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Lecture 8

PSY 3065 Lecture Notes - Lecture 8: Normative Social Influence

Course Code
PSY 3065

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Chapter 8 Conformity
Conformity a hage i oe’s ehaior due to the real or iagied ifluee of other people
Informational social influence the influence of other people that leads us to conform
o we see others as a source of information to guide our behavior
o e ofor eause e thik that others’ iterpretatio of a aioguous situatio is ore orret tha
o people conform to this influence because:
the situation is ambiguous
when you are uncertain, you will be most open to influence from others
greater the uncertainty, the more reliance there is on others
the situation is a crisis
do’t hae tie to stop ad thik hat atio to take sared, paiked
see what others are doing in response to this (they also may not be rational)
the other people are experts
greater the expertise, the better info they will have (not always reliable tho)
o Contagion the rapid spread of emotions or behaviors thru a crowd
Normative social influence going along with what other people do in order to be liked and accepted by them. we
pulily ofor ith the group’s eliefs ad ehaiors ut do ot alays priately aept the
o humans are social species so being deprived of human contact is stressful and traumatic
o Social Norms the implicit or explicit rules a group has for the acceptable behaviors, values, and beliefs of
its members
if you disregard the group norms of your friends and fail to conform:
group ould try to rig you ak ito the fold thru disussios ad teasig
if discussions don’t ork the your frieds ay say egatie thigs aout you &
Tactics of Social Influence:
o Foot-in-the-door getting people to agree first to a small request makes them more likely to agree later to
a second, larger request
o Door-in-the-face first asking for a large request that they will probably refuse makes them more likely to
agree later to a second, larger request
ex: charitable donations first asking for $20 and then fo $1
o Propaganda deliberate, systematic attempt to advance a cause by manipulating mass attitudes and
behaviors, often through misleading or emotionally charged information
ex: Nazi regime (they thought they were all doing something benefical)
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