Chapter. 14 – Social InfluencesCompliance – getting someone to do something you them to do without threat of punishment- Factors that influence willingness to comply:◦ 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)▪ Four Wall Technique – corners you so there is only one chance possible▪ Low-Ball Technique – become more certain about something after you a made a decision (used in car sales)▪ Foot-in-the-Door Technique – ask for something small, and if it is granted, ask for something bigger▪ Reciprocity Norm – the norm in our culture, when someone does something for you, you do something in return, feel in debt▪ Door-in-the-Face Technique – ask for something big, and if it is not granted, ask for something small 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 anythingEffects 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 on2. Social Interference – people watching you will make you preform worse- Complex, novel task- Difficult and new- Requires thinkingEffects 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 – looking at someone's reaction and try to figure what is going one, but no one knows what to do, therefore not acting▪ Evaluation anxiety – social interference- Don’t wont to do something dumb in front of people▪ Diffusion of responsibility – if you are alone and see someone in need, you are more 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. 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, thisyou are more radical◦ Normative hypothesis▪ Group-Sterotyping – every member of the group thinks others are more radical; therefore conform to what they perceive others to be▪ One-Upmansip – the one who is the most radical holds prestige, to compete to be more radical▪ Ingroup-Outgroups – become more radical to fit in- Group-think (Janis) – pathological condition that occurs in groups◦ flawed decision making style1. Strive for unity – (not beneficial), should not strive for unity, need outside opinion2. Defend the leader's decision – (not beneficial) make decision first, then defend it3. Suppress criticisms – (not beneficial) want to invite opinions of as many people as possible before making decision - Other people looking to inflict damage, so the people will most likely not vote for the other partySocial Dilemmas – social problems that are difficult to solve1. An action benefits an individual who takes it2. The same action harms others3. More harm than good comes if all take the action- Cannot solve problem on your own; therefore, need to work with peoplePrisioner'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 competeRapoport's TFT – Tit for Tat- Program that plays against each other- Commands:1. Cooperate2. Cooperate but other one competesPeople need to be:1. Nice – follow people's action2. Not exploitable – stop taking action if others stop3. Forgiving – if people stop taking advantage, go back to cooperating4. Transparent – people can tell what you are doing, trustableChapter 15 – PersonalityGlobal description of how people think and behave to engage with other people and the physical environmentPsychodynamic 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 donot think about it1. Hypnosis – putting someone in a suggestible state Free Association – the technique that is asked what is the first thing that comes to the mind- Found clues (uncensored information)2. Slips of the Tongue – Freudian slip3. Dreams- Defense Mechanism:1. Repression – keeping information from conscience mind2. Denial -
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