PSYC 100 Lecture Notes - Lecture 19: Psych, Milgram Experiment, Asch Conformity Experiments

• School: Queen's University
• Department: Psychology
• Course: PSYC 100
• Professor: Caroline F Pukall

Document Summary

Change in behaviour elicited by a request from another individual who isnt an authority figure. Foot in the door: making a simple request followed by a much larger request, person more likely to say yes to the 2nd if they said yes to the 1st, plays on need for psychological consistency. Low balling: person trying to persuade you secures your agreement on something then after reveals extra hidden costs, will not take back agreement and will get the extra things, results from commitment to original decision. That"s (cid:374)ot all: persuader makes an initial request and then adds things to increase its attractiveness before you can respond (gift with purchase) Adjustment of behaviour/attitudes to match a group norm. Informational influence: doubting self and deferring to the group answer as a result. Normative influence: social pressure to conform to group in order to be accepted (conscious effort to fit in) Conforming to the request of those in authority.