Psychology 3723F/G Lecture Notes - Attitude Change, Social Proof, Parking Meter

• School: Western University
• Department: Psychology
• Course: Psychology 3723F/G
• Professor: Martin Kavaliers

Document Summary

Having an impact on other people influence attitudes/beliefs (persuasion) influence behaviour (conformity) Agent does not hide attempt to influence. Agent wants influence to be genuine target willingly changes attitudes or behaviour. Agent does not care if target willingly changes attitudes or behaviour. Principles of illegitimate social influence (cialdini, 2001) No necessarily illegitimate, but they are exploited by compliance professionals e. g. : salespersons, organizations and businesses, governments. Some principles may seem obvious, but are often unrecognized by the targets. False or misleading titles (dr. , president, prophet) Associate self with locations or groups that imply authority (university, sports team) Use cues of wealth that imply authority (limousines, expensive jewelry: bickman (1974) A young man approached people on the street. Pointed to man standing by parking meter 50 feet away. Sometimes the requester was dressed in normal clothes. Sometimes the requester was dressed in the uniform of a security guard. Requester then turned a corner and walked away.