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Lecture 9

PSYC 2160 Lecture Notes - Lecture 9: Fundamental Attribution Error, Social Loafing, Normative Social Influence


Department
Psychology
Course Code
PSYC 2160
Professor
Piccone
Lecture
9

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SET 9
Social psychology
the scientific study of how we influence one another's behavior and thinking
social influence
when people do things they don't really want to, or persuaded by others to do things they didn't
originally intend to do
Types of Social Influence
Conform, Comply, Obey
Conformity
tendency to change your behavior, belief, or both as a result of (real or imagined) group pleasure
-change mind because everyone else is doing it
Autokinetic effect
Effect that causes someone to think a stationary light is wobbling
Informational Social Influence
influence that stems from the need for INFORMATION and our desire to be correct in situations
in which the correct action of judgement is uncertain
Autokinetic effect
What is this effect?
-"OMG! Its a UFO"
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When actually eye
muscles are shaking causing a light to seem as if its moving
Asch's Study
Normative social influence
influence stemming from our desire to gain the approval and avoid the disapproval of other
people
Compliance
acting in accordance to a direct request from another person or group
Compliance Techniques
-The foot in the door technique
-The door in the face technique
-The low ball technique
-The thats not all technique
Pique technique
Foot in the Door Technique
compliance to a large request is gained by prefacing it with a very small, almost mindless request
Ex. Half the time they added "Even a penny will help"
Door in the Face Technique
-reciprocity
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-compliance is gained by starting with large unreasonable request that is turned down and then
following it with a more reasonable smaller request
Low Ball Technique
compliance to a costly request is achieved by first getting compliance to an attractive, less costly
request
-make a deal then change it
-people hate this and change it
Thats not all technique
-reciprocity
-the seller has done you a favor (thrown in bonus options, lowered the price) so you "should"
reciprocate by accepting the offer (comply)
Small to Large
beginning with a very small request secure the agreement THEN make a separate larger request
-Foot in the door
-Lowballing
Large to Small
beginning with a very large request then follow that up with a more modest/small
request
-Door in the face
-Thats not all
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