PSYCH 105 Study Guide - Midterm Guide: Laugh Track, Normative Social Influence, Social Influence
Document Summary
Effect of central human goals on how we are influenced. Central goals that we all hold, that are sometimes used against us: choosing correctly, gaining social acceptance, managing our self-image. 6 principles of social influence and their connection to goals. Each is based on a heuristic and linked to an 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. Principle #1: social validation: heuristic: when in doubt, go with the majority opinion, ex. Canned laughter, presidential primaries: especially likely to follow behavior of others when they seem sure of themselves (and there is consensus among them), they are similar to you, the. Right behavior is ambiguous: ways in which people exploit this principle: salting the tip jar, lines for night clubs, number one selling car.
