Answer to Question 1
Answer:
The textbook provides several factors, including:
1) Our need to maintain individuality. We want to be like others, but not too much so. Members of collectivistic societies tend to conform more than members of individualistic societies.
2) Our desire for personal control. We need to maintain control over ourselves and our lives, and to exercise our personal freedom.
3) Norms that encourage individualism. That is, certain groups may actually encourage resistance to following conformist pressures.
Answer to Question 2
Answer:
These six principles are:
1) Friendship/liking we tend to more willingly comply with those we like or are friends with
2) Commitment/consistency we tend to be more willing to comply in ways that are consistent with a commitment we've already made
3) Scarcity we tend to value scarce outcomes and objects. As a result, we are more likely to comply with requests that focus on scarcity.
4) Reciprocity we return favors via compliance.
5) Social validation we are more compliant when compliance is consistent with what we believe similar others are doing or thinking. This may be considered as a form of being correct.
6) Authority we tend to comply more readily with requests that come from someone who we believe to hold legitimate authority over us.
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