Social Influence & Interpersonal Attraction – Comprehensive Psychology Study Guide 2026 | Compliance, Norms & Relationship Dynamics|A+ Graded

Social Influence & Interpersonal Attraction – Comprehensive Psychology Study Guide 2026 | Compliance, Norms & Relationship Dynamics|A+ Graded Injunctive social norm What behaviors are approved or disapproved of by others. Descriptive Social Norm How people actually behave in given situations, regardless of whether it is approved or disapproved of by others. Compliance Responding favorably to an explicit request by another person. Norm of reciprocity When someone does something for you, it obligates you to do something back. Christmas card study Randomly selected 200 names to send Christmas card-87% returned a card. Door-in-the-face technique Large request followed by smaller request-creates pressure to comply with second smaller request. Zoo example Counseling first-50% yes, no counseling question 17%. Foot-in-the-door technique Small initial request followed by a second larger request. Cupboard example Survey first then ask about analyzing. That's-not-all technique When the initial deal gets sweeter. Obedience Following the demands of someone who is higher in social power than oneself. Tragic side of obedience Were participants in 20th century genocides all sadist or psychopaths? Obedience drops when Authority prox- Experimenter in different room. Interpersonal Attraction The attraction between individuals that can lead to friendships or romantic relationships. Propinquity effect The more we see and interact with people, the more likely they are to become our friends. Functional Distance Aspects of architecture design that make it more likely some people will encounter each other more often than others. Mere exposure The more you are exposed to something, the more you tend to like it. Initial attraction Similarity-we like people who are like us. Matching hypothesis We become involved with people who are like us (in attractiveness). Reciprocal liking We like people who like us. Dissimilarity in attitudes Attentional biases to attractive faces. Universals in attractiveness In men: strong jaw, broad shoulders. Facial attractiveness Perceived similarly across cultures. Symmetry Preferred in attractiveness; size, shape, and location of features on one side match. Attractiveness Predicts greater salary, more likely to get help in need, less likely to be convicted, lesser sentences. Companionate love Feelings of intimacy and affection for someone that are not accompanied by passion or physiological arousal. Nonsexual relati