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Textbook Site for:
Social Psychology , Sixth Edition
Sharon S. Brehm - Indiana University
Saul Kassin - Williams College
Steven Fein - Williams College
Chapter Outlines - Conformity

I. Conformity
A. The Early Classics
1. Norm formation and the autokinetic effect
2. Conforming to a unanimous majority
B. Why Do People Conform?
1. Informational and normative influence
2. Private and public conformity
C. Majority Influence
1. Group size: The power in numbers
2. Awareness of the norms
3. An ally in dissent: Getting by with a little help
4. Age and sex differences
5. Cultural influences
a) individualism
b) collectivism
D. Minority Influence
1. The power of style
2. A chip off the old block? (Is minority influence similar to majority influence?)
II. Compliance
A. The Discourse of Making Requests
B. The Norm of Reciprocity
1. Reciprocation ideology
2. Reciprocation wariness
C. Setting Traps: Sequential Request Strategies
1. The foot in the door
2. Low-balling
3. The door in the face
a) perceptual contrast
b) reciprocal concessions
4. That’s not all, folks!
D. Assertiveness: When People Say No
III. Obedience
A. Milgram’s Research: Forces of Destructive Obedience
1. The obedient participant
2. The authority
3. The victim
4. The procedure
a) personal responsibility
b) gradual escalation
c) replication using psychological rather than physical suffering
B. Defiance: When People Rebel
IV. The Continuum of Social Influence
A. Social Impact Theory
1. Strength
2. Immediacy
3. Number
4. Targets
5. Dynamic social impact
B. Perspectives on Human Nature


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