Discussion Questions &
Key Concepts
Chapter 6 - Conformity and Influence in Groups --
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What is social impact theory?
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What is the social influence
model?
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What are the positive and negative
effects of Burke's theory of identification?
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What four variables influence the likelihood
of group conformity?
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How is social proof an effective influence
tactic?
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What is the group polarization phenomenon?
How can we use it as a persuasion tool?
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What did you discover about persuasion
in this chapter?
Cialdini - Chapter 3
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Why is consistency a highly potent
weapon of social influence?
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Why is getting someone to commit, that
is go on the record, to take a stand, so important to persuasion?
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