PSY 274 1st Edition Lecture 18 Outline of Last Lecture I. ConformityII. Informational influenceIII. Normative influence: IV. When do people conform?V. PersuasionVI. Covert communicatorsCurrent Lecture I. Darren Brown’s HeistII. Social InfluenceIII. ObedienceIV. The Milgram ExperimentV. RoutesVI. AbilityVII. MotivationCurrent Lecture:Darren Brown’s Heist:- Participants were conditioned to have particular attitudes- Dissonance was evoked to move their attitudes toward stealing (in order toget their attitudes to change they stole something small first them to question if stealing is ok in certain situations)- Participants were vetted for their willingness to obey authority- ¾ participants completed the heist without any explicit instructions to do so- The one who didn’t rationalized it “I’m a good person” (he was a particularly stronger person who didn’t let the situation affect him; made an internal attributionSocial Influence Obedience Compliance Conformity Independence Assertiveness DefianceObedience:The Milgram Experiment-Experts say <5% would deliver most powerful shock- 65% actually didhard people?- no. one of the biggest ethical violations ever due to the distress participants felt.children males and women have same rate of obedience from different countriesnorms? Yes, strong norm to obey authority- Routeso Central People elaborate on a persuasive communication Carefully listen to and think about the argumentso Peripheral People do not elaborate on a persuasive communication Are swayed by peripheral cueso When is each route chosen? Depends on:- Abilityo Being tiredo Being distractedo Too much information is presentedo Arguments are confusing/nonexistent- Motivationo Personal relevanceo Need for
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