5 Written Questions
5 Matching Questions
- Short term orientation
- social proof
- demand characteristics
- a when the participants act differently simply because they know that they are in an experiment.
- b people view behaviour as correct if they see others performing it.
- c A compliance technique in which a request is made which will surely be turned down, and then is followed by a request that will ask less of someone.
Study: Cialdini et al (1975)
- d These cultures value personal steadiness and stability. There is a focus on the future instead of the past, and innovation is highly valued
- e using uniform procedures in every phase of the research process
5 Multiple Choice Questions
- Reasons why people conform. Based on the way people cognitively process information about a situation. (social comparison or cognitive dissonance)
- Behaviour patterns that are typical of specific groups. They are often passed down from generation to generation through observational learning by the gatekeepers of the group.
- The observer must be able to remember the behaviour that has been observed from the model.
The group to which an individual belongs.
The group to which an individual does not belong.
Study: Cialdini (1976)
- external factors
5 True/False Questions
low balling → involves changing an offer to make it less attractive to the target person after the person has agreed.
Cialdini et al. (1974) = psych students
natural experiment → an experiment that is carried out in a controlled environment
Self-serving Bias → Refers to the tendency of humans to attribute their successful behaviours to dispositional factors, and their unsuccessful behaviours to their situational factors.
Study: Lau & Russell (1980)
3 Principles → A social perception of an individual in terms of group membership of physical attributes. OR Positive or negative generalizations that are made about a group and then attributed to the members of that group.
Reliability → people often feel they need to return a favour