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10 Cards in this Set
- Front
- Back
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Foot in the door |
getting people to make a commitment to something small, with the hope of persuading them to agree to something larger |
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Attribution |
how people interpret and explain casual relationships in the social world |
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Door in the face |
a request is made which will surely be turned down, then a second request is made which asks less of someone |
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Confirmation Bias |
people tend to overlook information that contradicts what they already believe |
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Self Serving Bias (SSB) |
when people take credit for their successes, attributing them to dispositional factors, and dissociate themselves from their failures, attributing them to situational factors |
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Reciprocity |
the social norm that we should treat others the way they treat us |
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Milgram 1963 |
Aim: test how far people would obey an authority figureProcedure: Participants- 40 males, aged 22-50. Paid $4.50. introduced to a Confederate and draws the short straw to be the learner. The "teacher" must administer a shock to the "learner" from 15 volts to 450. The participants where told that the higher voltages are potentially lethal. Learner gives mostly wrong answers. when teacher refuse to continue, the actor reads out a series of orders to him to continue.Results: 65% (2/3) of participants continued to the highest level of 450 volts.Conclusion: ordinary people are likely to follow orders given by an authority figure, even to the extent of killing an innocent human being. |
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Zimbardo 1973 |
Aim: investigate how readily people would conform to the roles of guard and prisoner in a role-playing exercise that simulated prison life.Procedure: converted a basement into a mock prison; advertised for students to play the roles of prisoners and guards; 21 male college students; randomly assigned to either the role of prisoner or guard- Zimbardo gave no instructions other than No Harm; three guards to nine prisoners; Zimbardo observed.Results: within hours, guards began to harass prisoners; with time the guards became more violent; One prisoner had to be released after 36 hours because of uncontrollable screaming, crying, and anger outbursts;Three others had to leave after showing signs of emotional disorders; Intended to run for 2 weeks but closed on 6th day.Conclusion: People will readily conform to social roles they are expected to play; "Prison" environment was important factor in creating the guards brutal behavior. |
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Compliance |
A form of social influence involving direct requests from one person to another. Tactics humans use to persuade others to comply with their appeals. |
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Demonstration of FITD techniqueFreedman and Fraser (1966) |
Researcher posing as volunteer worker asked number of householders in California to allow big, ugly, public service sign reading 'drive carefully' to be placed in their front gardens.17% complied Different set of homeowners asked whether they would display small 'Be a safe driver' sign. Nearly all agreed. Two weeks later, same homeowners asked by volunteer if they would display big, ugly 'drive carefully' sign. 76% complied. |
