PSYC 342 Lecture Notes - Lecture 2: Petrified Wood, Windscreen Wiper, Forest National
22 Sep 2016
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Document Summary
Disrupt-then-reframe (dtr): technique of compliance in which one disrupts a traditional request script and then follows this with a new framing of the request: experiment 1: sold christmas cards for charity door-to-door. Dtr disrupts people"s natural way of thinking by coming up with something weird. Tested in experiment 3: experiment 2 (testing assumption 1) Disrupt ( they"re 300 pennies, that"s ): 35% compliance. Dtr is still most effective; disrupt/reframe by themselves are not effective: experiment 3 (testing assumption 2) It"s a bargain ): 65: dominant assumption for now: non-deliberative conditions facilitate social influence. Social influence is a function of sin: strength of source/target. Teacher (source), student (target) | influence will be better/higher if source has more strength: immediacy of source to target. E. g. how close we are as friends etc: number of sources relative to targets. Social norms: rules and standards that are understood by members of a group that guide and/or constrain social behaviour without the force of laws.
