Microsoft Word Chapter 1 done doc

 
10.7 REFERENCES : 
 
• Baron, R. A., Byrne, D., and Branscombe, N. R. (2006). 
Social Psychology. (11
th
edition, Indian print). 
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11 
 
 
 
SOCIAL INFLUENCE 
 
 
Unit Structure: 
 
11.0 Objectives 
11.1 Conformity: Group Influence in Action 
• Definition of Conformity 
• Factors affecting Conformity: Cohesiveness, Group Size, 
Descriptive and Injunctive Norms. 
• Bases of Conformity: the desire to be liked, the desire to 
be right, justifying conformity. 
• Resistance to Conformity: the need for individuality, the 
need for control. 
• Minority 
Influence. 
11.2 Compliance: To Ask-Sometimes-Is to Receive 
• The underlying Principle: Friendship/Liking, 
Commitment/Consistency, Scarcity, Reciprocity, Social 
Validation, Authority. 
• Tactics Based on Friendship or Liking: Ingratiation. 
• Tactics Based on Commitment or Consistency: The Foot 
in the Door, the Lowball, and others. 
• Tactics Based on Reciprocity: The Door in the Face, the 
Foot in the Mouth, and the “That’s-Not-All” Approach. 
• Tactics Based on Scarcity: Playing Hard to Get and the 
Fast-Approaching-Deadline Technique. 
• Other Tactics for Gaining Compliance : Complaining and 
Putting Others in a Good Mood. 
11.3 Obedience: Social Influence by Demand 
• Destructive Obedience: Its Social Psychological Basis. 
• Destructive Behaviour: Resisting Its Effects. 
11.4 Summary 
11.5 Reference 
 
 
 
 
 

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11.0 OBJECTIVES : 
 
• Understanding the social influence phenomenon. 
• Studying factors affecting conformity. 
• Understanding why we conform and why sometimes we 
resist. 
• Understanding the compliance. 
• Understanding tactics used to achieve compliance from 
others. 
• Understanding Obedience behaviour.