Social Influence The Werther Effect 02 24 2015 Reportedly suicides increased across Europe especially suicides committed by young men book was banned o After book The Sorrows of the young Werther came out Conformity changing one s perception opinions or behaviors to agree with others Informational social influence Social proof Normative Social Influence Classic Conformity The Asch Conformity Experiments Match line everyone is apart of experiment except one everyone else says the wrong answer before they get to the participant most people begin to say what everyone else says Cognitive Dissonance Johnny Rocco Study Group discussion of juvenile offender Johnny Rocco Three confederates 1 agrees with group 1 disagrees with group and 1 changes from disagreeing to agreeing Disagree was intensely lobbied to change his mind and eventually ostracized for not Disagree were later selected by the group for the worst jobs or to be cut from the group Moderators of Normative Influence Similarity o Werther effect redux Murder Suicides led to more multi occupant car crashes Suicides led to more car crashes among similarly aged people o Status o Unanimity Dark Side of Conformity will help The more people present at an emergence the less likely anyone Pluralistic Ignorance conforming to everyone s inaction No one s doing anything I m not an expert maybe I shouldn t do anything either REAL Student Health Center What s NOT going on behind closed doors o 33 of students report not being sexually active Compliance Requests for behavioral change without authority or undue coercion When do we do what others ask us One reason we comply is because everyone else is doing it Compliance vs Social Proof in bad behavior Each year thousands of pieces of petrified wood are stolen from this park Help us preserve your national park and look but don t take The Bright side of Social Proof Conversation Recycling and Social Influence Cialdini and colleagues put heir money where there mouth was and made their own pro recycling commercial It featured the majority of people recycling and reacting with horror at a neighbor who did not Ad was shown in 4 counties and recycling was tracked there and in 4 comparable counties o Recycling increased by 25 Weapons of Social Influence cialdini Liking scarcity commitment reciprocity Liking are ore likely to comply with those we like o What causes liking Attractiveness Similarity Familiarity contact Favors Increases liking Scarcity Cookies o Rated as better tasting if they came from a jar with only 2 cookies than a jar with 10 o Even better tasting if they came from a jar that started with 10 but only had 2 left Decision time o limited time only o while supplies last Reciprocity Norm of reciprocity a strong social norm that says we should provide benefits to those that benefit us o Need to belong and reciprocity As with most norm violation can bring social consequences Door in the face effect o A second lower offer appears to be a concession This concession can be reciprocated by accepting the lower offer o An additional offer can seem like a gift which may trigger that s not all effect reciprocity norms Consistency Trap Foot in the Door effect Drive safe campaign to put small sticker people complied The asked to put 10 foot sign 3x as many people that put up the small sign put up the big sign consistency trap 02 24 2015 02 24 2015
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