Compliance getting someone to do something you them to do without threat of punishment Factors that influence willingness to comply Chapter 14 Social Influences Status of the requester Number of requester Proximity of requestor s Being alone Implicit threat Methods for Obtaining Compliance Cialdini All make use of cognitive dissonance make you feel bad to convince you to comply buy corners you so there is only one chance possible become more certain about something after you a made a Four Wall Technique Low Ball Technique decision used in car sales Foot in the Door Technique something bigger Reciprocity Norm you do something in return feel in debt something small Door in the Face Technique ask for something small and if it is granted ask for the norm in our culture when someone does something for you ask for something big and if it is not granted ask for Obedience Do this or else Milgram study Why did participants comply Preexisting beliefs regarding authority and value of science Believe science will lead to good positive Experimenter s self assurance and acceptance of responsibility calm takes full responsibility Experimenter is near confederate in other room Sequential nature of task Foot in the Door Technique 2 people one is a confederate working with the experimenter Thought 1 will give the shock Found 40 will go up to 450 volts Pressure to blind yourself in what you are doing cannot stop shocking or will be cognitive dissonance Concluded that the Holocaust people in lower ranks are willing to do anything Effects of Being Observed 1 Social Facilitation people watching you will make you preform better Simple tasks that are well learned that it is practiced over and over again Easy more interesting easy to focus on 2 Social Interference people watching you will make you preform worse Complex novel task Difficult and new Requires thinking Effects of Watching Others Unresponsive Bystander Phenomenon People are less likely to help others who are in the city in more populated areas What causes it Social referencing Evaluation anxiety looking at someone s reaction and try to figure what is going one but no one knows what to do therefore not acting social interference Don t wont to do something dumb in front of people likely to help However when there is a large group of people people are less likely to help Do not feel responsible when there are people around if you are alone and see someone in need you are more Diffusion of responsibility Crowd Mentality Deindividuation if you are in a crows no one knows who you are therefore you do whatever you like because you won t be held responsible Reduced accountability anonymity causes disinhibition Shifted attention from self to group Uniforms and masks heighten the effect Hide individuality Conformity Asch s experiment Lines of different lengths 5 out of 6 are confederates Deliberately submit wrong answers to test the participants to see if they would change their answers Participants conform 37 of the time 75 of participants conform at least one Informational or normative influence Informational thought other people know more Normative just want to be part of the group Less likely to conform when writing down answers because no one knows the answers Concluded it is normative influence Group Decision Making Stoner Risky Shift reading passage to an individual and a group Thought individuals are more likely to make risky decision But found that a group is more willing to make a risky decision because of diffusion of responsibility Group polarization if in a group and with like minded people you will become more radical Information hypothesis because of the group you are in you are more sure in yourself this you are more radical Normative hypothesis Group Sterotyping One Upmansip therefore conform to what they perceive others to be radical become more radical to fit in Ingroup Outgroups every member of the group thinks others are more radical the one who is the most radical holds prestige to compete to be more Group think Janis pathological condition that occurs in groups flawed decision making style 1 Strive for unity not beneficial should not strive for unity need outside opinion 2 Defend the leader s decision not beneficial make decision first then defend it 3 Suppress criticisms not beneficial want to invite opinions of as many people as possible before making decision for the other party Other people looking to inflict damage so the people will most likely not vote Social Dilemmas social problems that are difficult to solve 1 An action benefits an individual who takes it 2 The same action harms others 3 More harm than good comes if all take the action Cannot solve problem on your own therefore need to work with people Prisioner s Dilemma Game Both rat each other out moderate prison time Both remain silent no sentence One rats and one remain silent the rat gets out while the silent stays for a long time Compete both rat 3 each Cooperate both remain silent 5 In the best interest to compete Rapoport s TFT Tit for Tat Program that plays against each other Commands 1 Cooperate 2 Cooperate but other one competes People need to be 1 Nice follow people s action 2 Not exploitable stop taking action if others stop 3 Forgiving if people stop taking advantage go back to cooperating 4 Transparent people can tell what you are doing trustable Chapter 15 Personality Global description of how people think and behave to engage with other people and the physical environment Psychodynamic Theories movement of the mind multiple parts that interact with each other Routes to the Unconscious people have information in the mind but it s repressed that they do not think about it mind 1 Hypnosis putting someone in a suggestible state Free Association the technique that is asked what is the first thing that comes to the Found clues uncensored information 2 Slips of the Tongue Freudian slip 3 Dreams Defense Mechanism 1 Repression 2 Denial No I am not angry keeping information from conscience mind ascribing emotions of your own as someone else s Are you angry at your mad and jealousy covering up feeling with the opposite emotion constructing reason for what you done but wasn t really the reason Giving a reason to cover up a deed ex stole but reasoned that it teaches a 3 Projection 4 Reaction Formation dad No my dad is angry at me acting happy when mad 5 Rationalization lesson 6 Displacement displacement of aggression Angry at someone but cannot express it to him
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