Discussion Questions & 
Key Concepts

 
 
 

Chapter 6 - Conformity and Influence in Groups --

    1. What is social impact theory? 

    2.  
    3.  What is the social influence model?

    4.  
    5. What are the positive and negative effects of Burke's theory of identification?

    6.  
    7. What four variables influence the likelihood of group conformity?

    8.  
    9. How is social proof an effective influence tactic?

    10.  
    11. What is the group polarization phenomenon? How can we use it as a persuasion tool?

    12.  
    13. What did you discover about persuasion in this chapter?

    14. Cialdini - Chapter 3

    15. Why is consistency a highly potent weapon of social influence? 

    16.  

       
       
       
       
       
       

    17. Why is getting someone to commit, that is go on the record, to take a stand, so important to persuasion? 

     

Key Terms & concepts


Conformity Implicit and explicit norms Social Impact Theory
Social Influence Model Group Identification Ethnocentrism
Group Polarization Balance Theory Peer Pressure
Group Think Social Loafing Individualism - collectivism