PSYC 342 Lecture Notes - Lecture 8: Social Proof, Impression Formation, Institute For Operations Research And The Management Sciences
27 Jan 2018
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Elicit reciprocity by providing benefits to a valued third party on behalf of the target of compliance. Differs from traditional technique because no benefits are directly provided to target of compliance. Hotel guests assigned to 1 of 3 conditions. Incentive-by-proxy messages (offers to help third party if the guest also helps little sense of social obligation) Example: if you save towels we will donate money to environment. No sense of social obligation, shouldn"t boost compliance too much. Reciprocity-by-proxy message (informs the target that the third party has already been helped and then asks the guest to help high social obligation) Example: we have already donated money on your behalf, now will you help us. Creates a sense of indebtedness: sense of obligation to do your part. Participants participated in a computer mediated chat with another person in a lab session as part of a study ostensibly on impression formation. Responses were pre-programmed into the computer; no actual person.
