Chapter 8: Social Influence and Persuasion o Define social influence: occurs when one’s emotion, opinion, or behaviors are affected by otherso Define and differentiate the four different techniques of social influence: o Reciprocity: repaying a favor Define and give examples of the “Door in the face” technique: gaining compliance for an original request by giving a bigger request first Define and give examples of the “That’s not all” technique: begins with a request but before response is given a bonus is addedo Consistency and commitment: want to be consistent Define and give examples of the “Foot in the door” technique: start with a request but then give a larger on next time Define and give examples of the “Low ball” technique: to get some with a low cost request but then reveal that the request is actually very costly Define and give example of the “Bait and Switch” technique: draw people in with a nice looking deal but then offer them only a less attractive deal Define and give examples of the “Labeling” technique: assign someone with a label and then request favor that is consistent with that label- being a good votero Scarcity: something is more valuable when they’re scarce Limited # technique Fast approaching deadline techniqueo Capturing and disrupting attention: not letting someone fully think Define and give examples of the “Pique” technique: asking for something unique that captures someone’s attention Define and give examples of the “Disrupt-then-reframe” technique: change the way in which the offer is being made to seem less scary- $3 vs 300 pennieso Define obedience: defer to people in positions of authorityo Know the factors that influence obedience: o Proximity to authority figure: telephone vs. in persono Prestige/authority of authority figure: more prestige more authorityo Know the ways in which authority is communicated: o Titleo Clotheso wealtho Define conformity: following the crowdo List and define two reasons why people conform:o Normative influence: want to be acceptedo Informational influence: think that others are righto Be able to identify difference between social facilitation and social loafing: o Social facilitation: people’s tendency to work better when others are presento Social loafing: people’s tendency to reduce their effort when working in a groupo Define deindividuation: people in groups feel anonymous; loss of self-awarenesso Define persuasion: process by which a message induces change in beliefs, attitudes, and behaviorso Know what factors influence people’s motivation and ability to persuadeo Motivation personal relevance need ofr cognition mood: sadanalytical; happydon’t give a shit im happyo ability time: messages can come quickly mental resources: our mental capacities are limitedo Compare and contrast the central and peripheral routes to persuasiono Central: messagehigh motivation and abilitydeep processingpersuaded by qualityo Peripheral: messagelow motivation or abilityshallow processingpersuaded by peripheral factorso Name the four elements of persuasion and the subsets of each elemento Communicator Expertise Trustworthiness Physical appeal similarityo Message Reasoneducation of audience Emotionresponse of audienceo Method of communication Media personalo audience age persuasion and thoughts of audienceo Know some ways to resist persuasiono Strengthen personal commitmento Attitude inoculation- expose yourself to know how to combat next timeStudies you should knowCialdini et al. (1975): under reciprocity chaperon some delinquents for 2hrs this week17% compliance; asked 2 years and then 2 hrs this week50% compliedBurger et al. (1999): under reciprocitywork on Saturday14% complied; asked to work a little longer then reduce back to orginal23%; asked to work all weekend and then back to original10%; conclusion: request has to be reasonableFreedman & Fraser (1966): under consistency and commitment can I put this billboard on your yard?-->17%; fist asked for sticker? Then upgraded to billboard76%Burger & Cornelius (2003):under consistnect run a race for a mug: initla request it’s a 8am?-->15%, low ball: ass 8am after committed40%, and inttrupt condition: add 8 am before answer 15%(it’s like initial request)Milgram’s study on obedience: migram had people shock other and 60% of the p’s gave lethal shocks because authority told them to do soAsch’s line experiment (1955): under conformityp’s gave the wrong answer because others didKerr & Bruun (1981): under social loafingp’s told that they were to scream by themselves or with others (1 or 5 others); then they were told they were going to measured as a group or by themselves: with one person they shouted loud in all scenarios, when they were with 5 people they only shouted loud when told they were going to be measured by themselvesDiener (1976): under deindiviuation studied gourps of kids that were trick or treating, conclusion that kids in groups that were not asked what their names were took more candy than were told they could takePetty, Cacioppo, & Goldman (1981): under persuasiontold kids about an exam that happens next yr or 10 yrs, either a princeton professor or high school student, strong vs weak argument: high inovlment and strong argument led to 7 agrremtn and low involvement but high expertise also had strong agreementPetty, Wells, & Brock (1976): under persuasion gave p’s a good and bad arguemtn on tuition raise, and then 5sec vs 15 distraction; p’s that weren’t distracted agreed more with strong argument, p’s that were distracted a lot agreed about equal with bad and good arguementChapter 9: Prosocial Behavioro Describe the two requirements for an act to be prosocialo Intentionalo Benefit othero Explain the differences between prosocial behavior, benevolence and pure altruismo Prosocial : any action to benefit others(giving a tip to waiter to impress boss)o Benevolence: benefits another intentionally, for no external reward(sending $20 to charity for yourself)o Pure altruism: benefits others with no internal or external reward(jumping in front of a train for someone)o Know what the Bystander Effect is: more bystanders, reduces the amount of helping behavior (child abduction video)o Know the 5 steps of Darley and Latane’s Model of Bystander Interventiono
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