PSYC 2310 Lecture Notes - Lecture 9: Psych, Social Comparison Theory, Social Influence
22 Apr 2017
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Controlled experiment: advantages: provides context for addressing whether or not an effect is real and which theoretical account explains it (control variables, disadvantages: eliminates other sources of influence. Participant observation: researcher becomes an observer and participant of the situation and learn the dynamic of the setting. Robert cialdini found that the key to successful influence is what we do before attempting the influence: he was a salesman, took breathing lessons before going to sell things. If you can get all of your words out in one breath they don"t have a choice but to listen (people don"t interrupt) Reciprocation: complying with a request of someone who has previously provided a favour (cialdini, true in all cultures of the world, study by berry and kanouse (1987) Door in the face technique (or reciprocal concessions procedure) !1: complying with a request if it is consistent with what similar others are thinking or doing.
