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Psychology & Sociology

The primary forms of conformity include: internalization, identification, and cultural assimilation. Internalization, also known as private conformity, occurs when someone changes their behavior to match a group's norms and genuinely believes in the underlying ideals behind those actions. Identification, on the other hand, is the act of altering one's behavior to fit in with a particular group without truly agreeing with the group's beliefs. Lastly, cultural assimilation occurs when an individual adopts the norms, languages, food, religion, and values of a culture they interact closely with and can lead to either internalization or identification.

Another form of conformity, compliance, is the act of following another person's request or demand. To obtain compliance, various techniques are employed, such as the foot-in-the-door technique, where smaller requests precede larger ones. In contrast, the door-in-the-face technique involves presenting a large request, expecting rejection, followed by a smaller, more acceptable request. The low ball strategy involves making an attractive offer and later adding extra stipulations. Finally, the that's-not-all technique includes making a large request and changing it to a more appealing one before someone can respond. These techniques differ based on the timing and size of the demands made.

Lesson Outline

<ul> <li>Introduction to conformity</li> <li>Main types of conformity <ul> <li>Internalization <ul> <li>Private conformity</li> <li>Behavior change to match group norms, genuine belief in ideals behind actions.<li> </ul> </li> <li>Identification <ul> <li>Public conformity</li> <li> Altering behavior to fit a group without agreeing with the beliefs. </li> </ul> </li> <li>Cultural assimilation <ul> <li>Adopting norms of another culture</li> </ul> </li> <li>Compliance <ul> <li>Definition and explanation</li> <li>Four techniques of gaining compliance <ul> <li>Foot-in-the-door <ul> </ul> </li> <li>Door-in-the-face <ul> </ul> </li> <li>Low ball <ul> </ul> </li> <li>That's-not-all <ul> </ul> </li> </ul> </li> </ul> </li> </ul> </li> </ul>

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What is the difference between conformity, compliance, and internalization?

Conformity refers to a change in behavior, attitudes, or beliefs to fit in with a group or social norms. Compliance is a form of conformity where an individual agrees to do something simply to satisfy an explicit or implicit request from others without necessarily accepting their reasoning. Internalization is when a person not only conforms to the group's expectations but also genuinely adopts the group's values and beliefs as their own.

How do identification and cultural assimilation relate to conformity?

Identification is a type of conformity where an individual changes their behavior, attitudes, or beliefs to be more like a person or group they admire. Cultural assimilation involves the adoption of the cultural elements of a particular society (such as language, dress, and traditions) by individuals from different cultural backgrounds, which often results in conformity to the norms of the host society.

What is the foot-in-the-door technique and how does it relate to conformity?

The foot-in-the-door technique is a persuasion tactic where a small and simple request is made first, followed by a larger request. It is based on the principle of consistency, where individuals are more likely to comply with the larger request because they have already agreed to the smaller one. This technique utilizes conformity by relying on the desire to maintain a consistent self-image and not wanting to appear inconsistent.

How do the door-in-the-face and lowballing techniques work in terms of conformity and persuasion?

The door-in-the-face technique involves making a large, unreasonable request first, followed by a smaller, more reasonable request. People are more likely to agree to the smaller request after rejecting the larger one, as a means of fulfilling a social norm of reciprocity. Lowballing involves offering a seemingly attractive deal to gain agreement, and then changing the terms, making the deal less attractive. However, people are likely to conform and continue with the deal due to commitment and not wanting to appear inconsistent.

How does the "that's-not-all" technique use conformity principles to persuade people?

The "that's-not-all" technique is a persuasion tactic where an initial offer is made but is immediately followed by an addition or bonus. This creates the perception of getting more value, potentially making the deal more attractive. It is based on the principle of reciprocity, with the aim of triggering a sense of obligation in the recipient to return the favor or agree to the deal. This technique uses conformity principles by leveraging the social norm of reciprocating kindness or gifts, influencing the individual's decision-making process.