PSYC 107 1st Edition Lecture 23 Compliance Obedience and Romance Outline of Last Lecture I Self perception theory a People don t always know what their attitudes are so they look to their behavior and infer their attitudes from their actions b Persuasion II Elaboration likelihood model a We tend to focus on the peripheral things depending on how important they are b Central route high elaboration c Peripheral route low elaboration III Social influence a Social norms IV Social facilitation vs social inhibition a Social facilitation b Social inhibition c Zajonc s Model Outline of Current Lecture I Presence of Others a Deindividuation b Conformity i Altering behavior or beliefs as a result of group pressure 1 Public conformity vs private acceptance 2 Normative influence vs informational influence II Compliance a Alter behavior because of a direct request from someone who does not have authority over you i Foot in the door ii Door in the face iii Low ball III Obedience a Change behavior because of an explicit demand from an authority figure b Interpersonal attraction c Triangular Love Theory i Passion ii Intimacy iii Commitment Lecture 23 Notes IV Presence of Others a Deindividuation i When in a group lose sense of identity ii Social loafing iii Exert less effort when working with others b Conformity i Altering behavior or beliefs as a result of group pressure 1 Experiments to know a Sherif 1937 autokinetic phenomenon b Asch 1956 line judgment task 2 Public conformity vs private acceptance 3 Normative influence vs informational influence a Factors affecting conformity b Situational ambiguity c Amount of agreement in group d Group size V Compliance a Alter behavior because of a direct request from someone who does not have authority over you b Strategies to get compliance i Foot in the door ii Small request first larger request second what you really want iii Door in the face 1 Large request first smaller request second what you really want iv Low ball 1 Ask for verbal commitment get agreement but not action then up the ante by asking for something bigger VI Obedience a Change behavior because of an explicit demand from an authority figure b Classic Experiments i Milgram ii Factors that affect it 1 Prestige status 2 Proximity of authority figure 3 Presence of disobedient others 4 Personality characteristics c Interpersonal attraction i Physical proximity ii Similarity iii Mere exposure iv Self disclosure v Matching hypothesis d Triangular Love Theory i Passion 1 Heat ii Intimacy 1 Warmth iii Commitment 1 Cold Calculation a Romantic love b Companionate love c Consummate love
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