PSY-2012 Lecture Notes - Lecture 3: Distressing, Biopsychosocial Model, Bipolar Disorder
Document Summary
Foot-in-the door- the tendency for people who first agree to a small request to comply later with a larger request: ex: salespeople use to persuade people to buy. Door-in-the-face- the tendency for people to disagree to a major request then later accepts a smaller request. Low-ball technique- an item is offered at a lower price then it is actually to be charge. Bait and switch- form of fraud used in retail sails by getting a really lower price and the goods are at a higher price. Be able to differentiate between normative and informational social influence. Note factors influencing conformity: conformity- a tendency to alter one"s thinking or behavior in response to group pressure, asch- individuals were measuring conformity. There were a people who were in on the study and there was 1 person who wasn"t. Note influences on obedience: conducted experiment that brought in a teacher and a student.
