PSCH 312 Lecture Notes - Lecture 12: Normative Social Influence, Social Influence, Laugh Track
Document Summary
Social influence: the effect that the words, actions, or mere presence of others have on our thoughts, feelings and behaviors. 3 basic motivations: seeking accuracy, build and maintain relationships; seeking social approval, manage self-concept; seeking consistency. Changing one"s behavior in response to a direct request. Examples: salesman, ads, anyone asking for a favor. Each principle is based on a heuristic and linked to at least 1 important goal or motive: Seeking accuracy, seeking social approval, managing self image. These heuristics normally work well for us, but compliance professionals use them against us: reciprocity. Heuristic: if someone does you a favor, you are obligated to repay it. One of the most powerful norms found in every human culture. Examples: liking cooperation / competition self-disclosure persuasion harm. Heuristic: i am a person who acts in a way that is consistent with my commitments. Commitments lead to consistency in actions/behaviors: foot-in-the-door.
