Chapter Summary

This chapter examines the role of groups in the process of social influence. It begins by discussing the topic of conformity, including Solomon Asch’s classic experiment. The chapter discusses the role of norms and reference groups in addition to the ways in which a majority can influence a minority. It illustrates that religious cults provide a frightening example of the high level of compliance that may result from intense levels of indoctrination. The chapter introduces the concept of social proof and its relevance to word-of-mouth persuasion. Finally, the chapter illustrates both the positive (e.g., social facilitation) and negative (e.g., deindividuation, social loafing, polarization) effects of group influence.

Quiz

1. 

Alex believes his group of friends is choosing the wrong restaurant, but he agrees anyway because he doesn't want to be left out. This illustrates:

Epistemological weighting hypothesis

Group locomotion hypothesis

Informational influence in groups

Normative influence in groups

None

2. 

Before being allowed to participate in a volunteer club, Maya must complete a challenging and humiliating orientation. Which outcome is most likely?

Maya will participate but dislike the club

Maya will quit before joining

Maya will participate and feel more committed than she would have without the initiation

Maya will be influenced by informational but not normative factors

None

3. 

Upon showing interest in a cult, Sarah is invited to lavish dinners, receives personalized gifts, and is constantly praised by members to make her feel loved and important. Which stage of indoctrination does this represent?

Compliance stage

Softening-up stage

Internalization stage

Consolidation stage

None

4. 

A tourist refuses to try local foods while traveling because they believe their home country's cuisine is superior to all others. This reflects:

Ethnocentrism

Ethnicity

Negative Culturalism

Ethnorelativity

None

5. 

A restaurant claims that all our diners love the chef's special" to encourage new customers to order it. This is an example of which persuasion tactic?"

Scarcity

Social proof

Peer pressure

Consolidation

None

6. 

A teacher notices a group of students planning to vandalize school property. To reduce the effects of deindividuation, what strategy should the teacher use?

Tell the students they’ll get in trouble if they act

Encourage students to reflect on their own personal values regarding vandalism

Accept that nothing can be done once the group forms

Put on a backwards hat and pretend to be one of them

None

7. 

Lila used to read a variety of fitness blogs but now only follows those that completely agree with her strict diet beliefs. Lila is exhibiting:

Echo-chambering

Self-imposed control

Ethnocentrism

Conforming to the reference group

None

8. 

Social Influence Model predicts that (a) the third or fourth member added to a group has the most effect on group conformity, and (b) individual group members may suspect collusion if the other members unanimously agree on some issue or decision.

True

False

None

9. 

Social facilitation affects how likely a person is to conform to a group

True

False

None

10. 

Ethnocentrism is the belief that one's own culture is the best standard by which all others should be evaluated.

True

False

None

11. 

A committee planning a school event ignores potential problems because everyone wants to agree with the majority and avoid conflict. This phenomenon is called _

12. 

During a team meeting, Maria is unsure how to respond to a client's question. She defers to her coworkers' opinions because she assumes they know better. This is an example of _

13. 

_ are the expectations we have about what behaviors are right or wrong.

14. 

_ refers to how being in a group causes members to become less aware of themselves and less concerned with others' evaluations of them.

15. 

A group that has the power to influence us through the process of identification is known as a/an _ group.

Time’s up

Essay Questions

1. The text discusses Social Impact Theory and the Social Influence Model. What does each perspective claim about the relationship between group size and conformity? Can both perspectives be correct? If so, how?
2. How is Burke’s concept of identification related to conformity? What are the positive and negative effects of identification?
3. What is the group polarization phenomenon? List and describe three explanations for why it occurs.