social influence

Meaning: Social influence covers the ways other people shape what an individual thinks, feels, and does, whether they are present or only imagined. Two motives are usually described. Normative influence is going along to be accepted or avoid rejection. Informational influence is going along because others seem to know more, especially when a situation is ambiguous. Related group effects include social facilitation, deindividuation, group polarization, groupthink, and the bystander effect.

On the MCAT: A passage describes a classic study and asks which form of influence is at work. Asch's line-judgment experiments show conformity, which tends to fall when even one confederate disagrees with the group. Milgram's shock experiments show obedience to an authority. Foot-in-the-door (small request, then a larger one) and door-in-the-face (large request, then a smaller one) are compliance techniques. Persuasion through the elaboration likelihood model (central versus peripheral route) is also grouped here.

Common confusion: Students mix up the three main forms. Ask what prompted the behavior. If the cause is an unspoken group norm, it is conformity. If it is an explicit request that could be refused, it is compliance. If it is a direct command from an authority figure, it is obedience.