Psychology 2035A/B Lecture 5: Class 5- Social Thinking and Socail Influence.docx
11 Jan 2015
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How do we form impressions about others: appearance, verbal behaviour, actions, nonverbal messages, situations. Self fulfilling prophecy: expectations about a person cause him or her to behave in ways that confirm expectations, perceiver and target generally unaware that this process is happening, educational settings. Implicit prejudice automatic, spontaneous, unintentional, immediate, effortless, unconscious based on personal beliefs about social groups what we endorse as true based on well learned group attitudes, stereotypes, evaluations, and associations activation of associations despite intentions to be non prejudiced and egalitarian gut level response. Six principles of compliance: reciprocity, commitment/consistency, social validation, liking, scarcity, authority resulting from. Low ball technique: low price; simple request, obtain agreement, then keep adding new stipulations, raise price, or say that features cost extra, people stick with deal even though they would never have agreed if they knew additional requests all the details in the beginning.
