity doesn’t justify risk of real harm-no convincing parallel between Nazi