3 10 14 How do we influence people Compliance requests and persuasion o When the goal is to make someone comply with your request Obedience authoritative force o Deals with a force given from the authority ordering o Types of influential status power Information gossip reputation Good deeds vs transgressions Stigmatization If behavior is stigmatized people are much less likely to behave in that way same sex marriage Conditioning learning Premack Principle Ostracism group behavior Authority Expertise Charisma or referent power Angelina Jolie asking for your pencil you will rightfully give it to her Legitimate power police teachers Coercion Violence or threat of violence Physical force Milgram Study Malicious behaviors and crimes against humanity People brought into lab told they were engaged in learning memorization exercise w confederate Every time the participant got an answer wrong they were told that they would get a shock the participant never actually gave a shock but they thought they were shocking the confederate Heard torturing screams 2 3 people did obey the experimenter to the highest shock level 450 volts fully obeyed Obedience declined somewhat in downtown Connecticut office not affiliated with Yale campus Zimbardo s coda Proximity of learner and shocker do matter when confederate is father it is easier to shock them when the authority is closer it is easier to obey Replication stop at 150 volts 1st protests and extrapolate modeling and or social support no sex gender differences no education SES differences personality o Noted that there were spits of nervous laughter clearly uncomfortable protesting visible signs of discomfort No objective measures were taken after study there was no post traumatic effects Implications of Milgram Study Good vs Evil Power of the situation external attribution o Environmental context socialization because of how people are socialized Replicating Milgram people using the I was told to do so line in defense in court settings but it did not help them Conformity mimic the group o Idea is not asking but peoples behavior is influenced by the behaviors of others within the group o Social norms in group pressure o Normative Social Influence Desire to fit in o Informative Social Influence Desire to be correct do what is factually correct to get the right answer to do the right thing o Desire for consistency Cognitive dissonance sometimes o Asch Line Study popular study in conformity research 3 lines which line is closest in length to the line on the left People went alone with group on 37 of trials but all for different reasons o Auto Kinetic Effect 3 people judge light movement conform gradually Bring in 4th quickly conforms to group norm Bring 5th 6th person entirely new group Trans generational norms very often we conform to norms today that were created way before we were born even if they are factually incorrect very rarely are they questioned or do people not believe them always trusted and perceived as true Ex cutting tail off of pot roast from generation to generation even though you don t need to 3 12 14 Altruism Pro social Behavior Does pure altruism exist o Psychologists love hate relationship with altruism Pro social Behavior broad overarching any behavior with a positive social consequence Helping Behavior Assisting someone directly o Giving is not helping not direct assistance but it is pro social Altruism Helping another without the knowledge or benefit of a reward Altruism is Puzzling o Evolutionary psychology predicts competition for survival Logic Reasoning reasons to not help reasons to help People can generate many reasons why it is illogical NOT to help people lists are very long Cognitive Miser perspective psychological physical resources o People look for shortcuts and heuristics take time out of your life to help someone goes against how the mind normally operates Evolutionary Psych Sociobiology o Kin selection genetic advancement potential for mating o Reciprocal Altruism expect benefit in return o Esteem status enhancement gain power respect resources Men help more attractive women women help higher standing more successful men Theoretical Models o Social Norms Norm of Reciprocity consistency Christmas Cards Over benefit Under benefit o If someone does something nice to you you are more likely to return the favor and do something nice to them Social Responsibility norm vs Social justice fairness norm Belief in a just world Blame the victim The word because o Social Exchange Theory Cost benefits analysis cognitive framework Time effort resources danger blood o Ego depletion cognitive resources Cognitive load effort reduced altruism Habits and heuristics People don t want to be interrupted during their daily routine during a daily commute If you have no where to be and isn t a part of a routine you are more likely to deviate and go help the person o Being Sweet Candy Sweet foods Embodied social cognition Personality reports Agreeableness Intentions to volunteer time Eating candy situational Agreeable Volunteerism o Learning Theory Operant conditioning reinforcement Modeling behavior Witnessing others help o Ethics values morals mixed evidence Correlational vs Experimental Studies Correlational people who ID as being more religious are also more likely to be more altruistic donating and volunteering time vs people who say they are atheist Experimental in lab settings we do not see this same effect Sociological evidence Religious people donate to charities more volunteer more time effort However parables from religious texts the Good Samaritan do not increase helping Desire to help impeded by environmental variables In a hurry outweighs trait religiously o Infants Altruism Spontaneous acts of kindness Independent of socialization genes culture Baby helping man open door when she sees him o Empathy Altruism instinct struggling Feel moved by the suffering of others inspired by acts of kindness Elevation or Awe Brain activation reward for cooperation vs competition Social support forgiving Better for support giver Personal fulfillment development growth Empathy as personality Trait like concern for others well being Equity fairness beliefs Altruism scales measure behavior blood or donations High in empathy low belief in a just world Low in empathy high belief in a just world Empathy a psychological mirror neurons Approach feel good altruism or avoidance reduce negative affect goals General positive affect Emotional
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