belief that the influencer has more information than oneself.
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What is legitimate power?
the influencer is authorised by a recognised power structure to command and make decisions: this relates to your role in society.
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What is referent power?
identification with attraction to or respect for the source of influence.
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What are the 3 main ways we are persuaded, particularly in advertisement?
1) Foot in the door technique. (2) Door in the face technique. (3) Low balling
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What is the door in the face technique?
Large request is given first, making small requests more likely to acquire.
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What did Sherif (1936) come up with to explain the origins of social norms?
'Frame of reference'
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What is the 'frame of reference'?
people use the behaviour of others to establish the range of possible behaviour.
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How did Sherif test his idea of 'frame of reference'?
In his Autokinesis study
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What were the two conditions in Sherif's autokinesis study?
Condition A: participants 1 , 2 , 3 started alone then later in groups, Condition B: participants 4 , 5 , 6 started in groups then later alone.
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What was the conclusion of Sherifs autokinesis study?
Groups can alter an individuals norm.
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Who conducted a study to persuade American housewives to change their eating habits of their families?
Lewin (1947)
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What was condition A and condition B of Lewin's study?
Condition A: 3 groups of 13-17 housewives attended a factual lecture on how change in eating habits would be beneficial to war efforts. Condition B: Another 3 groups were given the same info, but had a group dicussion after to establish a group norm.
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In Lewin's study what were the results from a follow up survey?
Condition A: 3% changed their behaviour, Condition B: 32% changed their behaviour
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What is the auto kinetic effect?
Optical illusion in which a pin point of light shining in complete darkness appears to move about.
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Other cards in this set
Card 2
Front
What are the types of power as devised by Raven (1959) ?
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