1. Chapter 7: Conformity
Part 1: March 6, 2012

2. Social Influence 3 forms of social influence:
Conformity, compliance, & obedience
We automatically mimic others
Gestures, facial movements
Serves a social function
Links to conformity
“tendency to change our perceptions & behavior in ways consistent with group norms”
Labeling conformity?

3. Early studies of conformity
Sherif’s lab study of autokinetic effect:
What is it?
How did participants conform?
Follow-up 1 year later…Results?

4. Asch’s Conformity studies –
Groups of 6 (5 confederate & 1 participant)
Procedure?
How often does conformity occur?
Reward for conforming?

5. Why conform? 1. Information 2. Norms
3. Distinction between private and public conformity -

6. Majority Influence 1. Influence of group size –
What are the effects on conformity?
2. Pluralistic ignorance – perceptual error

7. 3. Influence of one partner in nonconformity:
What happened in Asch’s study related to this?
4. Gender effects on conformity –
Depends on public & private conformity:

8. Minority Influence on Conformity:
How can nonconformists influence others?
Style: consistency hypothesis
Personality predictors of conformity?

9. Compliance Make direct requests of us & hope we comply
Differs from conformity:
Sometimes we mindlessly comply
Langer’s experiment w/xerox machine…
Strategies for compliance?
Use the reciprocity norm – repay someone a favor
Immediate vs. delayed effects?

10. Sequential Requests: Foot-in-the-door technique: start w/small request
Example?
Based on self-perception?
Lowballing technique: agreement then change the deal
Door-in-the face technique: start w/big request then smaller request
How is contrast effect at work?