social influence

What is social influence?

A source causes a target to behave or think differently.

Who is a source in social influence?

The influencer causing behavior change in the target.

What defines a target in social influence?

The person or group affected by the source's influence.

What happens if social influence fails?

The target resists obedience or persuasion.

What is obedience in social influence?

Following directives from a source with authority.

How does compliance differ from obedience?

Compliance involves adhering to requests without authority.

What is attitude change in social influence?

A target alters beliefs due to persuasive messages.

What is deference in social influence?

Submitting to expectations based on perceived status.

What body language indicates deference?

Closed posture and brief eye contact from a lower status.

What are the four pathways of social influence?

Obedience, compliance, deference, and attitude change.

What is the role of authority in obedience?

Authority allows a source to issue directives to a target.

What is power in the context of compliance?

The ability to impact others through controlling resources.

What leads to deference to social status?

Recognition of a source's higher social standing.

What is persuasion?

Using messages to change a target's attitude or behavior.

What factors influence persuasion success?

Source credibility, message content, and target characteristics.

How does message content affect persuasion?

Rational or emotional arguments shape target responses.

What is inoculation in resisting persuasion?

Providing arguments to defend against persuasion attempts.

What is reactance in the context of persuasion?

Opposing a viewpoint when autonomy is threatened.