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Lecture 9

PSYC 2310 Lecture 9: Psych*2310 - Week 6. a

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PSYC 2310
Saba Safdar

Tuesday, February 14, 2017 Psych*2310 - Persuasion Principles of Social Influence Methods of Investigation - Controlled Experiment • advantages: provides context for addressing whether or not an effect is real and which theoretical account explains it (control variables) • disadvantages: eliminates other sources of influence - Participant Observation • researcher becomes an observer and participant of the situation and learn the dynamic of the setting Six Principles of Social Influence - Robert Cialdini found that the key to successful influence is what we do before attempting the influence • he was a salesman • took breathing lessons before going to sell things - if you can get all of your words out in one breath they don't have a choice but to listen (people don't interrupt) First Principle - Reciprocation • complying with a request of someone who has previously provided a favour (Cialdini, 1995) true in all cultures of the world • • Study by Berry and Kanouse (1987) - door in the face technique (or reciprocal concessions procedure) Second Principle - Social Validation - same as consensus 1 Tuesday, February 14, 2017 • complying with a request if it is consistent with what similar others are thinking or doing (Cialidini, 1995) • based on Social Comparison Theory (Festinger, 1954) • we follow the leaf of many others and Milgram, Bickman, & Berkowitz (1969) - 6 people stood and looked up toward the sky towards nothing - 84% or people stopped to look up at what they were looking at (nothing) - if the majority of people want it, it has value, even if “it” is nothing Third P
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