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UConn PSYC 1103 - Social Influence

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PSYCH 1103 1st Edition Lecture 20 Outline of Last Lecture I. Cognitive theories of prejudice cont. II. Implicit association test III. Reducing prejudice a. Contact hypothesis b. Caveatsc. Jigsaw technique IV. Interpersonal attraction V. Attraction a. Proximity b. Positive atmospherec. Rewarded in their presence d. Similarity e. Physical attractivenessVI. Intimate relationshipsa. Interdependence between partnersb. Commitment c. Types of love VII. Sternberg’s Love TriangleVIII. Marriage a. Marital satisfaction b. “Honeymoon-is-over” effectIX. Predicting marital satisfaction X. Marital satisfaction Outline of Current Lecture I. Social influence II. Social norms a. Definition b. Descriptive norms c. Injunctive norms d. Reciprocity e. Personal space III. Deindividuation IV. Motivation and others a. Presence of others b. Social facilitation c. Social impairmentd. Social loafing V. Conformity VI. Compliance a. Definition b. Foot-in-the-door technique c. Low-ball approach d. Door-in-the-face procedure Current LectureI. Social influence a. People like to believe that they are autonomous, self-motivating, and self-governing i. Make our own decisionsii. Consider others, but not overly affected by them b. Large body of research that shows otherwise i. People subject to effects of others ii. Explicit and implicit effects II. Social norms a. Socially based rules that prescribe how people should behave in various situations i. Religious services ii. Checkout line iii. Walking down street b. Descriptive norms: indicate how others typically behave in a situation i. Behavior of others in the library c. Injunctive norms: directly address acceptable and unacceptable behavior i. Sign stating “no talking” in libraryii. Ex: don’t tip in Japan 1. Considered offensive d. Reciprocity i. “Tit for tat”ii. Social norm that specifies “if I give to you, you give back to me”iii. Invoked as an injunctive norm by other person’s action iv. Can be used strategically e. Personal space i. Individuals expect to maintain a certain distance with others ii. Actual distance varies across cultures and situations III. Deindividuation a. Social norms take over b. Person becomes immersed in the identity of the groupi. Loss of sense of individuality, emotionally arousing, intense group feeling 1. Uniforms, hoods, masks 2. Often allows regular people to be very violent IV. Motivation and othersa. Presence of others can also affect performance b. Social facilitation i. Others being present increases performance ii. Push ups c. Social impairment i. Others being present decreases performance ii. Typing d. Social loafing i. When people share a task, tend to expend less effort ii. Pulling on a rope iii. Solving a puzzle iv. Less common in collectivist cultures V. Conformity a. Conformity: changing one’s belief’s or behavior as a result of group pressure i. Excluding a person because others do ii. Wearing clothes that are popular b. Asch’s line judgment experiment c. Classical perceptual task i. What line goes with the standard?d. Asch had participants in group i. Confederates made incorrect judgments ii. Real participant tended to conform e. Factors influencing conformity: Asch Paradigm i. Ambiguity of situation 1. Situations must have some ambiguity 2. 2 + 2= ?ii. Unanimity and size of majority 1. Very hard to resist unanimous group 2. Larger group harder to resist iii. Minority influence 1. Dissenting subgroup decreases pressure to conform iv. Gender 1. Early work suggested females comply more 2. Later work, equating materials on familiarity, found no difference VI. Compliancea. Compliance: changing one’s behavior as a result of a request i. Sign this petition ii. Join the military iii. Inducing compliance b. Foot-in-the-door technique i. Get target to agree to a small request, then increase ii. Sign a petition?iii. Can you donate $20?c. Low-ball approachi. Get target to agree to buy at low price ii. Increase price because of error, unforeseen factors etc. d. Door-in-the-face procedurei. Make an outrageous request ii. When denied, admit that it was outrageous iii. Make a more modest request (what you were really


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UConn PSYC 1103 - Social Influence

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