PSYC 107 1st Edition Lecture #23 – Compliance, Obedience and RomanceOutline of Last Lecture I. Self-perception theorya. People don’t always know what their attitudes are, so they look to their behavior and infer their attitudes from their actionsb. PersuasionII. Elaboration likelihood modela. 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 influencea. Social normsIV. Social facilitation vs. social inhibitiona. Social facilitationb. Social inhibitionc. Zajonc’s ModelOutline of Current LectureI. Presence of Othersa. Deindividuationb. Conformityi. Altering behavior or beliefs as a result of group pressure1. Public conformity vs. private acceptance2. Normative influence vs. informational influenceII. Compliancea. Alter behavior because of a direct request from someone who does not have authority over youi. Foot-in-the-doorii. Door-in-the-faceiii. Low ballIII. Obediencea. Change behavior because of an explicit demand from an authority figureb. Interpersonal attractionc. Triangular Love Theory i. Passion ii. Intimacyiii. CommitmentLecture 23 NotesIV. Presence of Othersa. Deindividuationi. When in a group, lose sense of identityii. Social loafingiii. Exert less effort when working with othersb. Conformityi. Altering behavior or beliefs as a result of group pressure1. Experiments to knowa. Sherif (1937) autokinetic phenomenonb. Asch (1956) line judgment task2. Public conformity vs. private acceptance3. Normative influence vs. informational influencea. Factors affecting conformityb. Situational ambiguityc. Amount of agreement in groupd. Group sizeV. Compliancea. Alter behavior because of a direct request from someone who does not have authority over youb. Strategies to get compliancei. Foot-in-the-doorii. Small request first, larger request second (what you really want)iii. Door-in-the-face1. Large request first, smaller request second (what you really want)iv. Low ball1. Ask for verbal commitment; get agreement but not action, then “up the ante” by asking for something bigger VI. Obediencea. Change behavior because of an explicit demand from an authority figureb. Classic Experimentsi. Milgramii. Factors that affect it1. Prestige/status2. Proximity of authority figure3. Presence of disobedient others4. Personality characteristicsc. Interpersonal attractioni. Physical proximityii. Similarityiii. Mere exposureiv. Self-disclosurev. Matching hypothesisd. Triangular Love Theory i. Passion 1. Heatii. Intimacy1. Warmthiii. Commitment1. Cold Calculationa. Romantic loveb. Companionate lovec. Consummate
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