Chapter 7 Conformity Part 2 March 8 2012 Compliance Make direct requests of us hope we comply Differs from conformity Sometimes we mindlessly comply Strategies for compliance Use the reciprocity norm repay someone a favor Immediate vs delayed effects Sequential Requests Foot in the door technique start w small request Example Based on self perception Lowballing technique agreement then change the deal Example Door in the face technique start w big request then smaller request How is contrast effect at work Obedience Compliance through direct orders Examples Milgram s research on obedience Controversial set of experiments on obeying authority and causing others pain 1963 1 subject 1 confederate 1 experimenter at Yale Subject must teach confederate list of words Punishment What were the teachers instructions How did confederate learner react What happened if confederate protested Results Next study confederate with heart problem What still complied See Fig 7 7 Impact of situation on obedience rates Location Experimenter characteristics Closeness to victim Disobedient others Reasons for Obedience Normative Info sources in Milgram s study 1 Conforming to the wrong norm 2 Cognitive Dissonance 3 Loss of personal responsibility Ethics of Milgram s Work Criticisms of the studies What did Milgram argue about the benefits What did participants report 1 yr later Follow ups to Milgram s study Replications Burger s 2009 experiment partial replication using up to 150 volts rather than 450 max Similarity to Milgram Differences from Milgram Results Milgram s choose any level of shock variation Most people make the FAE when reading Milgram s studies How so Application Cult Behavior and the Jonestown Massacre 1978 mass suicide at Jonestown as obedience example People s Temple with Jim Jones as leader moved from SF to S American jungle 910 people killed themselves on Jones command Many explanations focus on Jones charisma Situational explanations
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