Social Psychology Ch 6

Front 1

Social influences

Back 1

A change in overt behaviour caused by a real or imagined pressure fromothers

Front 2

Conformity

Back 2

Behavior change designed to match the actions of others (Asch experiment- lines) ვაზელინა ტიპი რო ხარ მაშინ ხარ კონფორმისტი

WEARING CLOTHES THAT MATCHES OF OTHERS

Front 3

Compliance

Back 3

Behaviour change that occurs as a result of a direct request(foot-in - door technique)

how can you make someone do something that they dont want to do?

როგორ დავაჩმოროთ ხალხი ტაქტიკურად compliance

ADJUSTING OF YOUR BEHAVIOR AFTER A DIRECT REQUEST. SOMEBODY ASKS YOU TO DO SOMETHING

Front 4

6 important principles that determine how compliant we are

Back 4

reciprocation

commitment/consistency

authority

social validation

scarcity

liking/friendship

Front 5

Obedience

Back 5

Compliance that occurs in response to a directive from an authority figure (Milgram experiment)

obedience is separate of compliance. the request comes from an authoritarian figure and you don't really have a choice

ჩმორის ჩმორო

Front 6

Face-in the door technique?

Back 6

Technique that increases compliance by first asking for large request, getting rejected,followed by a smaller request (moderation)

Front 7

That’s not all technique

Back 7

Technique that increases compliance by “sweetening” an offer with additional benefits

https://www.youtube.com/watch?v=58ZwBAkTW0c

Front 8

Norms of obligation across cultures

Back 8

Market-based approach (US);

family-based approach (China);

friendship-based approach(Spain);

system-based approach (Germany)

Front 9

Participant observation

Back 9

Research approach in which researcher infiltrates the setting to be studied and observers it working from within

Front 10

Norm of reciprocity

Back 10

Norm that requires that we repay others with the form of behavior they have given us.

Reciprocation: People are more willing to comply with request from those who provided such things first (small gifts from marketing companies)

Commitment/Consistency: People are more willing to be moved in particular direction if they see it as consistent with an existing commitment

https://www.youtube.com/watch?v=ofxxvc1KPa8

https://www.youtube.com/watch?v=aiTUzc5IIeM

https://www.youtube.com/watch?v=aiTUzc5IIeM

Front 11

Reciprocation:

Back 11

People are more willing to comply with request from those who provided such things first (small gifts from marketing companies)

you give me i give you

Front 12

Commitment/Consistency:

Back 12

People are more willing to be moved in particular direction if they see it as consistent with an existing commitment

people especially want to do things that are consistent with their commitment

by letting people fill in their own data at the sale, the people have the idea it was their own idea,and because of that they are less likely to cancel the sale

Front 13

Expert power

Back 13

Capacity to influence that flows from one’s presumed wisdom/knowledge

Authority: People are more willing to followrecommendations of someone they view as an authority

Front 14

Social validation

Back 14

People are more willing to take are commended step if they see that many others, especially similar ones, are taking it => We match our actions to those ofo thers when those others are in agreement with one another and akin to us(Consensus and Similarity)

Front 15

Rare value

Back 15

Marketers have found that making an item seem scarce increases itsperceived value

Front 16

Scarcity

Back 16

Scarcity: People find objects more attractive to the degree that they are scareand rare in availability

Front 17

Liking/friendship

Back 17

People tend to say yes to those they know and like => Success of Tupperware Home Party Corporation

Front 18

Mean machine

Back 18

Milgram’s subjects delivered shocks by operating the levers of that specific intimidating piece of equipment

Front 19

Uncertainty

Back 19

People who are unsure of their judgments are more likely to conform to the majority when accuracy is important (if people are sure of their judgments, they are less likely to conform when accuracy is important)

Front 20

Social Approval

Back 20

Descriptive norm -Norm that defines what behavior are typically performed - silence in lecture room

Injunctive norm: Norm that defines what behaviors are typically approved or disapproved (clothes for weddings)

Front 21

Factors that affect the Impact of SocialApproval

Back 21

Desire for Approval: People seek approval from others - conformity

Resistance: Reducing forces that make subjects resistant

Other’s Appeal: We are more willing to go along with influence attempts of appealing individuals, because we are more motivated to gain the approval of them Sources: Physical attractiveness and common group membership - Salesman “You’re from Minneapolis? My wife’s from Minnesota!”

Public Observability: Increased compliance when others can see your decisions

Front 22

Foot-in the door technique?

Back 22

Techniquethat increases compliance with a large request by first getting compliance witha smaller, related requestà works only for people with highself-concept clarity

Front 23

Disrupt-then reframe technique

Back 23

you say something confusing. in that way people lose or forget the negative image. after that you explain the offer clearly, and that often enters the person clearly and without resistance.

“These cards sell for 300 pennies..that’s 3$. It’s a bagain.”

Front 24

Reactance theory

Back 24

:Brehm’s theory

we react against threats to our freedoms by reasserting those freedoms, often by doing the opposite of what we are being pressured to do

people often do exacly the opposite of what is asked for them

https://www.youtube.com/watch?v=O14fmHlZL4Y

Front 25

Backpedaling ?

Back 25

People want to resist influence attempts that reduce their freedom

Front 26

Low-ball technique

Back 26

: Gaining a commitment to an arrangement and then raising the cost of carrying out the arrangement à “It’s worth a few hundred dollar extra to get the car I really like because it fits who I am” (Internal commitment to the car)

for example

smokers were asked to join a research, and they were told either before or after they filled in their information that they weren't allowed o smoke before the research.... p 29

https://www.youtube.com/watch?v=58ZwBAkTW0c

Front 27

Bait-and switch technique

Back 27

you lure people with something good , for example a pretty car. people make the commitment to themselves to buy a car. however , when they get there, the car turns out to be less beautiful. but because they already made a commitment to themselves to go buy a car, they will look for at other cars

Front 28

Labeling technique

Back 28

: Assigning a label to an individual and then requesting a favor that is consistent with the label

example:

telling a person hey "really seem like the person who is fascinated with politics, and who finds it important to vote for the wel lbeing of the country"this person will feel like this and is more likely to vote

Front 29

Commitments:

2 TYPES ?

Back 29

Active commitment: Give us kind of information we use to shape our self-images, which then shape ourfuture behaviour

we think actions tell us more aboutourselves than non-actions

Public commitment: Especially when freely chosen they alter one’sself-image and guide further actions

Real life example: Steve Hassan, who changed from a normal college students to fullycommitted follower of the Reverend Moon

Front 30

Summary of Goals:

Back 30

1.Choosing correctly (Consensus, Similarity)

2. Gaining SocialApproval

3. Being consistent with commitments

Front 31

descriptive and injunctive norms?

Back 31

descriptive norms are based on behaviour that appears the most

injunctive norms - norms that define behavior that is being approved or disapproved

Front 32

reciprocal concession

Back 32

if you get concession from someone , we also want to give one back.

Front 33

someones appeal

Back 33

how attractive we think someone is influences the impact of social approval.

if we think someone is attractive we are more likely to adjust to him/her

Front 34

personal commitment

Back 34

because we already said "yes"to something, we don't want to cancel later