Conceptual Questions
. Define conformity, compliance, and obedience. How are these three forms of
1
social influence distinct from one another?
● A
nswer:
Conformity is the change in behavior or attitudes to align with a
group or individual without a direct request. Compliance involves responding
favorably to an explicit request, often in situations without direct power
differences. Obedience is a change in behavior as a result of a direct
command from an authority figure, indicating a power dynamic.
. Explain the foot-in-the-door technique and why it works according to the
2
principle of cognitive dissonance.
● A
nswer:
The foot-in-the-door technique involves starting with a small
request that the person is likely to agree to, followed by a larger request.
It works because people seek consistency in their actions and self-image;
agreeing to a small request makes them more likely to comply with the
subsequent larger request to maintain cognitive consistency.
. Describe the reciprocity technique and provide an example of its use in a
3
business context.
● A
nswer:
The reciprocity technique involves giving something to someone
before asking for a favor, creating a sense of obligation. For instance,
waiters giving mints to customers before presenting the bill often see
increased tips, as customers feel obliged to reciprocate the kindness.
. What is the endowment effect, and how does it impact people's willingness to
4
trade items of equal value?
● A
nswer:
The endowment effect is a bias where people ascribe more value to
items simply because they own them. This effect makes individuals less
likely to trade their possessions, even for items of equal value, as they
psychologically value what they own more highly.
5. What is group polarization, and what factors contribute to it?
● A
nswer:
Group polarization is the tendency for a group's discussion to
amplify individuals' pre-existing beliefs. It is influenced by group
composition (homogeneity, likeability, physical closeness), the presence of
an outgroup, and the extremity of initial positions. These factors drive
individuals toward more extreme positions post-discussion.
. Define the minimal group paradigm and explain how it demonstrates in-group
6
favoritism.
● A
nswer:
The minimal group paradigm illustrates how people tend to favor
their in-group over out-groups based on trivial criteria. Even when groups
are arbitrarily assigned, people show positive biases toward their own
group, including more favorable resource allocations and attitudes.
7. Describe deindividuation and provide an example of its effect on behavior.
. Define conformity, compliance, and obedience. How are these three forms of
1
social influence distinct from one another?
● A
nswer:
Conformity is the change in behavior or attitudes to align with a
group or individual without a direct request. Compliance involves responding
favorably to an explicit request, often in situations without direct power
differences. Obedience is a change in behavior as a result of a direct
command from an authority figure, indicating a power dynamic.
. Explain the foot-in-the-door technique and why it works according to the
2
principle of cognitive dissonance.
● A
nswer:
The foot-in-the-door technique involves starting with a small
request that the person is likely to agree to, followed by a larger request.
It works because people seek consistency in their actions and self-image;
agreeing to a small request makes them more likely to comply with the
subsequent larger request to maintain cognitive consistency.
. Describe the reciprocity technique and provide an example of its use in a
3
business context.
● A
nswer:
The reciprocity technique involves giving something to someone
before asking for a favor, creating a sense of obligation. For instance,
waiters giving mints to customers before presenting the bill often see
increased tips, as customers feel obliged to reciprocate the kindness.
. What is the endowment effect, and how does it impact people's willingness to
4
trade items of equal value?
● A
nswer:
The endowment effect is a bias where people ascribe more value to
items simply because they own them. This effect makes individuals less
likely to trade their possessions, even for items of equal value, as they
psychologically value what they own more highly.
5. What is group polarization, and what factors contribute to it?
● A
nswer:
Group polarization is the tendency for a group's discussion to
amplify individuals' pre-existing beliefs. It is influenced by group
composition (homogeneity, likeability, physical closeness), the presence of
an outgroup, and the extremity of initial positions. These factors drive
individuals toward more extreme positions post-discussion.
. Define the minimal group paradigm and explain how it demonstrates in-group
6
favoritism.
● A
nswer:
The minimal group paradigm illustrates how people tend to favor
their in-group over out-groups based on trivial criteria. Even when groups
are arbitrarily assigned, people show positive biases toward their own
group, including more favorable resource allocations and attitudes.
7. Describe deindividuation and provide an example of its effect on behavior.
