PSYC 342 Lecture Notes - Lecture 4: Tupperware, Social Proof, Physical Attractiveness
22 Oct 2016
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Document Summary
Cialdini"s compliance perspective behaviour sequences: compliance processes involve the activation of non-thoughtful automatic, derived 6 basic mechanisms underlying compliance processes based on examining compliance tactics in applied settings. Cialdini"s and trost"s perspective: 6 principles can be organized under the 3 social goals (we all have goals in which we will want to establish relationship with each other) relationships. Social relationships (affiliation) maintenance of social. Effective action (accuracy) making sensible decisions that will. Self-concept (self-enhancement/consistency) motivation/goal to maintain consistency in self-concept. Scarcity maximize rewards for themselves: we all have an idea of who we are, and we want to maintain consistency for that idea, we also have a motivation to want to have a positive view of ourselves. Principle that people are more likely to comply with a person whom they like. Practical examples: tupperware parties, mary k parties, these parties tend to do sales with people they know. As such, they will be more likeable than a random stranger.
