April 21 2015 Social Influences COMPLIANCE Getting people to do what you want them to do without the threat of punishment Factors the influence willingness to comply Status of the requestor Obama asking for something vs person on the street asking Number of requestor s the more people that ask you the more you are likely Proximity of requestor s the closer these people are to you more likely Being alone METHODS OF OBTAINING COMPLIANCE Cialdini Salespeople that want you to buy something All make use of cognitive dissonance only way out is to buy their sale Four walls technique sealing all so that they can t get out Do you want to buy encyclopedias Do you want your kids to go to college to do well You have to buy it Low ball technique negotiate price for an item Cars test drive here s the sticker price negotiate down a little Buy this thing at this price so your car doesn t rust Then say its actually supposed to be a higher price Once you make a decision you re more sure about it Foot in the door technique you ask for something small and it s granted then come in with large request Ben Franklin People that ask for large requests are more likely to get it Reciprocity norm when somebody gives you something you should give them something Salespeople give you something first costs almost nothing to make but you re more likely to contribute back you ask for something small Door in the face technique you ask for something large and someone says no then Leave them feeling guilty for saying no so more likely to say yes to the small OBEDIENCE Do what I want you to do or else Milgram study 1960s experiment Holocaust Question how could those people have acted that way Something about the German culture that led to it Test Germans vs Americans Americans as control Brought one participant in one at a time by confederate Flip a coin but rigged confederate always the person to hear question and respond When gets something wrong shock given by participant confederate not actually shocked Voltage when up and up and up unpleasant screams and then silent How many people would give full percent shock Expect 1 actual is a lot larger Why did participants comply Preexisting beliefs regarding authority and value of science believe scientists want to help humanity participant to continue You trust that scientists will not hurt people Experimenter s self assurance and acceptance of responsibility calm telling Few shocks given when participants held responsible Experimenter is near confederate in another room Sequential nature of task foot in the door technique Social referencing look at the experimenter he says it s essential to go on Small larger one by one Deny that each one is too high a voltage Universal all people can be manipulated to doing horrible things EFFECTS OF BEING OBSERVED 1 Social Facilitation When someone watches you you get better at what you re doing Athletes better in key moments confidence Well learned simple tasks things you don t have to think about to do 2 Social Interference When someone watches you you get worse Feel inhibited EFFECTS OF WATCHING OTHERS Unresponsive Bystander Phenomenon Kitty Genovese killed in NYC strangled she screamed nobody wanted to get involved no cops called What causes it ambiguity front of other people and I should stay out of it Social referencing people look at each other see if they should get involved Evaluation anxiety Social interference no one wants to look like a fool in People don t like to look ridiculous opt not to do anything Diffusion of responsibility there s so many people here somebody will help Falls below threshold and you don t act CROWD MENTALITY MOB MENTALITY Deindividuation When people are in groups feeling of responsibility is diminished for one out at night in a mask Reduced accountability anonymity cause disinhibition drinking alcohol identify with the team Shifted attention from self to group not an individual Uniforms and masks heighten the effect military police uniforms restaurants sports teams ingroup outgroup CONFORMITY Just want to belong there is protection in a group Asch s experiment Lines of different length Confederates 6 8 Critical trials 12 Participants conform more than 1 3 of the time 37 75 of participants conform at least once right Informational influence made them think they were wrong learned that they might be Normative influence wanting to be part of the group avoid confrontation with others reason for more participants Unanimity important If at least 1 confederate says right answer participant more likely to say right answer Group Decision Making Risky Shift Stoner brought and individual and then a group of 6 people read them scenario CEO have ability to move from US to third world country greater profit but gov t might turn communist Will have no private property nationalized not yours anymore risky Who would say yes Group diffusion of responsibility If something goes wrong it s not their fault Group polarization about political issue educate you Become more radical if everyone polarized and not radicalized Information hypotheses it s because you are with other people that know information Normative hypotheses becoming polarized because you want to fit in with the group Group stereotyping think they re becoming more radical if they conform One upmanship person with strongest opinion gains prominence more exalted position Ingroup outgroup people with moderate opinions want to be part of the group conforming 4 23 15 1 Groupthink Janis a Strive for unity b Defend the leader s decision c Suppress criticism Social Dilemmas 1 An action benefits an individual who takes it 2 The same action harms others 3 4 social psychologists study social dilemmas and use social paradigm called prisoner s If everyone takes that action more harm than good occurs dilemma game Cop comes and splits 2 people apart in different rooms to get information from both of them Best strategy is for either of them NOT to talk a cooperation or competition cooperation i m not gonna tell on the other guy 1 gets no points compete i m gonna say he did it 1 competitor gets 5 points if both people compete each person gets 1 point if both cooperate each person gets 3 points person you are working with gets to know what happened in previous trial cooperation is the BEST strategy 5 Rapoport s TFT tit for tat You help me i ll help you a The program was very simple On the first trial cooperate Then on every subsequent trial do whatever the other program
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