Chapter 8 Social Influence and Persuasion o Define social influence occurs when one s emotion opinion or behaviors are affected by others o 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 added o 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 Define and give examples of the Low ball technique to get some with a low cost request but then Define and give example of the Bait and Switch technique draw people in with a nice looking deal Define and give examples of the Labeling technique assign someone with a label and then request on next time reveal that the request is actually very costly but then offer them only a less attractive deal favor that is consistent with that label being a good voter o Scarcity something is more valuable when they re scarce Limited technique Fast approaching deadline technique o Capturing and disrupting attention not letting someone fully think Define and give examples of the Pique technique asking for something unique that captures Define and give examples of the Disrupt then reframe technique change the way in which the offer someone s attention is being made to seem less scary 3 vs 300 pennies o Define obedience defer to people in positions of authority o Know the factors that influence obedience o o Proximity to authority figure telephone vs in person Prestige authority of authority figure more prestige more authority o Know the ways in which authority is communicated o Title o Clothes o wealth o Define conformity following the crowd o List and define two reasons why people conform o Normative influence want to be accepted o Informational influence think that others are right o Be able to identify difference between social facilitation and social loafing Social facilitation people s tendency to work better when others are present Social loafing people s tendency to reduce their effort when working in a group o Define deindividuation people in groups feel anonymous loss of self awareness o Define persuasion process by which a message induces change in beliefs attitudes and behaviors o Know what factors influence people s motivation and ability to persuade o Motivation personal relevance need ofr cognition mood sad analytical happy don t give a shit im happy ability mental resources our mental capacities are limited time messages can come quickly o o o o Compare and contrast the central and peripheral routes to persuasion o Central message high motivation and ability deep processing persuaded by quality o Peripheral message low motivation or ability shallow processing persuaded by peripheral factors o Name the four elements of persuasion and the subsets of each element o Communicator Expertise Trustworthiness Physical appeal similarity o Message Reason education of audience Emotion response of audience o Method of communication o personal Media audience age persuasion and thoughts of audience o Know some ways to resist persuasion Strengthen personal commitment o o Attitude inoculation expose yourself to know how to combat next time Studies you should know Cialdini et al 1975 under reciprocity chaperon some delinquents for 2hrs this week 17 compliance asked 2 years and then 2 hrs this week 50 complied Burger et al 1999 under reciprocity work on Saturday 14 complied asked to work a little longer then reduce back to orginal 23 asked to work all weekend and then back to original 10 conclusion request has to be reasonable Freedman Fraser 1966 under consistency and commitment can I put this billboard on your yard 17 fist asked for sticker Then upgraded to billboard 76 Burger Cornelius 2003 under consistnect run a race for a mug initla request it s a 8am 15 low ball ass 8am after committed 40 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 so Asch s line experiment 1955 under conformity p s gave the wrong answer because others did Kerr Bruun 1981 under social loafing p 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 themselves Diener 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 take Petty Cacioppo Goldman 1981 under persuasion told 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 agreement Petty 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 arguement Chapter 9 Prosocial Behavior o Describe the two requirements for an act to be prosocial Intentional o o Benefit other o Explain the differences between prosocial behavior benevolence and pure altruism o 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 Intervention Interpret as emergency you have to think it s an emergency o Notice situation large s of people affect this o o Assume responsibility you have to think you are responsible to do something o Know what to do o Judge costs are outweighed by benefits o Know what Pluralistic Ignorance is and which step of Darley and Latane
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