PSYC 2084 Lecture Notes - Lecture 6: Leon Festinger, Robert Cialdini, Social Influence
5 Oct 2016
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Actively changing attitudes/behavior due to real or perceived pressure from others. Ranges from one person to an entire group. Robert cialdini combined others" experiments to collectively gather these principles. Researchers wanted to discover how to increase tipping of restaurant partakers. Provided them with small gift before having to tip. Second group was given gift (mint) [why you get mints with bills now] Gave another group two mints to further increase. Fourth group, waitress gave one mint with bill but then. She/he turns back and compliments them and provides them with second mint. Way we feel must be reflected in how we act. If they don"t match, we have to change one or the other. Example: very religious and you get smashed and miss church. You either give up your dedication to the church or. You make sure the next sunday you"re up and ready. Get you to agree to something small then something greater.
