PSY 101 Lecture Notes - Lecture 30: Self-Perception Theory, Rubbernecking, Sales Presentation

• School: University at Buffalo
• Department: Psychology
• Course: PSY 101
• Professor: Quinton Wendy

Document Summary

Conformity: yielding to perceived group pressure by copying the behavior and beliefs of others. Compliance: publicly acing in accord with a direct request. Obedience: performing an action in response to a direct order- someone telling you to do something. Nazi"s just following orders , peoples temple suicide. Norms are an important part of conformity: norm- socially accepted way of thinking, feeling and behaving. Classic early study asch, 1951: study on visual discrimination, 6 others, sit around table, answer outloud, others chose the wrong answer, 75% conformed and also chose the wrong answer. Informational influence: we conform because we want to be correct, and when others agree, we assume that they are right. Normative influence: we conform because we fear the consequences of being deviant. Compliance techniques focus on getting people to agree to a request. Foot- in- the- door: get person to comply to small request, then pitch real (bigger) request.