PSYB10H3 Chapter Notes - Chapter 9: Normative Social Influence, Solomon Asch, Petrified Wood
Document Summary
Looking back: conformity can be a response to implicit or explicit social pressures, and it can be the result of automatic mimicry, informational social influence, or normative social influence. This can increase the very action theft the authorities want to prevent. Chapter 9: social influence reactance theory: the idea that people reassert their prerogatives in response to the unpleasant state of arousal they experience when they believe their freedoms are threatened. Looking back: reason-based approaches include compliance by providing good reasons for people to agree to a request, the norm of reciprocity compels people to benefit those who have benefitted them. In the reciprocal concessions (door-in-the-face) technique, people who have refused a large request are then induced to agree to a smaller request. I(cid:374) the that"s-not-all technique, people are induced to buy an expensive product because a gift has been added to the deal.
