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82 Cards in this Set
- Front
- Back
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Milgram:
change setting |
no drop in obedience
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Caldini Summary:
compliance techniques (amway corp, flowers in airport) |
EXPERIMENT: art ratings when Joe and another person there/ Joe leaves and in one come back with coke for just him and in another for other guys as well/ then asks other to buy raffel tickets/ count # tickets sold
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Stone et al. summary:
Sexual habits experiment |
Experiment:one of three conditions/ video tape/just write down/just fill out survey feeling sexual habits
-mindful and commitment conditions publically preach so hold firm to that belief (most dissonance) -more subj. in that group bought condoms |
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Gibson and Harito Fatouros
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EXPERIMENT:studies of teaching hate to people/did a case study war crimes/
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Victim proximity affect obedience Milgram:
1.REMOTE FEEDBACK 2.VOICE FEEDBACK 3.PROXIMITY 4.TOUCH PROXIMITY |
1.bang on wall 300 then silence 350
-26/40 went all way (XXX) 2.complaints heard 3.victim same room -16/40 obeyed (40%) 4.hold learner hand down while recieve shocks -12/40 obeyed (30%) |
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Milgram:
new experimenter |
-friendly=> no change obedience if liked or disliked
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Milgram:
E left room |
sharp drop in obedience
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Milgram:
women subj. |
women just as obedient as men (or higher level even)
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Milgram:
exper. endede on learner demand |
small but not signif. drop in obedience
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Milgram:
subj. allowed select shock level |
-spontaneously up shock level (fit their common sense model of teaching)
-majority used lower levl shock avaliable |
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Milgram:
learner demand shock;E says no |
no Ss continued when E said no
-100% obeidience |
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Milgram:
ordinary man |
sharp drop in obedience
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Milgram:
confederate give shocks himself |
-all subj. protested/physically restrained confed.
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Milgram:
subj refused to shock |
-authority as victim
-contridictory orders two confederates |
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Milgram:
presence others 1.PEERS REBEL 2.PEERS ADMINISTER SHOCKS |
1.influnce has an effect
-peers protest=>10% obey E!! 2.93% obey -confederate obeys orders/subj monitor tasks |
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Milgram: Subj. obedience
1.SITUATIONAL DEMANDS 2.ATTRIBUTIONS 3.MICRO-FOCUS 4.DISSUSIONS RESPONSIBILITY 5.TRUST 6.MORAL FOCUS 7.ANTHROPOMORPHIZING LAB |
1.situation subj. in
2.responsibility not on me- subj. adjust way thought victim and own behavior- devalue victim 3.only small element in task focus on this lose sight big pic. 4.small piece not truly responsible for their actions- link in chain 5.trust= E knows best 6.others not around less likely to do it 7.E made me continue; change char. situation particular way |
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Milgram: Subj. obedience
B)Authority suborniate relationship 1.LEGITIMATE AUTHORITY a)DEFINITION OF REALITY b)AGENTIC STATE 2.CONFOUNDS a)EXPERT AUTHORITY b)COERCIVE AUTIORITY 3.NO RELATIONSHIP PERSONALITY AND SITUATION!!!! |
1.
a)defines situation for subj(i must know) b)being subordinate get state mind makes you agent to authority 2. a)believe in them trust b)never threatned but told to continue/ discounted when Ss said learner hurting |
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Milgram:
unethical??? |
-deception
-elicit emotional stress indiv. -Ss not free to withdrawl at will**** |
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Milgram:
true experiment?? |
NO!!!
-lacks random assignment -no control |
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Zimbardo: grasshopper study
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-very nice experimenter vs mean one
-like them more not nice -doing something for mean person so think they are good |
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Aronson and Mills: discussion group sex
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-severe vs. mild vs. no initation groups
-heard sample tape (boring) sex activity insects (30 min) -rate liking for group -sever group=>like group most -others gave mod. to neutral ratings |
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Mrs. Keech
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dissonence= when would didnt flood they claimed they saved world/ up beliefs even more
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diss. explain attitude change
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when feel diss then attitude change takes that away
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Bem:
1.RADICAL BEHAVIORISM 2.ALTERNATIVE EXPLANATIONS F'S FINDINGS 3.IMPORTANCE DIFF FROM F |
1.based on operent conditioning
-attitude generated on spot based on self observation!!! 2.told someone very little pay like it=> much have liked it 3.no adverse arousal -no external diss. just observe behavior own |
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Self-perception attitude chage
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when based on self-observation
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Autokinetic effect
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optical illusion stationary
-sit room/see light move couple inch. -depend on structure retna |
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Sherif's procedure
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light move dark room-effects max dont know room
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Sherif:
exposure to others affects opinions |
Ss influnced by others opinions (behavior change)
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4 variations dissonace theory:
1.FREEDOM OF CHOICE 2.COMMITMENT 3.AVERSIVE CONSEQUENCES 4.PERSONAL RESPONSIBILITY |
1."he made me do it"
-indiv. freely results in diss/ forced= diss avoided 2."I did in, no one knows" -which options used? actually engage in behavior PUBLIC=COMMITMENT 3."i did it, no harm done" -no bad consequences (stone et al.) 4."Did it wasnt my fault" -commit idea/freedom choice -feel responsable outcome -forsee it- hold self responsible cant blame self -group setting- part of group not held fully responsible |
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Sherif:
make rating alone after been in group |
after with group effects last
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Interp Sherif:
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-exper. destmonstrate social norms actually form
-people behavior affected by others -Ss believed in their ratings |
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Effects confederates last??
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-persisted after one year and through 8 rotations fo confederates
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Asch finding:
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-found people behavior affected by others
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Newcomb procedure
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-survey political attitudes incoming class
-repeat survey anually until graduation -corr. study |
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what Newcomb found
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-political views become more liberal
-completely reversed by senior year |
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interp Newcomb results:
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-exposed to radical
-younger adopt views senior -(+) rewards adopt liberal view (social group) -attitudes linked instrumental funciton -social function |
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Newcomb results:
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those did have contact with parents retained political opinions and women that believed in them as well
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reference group
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group with which one identifies and hold common attitudes with
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Asch vs. Sherif methods
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Asch: line length easily see diff
Sherif: Spot in wall disputable |
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Sum Asch findings
1.OUTCOME 2.YIELDING PRODUCES STRESS 3.REASONS FOR YIELDING 4.NOT YIELDING ALSO PRODUCE STRESS |
1.3 trials start to go wrong
-3/4 gave at least 1 wrong answer -1/3 gave wrong answer more half trials -much more conformity than Asch expected 2.looked anxious-report confused 3.reluctant to appear diff but know rite -few actually see lines as majority did 4.didnt fell good after |
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Deviance costly:
1.FESTINGER: JOHNNY ROCO STUDY 2.SCHACHER ET AL: MODEL PLANE BUILDING 3.FEEDMAN & DOBB: "UNIQUE PERSONALITY" |
1.what to do about a JD: throw in prison or what
-Johnny hard ass= reject him by end no talk to him 2.deviant= lots communication initally -by end not talk to him= group gives him less desirable job 3.no need have consensus- 1 person group unique background=> recieve electric shock later!!! |
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what got greater attitude change
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with justification
only paid a $1 |
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Dissonance:Festinger and Carlsmith
(procedure) |
a)turn spools on tray (45 min)
b)tell subj. study aspects task affects spool turning performance -accomplice sit wait room tell them about study c)tell them participated in study enjoyed ti alot -paid $1 or $20 (IV) d)just task ratings no person in wait room (DV) |
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Festinger and Carlsmith:
cog elements |
engage in counter attitudinal behavior
-tell someone intersting and enjoyable -opposite what you thought |
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Festinger and Carlsmith
state when inconsistent thoughts arise |
arousal
feel (-) state |
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Festinger and Carlsmith:
4 means of dissonance lowered |
a)AVIODANCE:avoid friend in hospital with lung cancer if smoker
b)ADDITION:add consence elements/seek info support own position c)MINIMIZATION:try lower importance of dissonance elements d)CHANGE:change attitude no longer have dissonance |
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Festinger and Carlsmith:
attitude change and incentives |
1.INVERSE RELATIONSHIP BTW REWARD(incentive) AND ATTITUDE CHANGE(more $ less attitude change)
2.RESTORE COG CONSISTENCY:attitude change -counterattitudinal behavior allows you to have consistency |
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Festinger and Carlsmith:
interp results |
-inverse relationship=>said intersting but wasnt
-attitude discrepent behavior=> counterattitudinal -$20 sufficient justification=> dissonance gone -$1 was insufficient justification=> lower dissonance via attitude change |
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ELM 3 means influence attitudes
1.provide persuasive arguement 2.provide salient and peripheral cues 3.manip. audiance's motivation/abiliy |
1.only useful up quality argue. provide &audiance motivated & cog. ability attend to it
2.no mitvation or ability communicator var:credibility(trusted)/attractiveness 3.harder importance values nature to subj. use cog. sources and time to do this |
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written message most effective
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-complex/ think logically
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audiance intelligence influence persuasion
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-give better quality message- intelligent audiance persuaded
-give lower quality message- not very effective -IQ: up see flaws better less "yield" to message/ better comprehend |
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self esteem affect persuasion
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-similar to intelligence
-up SE gen comprehend message up confident (may not yield) -down SE trouble/relly saying- want approval "yield"to it |
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need for cog.
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-differ need for cog.
-up vs. down- look shortcuts -up ignores superfical/looks contents |
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Elaboration Likelihood Model
1.central 2.peripheral |
1.though process going on when exposed to audio/visual model
-effortful arguement based thinking-visual aid graph 2.absense argue. logic/ reason ableness -superficial stuff/pics/heuristics |
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conditions present central processing to occur
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1.MOTIVATION:attitude issue has to be relevant to audiance
2.ABILITY:process info EX:have ability not motivated (tired) NO!!! |
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modeling and observational learn and attitudes
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watch and imitate others
EX:political attitudes model parents |
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5 functions of attitudes
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1.INSTRUMENTAL OR UTILITARIAN:gain reward and aviod punishment
2.EGO-DEFENSIVE:protect self-esteem 3.KNOWLEDGE:helps order and assim. info 4.SOCIAL ADJUSTMENT:helps estb. social identity and foster smooth relationships with others 5.VALUE EXPRESSIVE:reflects core values and ideas one self |
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instrumental or opreant conditioning
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voluntary behaviors get reward and punishment
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La Piere's study
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Corr study
serving Asian customers -251resturants across US=only 1 refused service -128 responed survey 98% said refuse service to Asians -very little correspondence in study |
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attitudes and behavior linked?
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not linked!!!
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up specific behavior
1. specificity matching 2. aggregation |
1.must measure at same leve of specifity both gen or both specific
2.meausre several times |
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Fishbein and Ajzan's: Theory of Reasoned Action
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1.VOLUNTARY BEHAVIOR: determined by 2 factors
A)ATTITUDES: about behavior B)SUBJECTIVE NORMS:what others expect you to do |
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4 communicator variables in persuasion
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1.CREDIBILITY:beliability enhances persuasiveness
2.OTHER VAR. ->STATUS: seen know more ->ATTRACTIVENESS:model (pay atten. to) ->EXPERTISE: #1 Dr. reccommended brand |
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Mere exposure effect
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liking up with repeat exposure to stimuli
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elements in fear message to be sucessful
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a)MUST AROUSE SUBSTANTIAL FEAR: convinced happen to them unless follow advice
b)RECIPIENT MUST BELIEVE THAT COMPLIANCE WILL LOWER RISK will work!!!! |
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1 vs. 2 sided arguements
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???
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message repetion influence persuasion
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like (MEE) but to much good thing?
-can be overdone/audiance bored persuasion down -use repetition with variance |
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face to face vs. mass media communication
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1.TALK TO EACH OTHER:immediate atten (door to door) hard to ignore!!!
2.WRITTEN MESSAGE:newspapers, articles, ads, etc. reach large audiance - easy tune out!!!!! 3.AUDIO/VISUAL:narrator/scene/ up work simple message |
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5 char. of attitudes
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1.EVALUATIVE:like/dislike
2.DIRECTIONAL:focused on target 3.ENDURING:relatively stable 4.INFLUENCE AND MOTIVATE BEHAVIOR: (+)att.=motivated (-)att.=stay away from 5.LEARNED:assumed |
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Asch:
confomity when added second naieve subj |
conformity down to 10%
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Asch:
when had confederate agree with majority |
down conformity but only when deviant confed. present
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Asch:
assoc. btw group size and conformity |
conformity up as majority up
-level of majority max=3 why? SUSPICION on subj. part maybe their being influenced (people before me) ATTN to what others saying before them |
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sum conditions create conformity
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1.TASK DIFFICULT:uncertianty=conform
2.MAJORITY IS UNANIMOUS:all people cant be wrong 3.VALUED GROUP:want to be part of that group/respect you! 4.IDENTIFIABILITY:can you be seen/subj. to approval of group 5.FEAR:fear down confidence up dependncy on others=more likely conform |
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sum conditions reduce conformity
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1.EXPERTISE AND CONFIDENCE:on given issue=stand up for self more
2.SOCIAL STATUS:up=less volunerable others opinions 3.COMMITMENT:previously state opinion in public=down likely show this 4.LIKING:dont like source social influence down conformity |
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(minority as targe of influence, depend on majority for info and social acceptance)
compliance vs. acceptance |
1.PUBLIC COMPLIANCE:over behaioral change=>majority position
2.PRIVATE ACCEPTANCE:convert attitude change=>maj. position 3.INDEPENDENT DIMENSIONS: sherif/newcomb:compliance and acceptance Asch:compliance only |
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1.normative influence vs. 2.informational influence
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1.pressure conform from others expectations
2.sense what is reality |
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conditions cause normative influence
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A)GROUP IMPROTANT:want max social outcomes with group/get along
B)GROUP DEMANDS CONFORMITY:deviants punished C)CONDITIONS ELICITING NORMATIVE INFLUENCE: public responding, anticipation future interactions, dependence for rewards |
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informational influence likely to emerge
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A)EVALUATE NEEDS:social comparison, low confidence depends on group more
B)KNOWLEDGEABLE MAJORITY:majority knows more!!!! |
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1.altruism and 2.prosocial behavior
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1.helping without offer or expectation of benefit
2.behavior that intentionally helps another (reward) |
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social exchange theory char. human interactions
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as transactions up rewards and minimize costs
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according to social exchange theory why do we help others
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more reward for helping at little cost to us
-external rewards=help future, friends -internal rewards=see someone hurt help down your distress about situation |
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1.reciprocity norm
2.social responsibility norm |
1.give get something back
2.people socially responsible norm independent how you are treated in the future (help elderly/child) reward=obey rules society approves of |
