PSYC 342 Lecture Notes - Lecture 6: Impression Formation, Normative Social Influence, Blood Donation
27 Jan 2018
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Compliance processes involve the activation of non-thoughtful automatic behaviour sequences. Derived six basic mechanisms underlying compliance processes based on examining compliance tactics in applied settings: Cialdini came up with these principles by working as a used car salesman etc. during his sabbatical. Six principles can be organized into three social goals . Principle that people are more likely to comply with a person whom they like. Approach is that sales people are within social network (friends, neighbours, etc. ) Host a party, do some fun things, introduce guests to product. At the end you have the option to purchase the product. We are more likely to buy from someone we know, especially after hanging out in their home for a couple hours. Study examined canadian federal election and found attractive candidates received 2. 5x the votes (effran and patterson, 1976) Study examined attractiveness of defendants in pennsylvania courts and found attractive people 2 times more likely to avoid incarceration (stewart, 1980)
