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Chapter 15 Lecture 1 with class notes

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John Bassili

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Lecture 19 Chapter 15-Social Psychology o Social Influence o Social influence refers to changes in our behavior that occur as a result of direct or indirect intervention by others o Others influence us o Parental influence subconsciously o Social influence can be used in very clever ways. Sales people often have to rely on creative (and not always very honest) techniques o Ex. tv show- candid camera o Person going into elevator o Person presses button o Everyone in the elevator faces the back o Person that just entered the elevator also turns around o No one told the person to turn around but he turned anyways o Con artists persuade people to give them money by using techniques which involve a tale modeling; reinforcement and trust (remember the con artist I met in Wildwood?) o The Low Ball Technique o Car sales- second largest purchase o The salesperson quotes an unusually low price. You agree to buy it at that
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