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Guided Reading 4.2 pg116-119
When does conformity occur?
Define compliance.
What are compliance techniques?
Who is Robert Cialdini?
Define Authority, Commitment, Liking, Reciprocity, Scarcity, and Social proof.
What is the reciprocity principle?
Describe Lynn and McCall (1998) conclusions.
One example of reciprocity is the door-in-face technique. Describe it.
How is door-in-face and example of reciprocity?
Discuss one study to support door-in-face, including the strengths and limitations.
Discuss commitment.
What are foal gradients?
Describe the foot-in-the-door technique.
How is foot-in-the-door an example of commitment?
Discuss one study to support foot-in-the-door, including strengths and limitations.
What is low-balling? How is it an example of commitment?
Discuss one study which supports low-balling, including strengths and limitations.
What is hazing? How is it an example of compliance?
Why is hazing “successful?”
Discuss Young’s 1963 study on hazing.
Discuss Aronson and Mills’ (1959) study on hazing.
Guided Reading 4.2 pages 119 – 123
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What is conformity? How is it difference from compliance?
Discuss the Asch (1951) study.
According to Asch, what factors influenced the likelihood of conformity? Explain each one.
What are the strengths and limitations of the study?
What does Moscovici argue when it comes to conformity and group size?
Discuss Moscovici and Lage (1976). How does it refute Asch?
Hogg and Vaughan explain how minority opinion can explain conformity, explain their
argument.
What is groupthink? How does it cause conformity?
Describe informational social influence and normative social influence.
What is social comparison?
What is cognitive dissonance?
Why are people in Aisan cultures more likely to conform than Americans? (Think cultural norms)
Discuss the study by Smith and Bond, what are their conclusions; what are the strengths and
limitations?
Discuss Berry’s study and conclusions. What are the strengths and limitations?