PSYC1005 Study Guide - Final Guide: Social Proof, Pole And Polar, Cystic Fibrosis Foundation
Interpersonal Influence
• Interpersonal influence is the process by which an individual changes his or her opinions, attitudes
and/or behaviours in response to the mere presence or behaviour of another individual.
• We can be influenced simply by the presence of another individual, eg: if you think they are evaluating
you. It a eve e the iagied/iplied presee, eg: seeig soeoe's oat ad assuig they’re
around.
• We can also be influenced by specific behaviours or attributes of another individual.
• There are a variety of factors that lead people to be influenced by other individuals.
• One model of social influence considers six bases of influence.
Reciprocation
• There are strong norms in our society encouraging reciprocation.
• Reciprocation obliges the recipient of a favourable outcome to provide some
broadly equivalent outcome in return to the original giver.
o There is a strong aspect of norms of fairness in norms of reciprocation.
• Once a sense of obligation based on reciprocity is formed, people will have a strong
desire to fulfil that obligation.
• Experimental Demonstration
o Experimenter gives participants some M&Ms.
o After the experiment, the experimenter asks participants whether they want
to donate money to a charity for kids.
o Those who were given M&Ms first were more likely to donate and gave more
when asked.
Commitment
and
Consistency
• People have a strong desire to behave in a consistent manner.
• "Foot-in-the-Door" Influence technique
o If people can be led first to make a small commitment, then they will be more
likely to make a larger commitment when asked.
• Experimental Demonstration 1
o People phoned on a Wednesday and asked to complete a questionnaire with
8 items.
o People then phoned on a Friday and asked to complete 30-item
questionnaire.
o Those who complied with an initial request were more likely to complete a
second request.
• Experimental Demonstration 2
o People were approached in their houses and asked to sign a petition urging
the local mayor to build a recreation centre to help the mentally ill.
o Two weeks later, people were approached again in their homes to donate
money to help the mentally ill.
Social Proof
• People will be influenced if they believe many others hold a particular attitude or
opinion, or behave in a particular way.
o Knowing what others think and do helps clarify appropriate behaviours.
• Experimental Demonstration
o Notices were placed on the doors of people's homes promoting energy
conservation.
o Five different types of messages: no information, environmental protection,
self-interest, social responsibility, or others' behaviours.
o Social proof (the behaviour of others, i.e. neighbours saving energy) provided
the strongest influence on behaviour.
Liking
• People will be influenced more by others they like than those they dislike.
• Liking can be based on such things as attractiveness and similarity.
• Experimental Demonstration: Attractiveness
o Attractive and unattractive people approached students on a university
campus and asked them to sign a petition prohibiting the serving of meat in
the university commons.
o More likely to sign it if an attractive person is asking you.
• Experimental Demonstration: Similarity 1
o Participants led to believe they share a birthday with another or not.
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Document Summary
It (cid:272)a(cid:374) eve(cid:374) (cid:271)e the i(cid:373)agi(cid:374)ed/i(cid:373)plied prese(cid:374)(cid:272)e, eg: seei(cid:374)g so(cid:373)eo(cid:374)e"s (cid:272)oat a(cid:374)d assu(cid:373)i(cid:374)g they"re around: we can also be influenced by specific behaviours or attributes of another individual. There are a variety of factors that lead people to be influenced by other individuals: one model of social influence considers six bases of influence. Reciprocation: reciprocation obliges the recipient of a favourable outcome to provide some. People have a strong desire to behave in a consistent manner. If people can be led first to make a small commitment, then they will be more likely to make a larger commitment when asked. Experimental demonstration 1: people phoned on a wednesday and asked to complete a questionnaire with. 8 items: people then phoned on a friday and asked to complete 30-item questionnaire, those who complied with an initial request were more likely to complete a second request.
