PSYCH 104 Lecture Notes - Lecture 14: Social Influence, Solomon Asch, Pole And Polar
Document Summary
Consider the case of james warren jones and his followers at jonestown. People are exceptionally responsive to each other. People reply on each other for information about the world. Two types of social influence and for guidance. Solomon asch: group acceptance is more important than being correct. Going along with the crowd because you think they know. Start with small request to gain eventual compliance with larger request. Start with low-cost request and later reveal the hidden costs. Draw people in with an attractive offer that is not available, and then switch to a less attractive offer that is available. Assign a label to an individual and then make a request consistent with that label. Start with an inflated request, then retreat to a smaller one that appears to be a concession. Begin with inflated request, but immediately add to it by offering a. Techniques based on scarcity bonus or discount.
