Social Influence: Key terms

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Conformity
Is a form of social influence that results from exposure to the majority position and leads to compliance with that position. It is the tendency for people to adopt the behaviour, attitudes and values of other members of a reference group.
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Compliance
Occurs when an individual accepts influence because they hope to achieve a favourable reaction from those around them. An attitude or behaviour is adopted not because of its content, but because of the rewards or approval associated with its adoption
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Internalisation
Occurs when an individual accepts influence because the content of the attitude or behaviour proposed is consistent with their own value system.
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Normative social influence
Is the result of wanting to be liked by part of a group (by following social norms).
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Informational social influence
Is the result of wanting to be right - looking to others for the right answer.
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Obedience to authority
A type of social influence whereby somebody acts in response to a direct order from a figure with perceived authority - Implication that the person receiving the order is made to respond in a way that they would not have done without the order.
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Agentic shift
In situations requiring obedience to authority, an individual may shift from an 'autonomous' state to an 'agentic' level. In such situations they attribute responsibility for their actions to the authority rather than being personally responsible.
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Autonomous state
Is where an individual takes responsibility for their own actions.
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Agentic level
Is where an individual acts as an 'agent' for another person rather than acting on their own initiative.
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Locus of control
An aspect of our personality: people differ in their beliefs about whether the outcomes of their actions are contingent on what they do (internal control) or on events outside their personal control (external control).
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Minority influence
A form of social influence where people reject the established norm of the majority of group members and move to the position of the minority.
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Social change
When a whole society adopts a new belief or way of behaving which then becomes widely accepted as the 'norm'.
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Card 2

Front

Occurs when an individual accepts influence because they hope to achieve a favourable reaction from those around them. An attitude or behaviour is adopted not because of its content, but because of the rewards or approval associated with its adoption

Back

Compliance

Card 3

Front

Occurs when an individual accepts influence because the content of the attitude or behaviour proposed is consistent with their own value system.

Back

Preview of the back of card 3

Card 4

Front

Is the result of wanting to be liked by part of a group (by following social norms).

Back

Preview of the back of card 4

Card 5

Front

Is the result of wanting to be right - looking to others for the right answer.

Back

Preview of the back of card 5
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