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Lecture 10

Lecture Ten Social Influence/Psychology

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Richard Ennis

Lecture 10 Social InfluencePsychologyOutlineThe ABCs of InfluencePersuasionoCentral and peripheral routesConformityoInformational conformityoNormative conformityComplianceoReciprocityoCommitment and consistencyFoot in the doorLow ballObedience to authoritySocial psychology is the psychology of everyday lifeWhere sociology studies groups psychology studies individualsSocial psychology is a blend of the two focusing on the individual but on the social impact the person relative to other peopleSocial psychology contains the misc of psychologyThere is no coherent themeAs a discipline it is fracturedSocial InfluenceThe social dyad P x P when we form relationships with each other we have an impact on each others feelings the things that we do and the way we think the closer the relationship the greater the influenceWhen we explore interactions between people social psychologists look at the behavioural and cognitive componentsPersuasion interacting with another person and persuading their behaviouroie advertisingConformity the interaction is with a group of people rather than just one other person it is a group phenomenonA person will conform to the norms of the groupoie peer pressure etcCompliance a variation on conformity one on one process rather than a groupOne person gets the other to do what they want them to doIt is more face to face than conformityObedience a variation of conformity but the person influencing has power They can force you to comply with what they wantPersuasionie the beer brewery exampleUltimate goal is to change your behaviour to ensure that you will buy this beer rather than another typeoCentral routeseemingly obvious about what you are going to do Going after belief setsattitudesProvide arguments that will make
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