CHAPTER 18
Social Influence

1. Define norms and describe their influence on social behavior. (see Social Influence)
   
   
2. Define deindividuation and describe the factors that cause it. (see Social Influence)
   
   
3. Define and give examples of social facilitation and social impairment. Describe the social factors that influence motivation and define social loafing. (see Linkages: Motivation and the Presence of Others)
   
   
4. Compare and contrast conformity and compliance. Describe the role of norms in conformity and compliance. (see Conformity and Compliance)
   
   
5. Describe the factors that lead to conformity. Explain how minority influence can result in conformity. (see Why Do People Conform?; see also When Do People Conform?)
   
   
6. Explain the strategies for inducing compliance, including foot-in-the-door, door-in-the-face, and low-ball techniques. (see Inducing Compliance)
   
   
7. Define obedience. Describe Milgram's study and his findings on obedience. (see Obedience)
   
   
8. Name and describe the factors that influence obedience. (see Factors Affecting Obedience)
   
   
9. Discuss the ethical considerations in carrying out an experiment like Milgram's. (see Ethical Questions)
   
   
10. Define aggression. (see Aggression)
    
    
11. Describe the Freudian and evolutionary theories of aggression. (see Why Are People Aggressive?)
    
    
12. Describe the genetic and biological influences on aggression. Discuss the roles of areas of the brain, hormones, and drugs in aggressive behavior. (see Genetic and Biological Mechanisms)
    
    
13. Describe the role of learning and cultural mechanisms, including observational learning, in aggression. (see Learning and Cultural Mechanisms)
    
    
14. Define the frustration-aggression hypothesis. Describe the role of arousal and transferred excitation in aggression. (see Frustration and Aggression)
    
    
15. Discuss the question of whether pornography causes aggression. (see Thinking Critically: Does Pornography Cause Aggression?)
    
    
16. Define environmental psychology and describe the environmental influences on aggression. (see Environmental Influences on Aggression)
    
    
17. Define helping behavior and altruism. Describe the development of helping behavior. (see Altruism and Helping Behavior)
    
    
18. Discuss how the arousal: cost-reward theory explains helping behavior. Describe the characteristics of situations in which people would or would not be likely to display helping behavior. Define diffusion of responsibility. (see Arousal: Cost-Reward Theory)
    
    
19. Describe the empathy-altruism and evolutionary theories of helping. Discuss the study of helping behavior through a laboratory analogue experiment. Explain what conclusions are reasonable. (see Empathy-Altruism Theory; see also Evolutionary Theory; see also Focus on Research Methods: Does Family Matter?)
    
    
20. Define cooperation, competition and conflict. (see Cooperation, Competition, and Conflict)
    
    
21. Define social dilemmas and the tit-for-tat strategy. Describe the research findings from experiments with the prisoner's dilemma. Define resource dilemmas. (see Social Dilemmas)
    
    
22. Describe ways to foster cooperation. (see Promoting Cooperation)
    
    
23. Define zero-sum games. Describe the four main causes of interpersonal conflict. Explain why managing conflict effectively is better than trying to eliminate it. (see Interpersonal Conflict)
    
    
24. Describe the personality characteristics of a good leader. Define the task-oriented and person-oriented leaders. Describe the types of situations that call for the use of each style. (see Group Leadership)
    
    
25. Define groupthink. What can be done to minimize or prevent it from happening? (see Groupthink)