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Unformatted text preview: SQ1: I > Social Influence – occurs when people use their power to change other’s attitudes or behavior in a desired way. II > How People Are Influenced: A > Normative Social Influence (outcome dependence) – occurs when others control rewards (acceptance, praise, higher pay) or punishments (ostracism, negative evaluation, fired) either directly (threats or promises) or indirectly (making rewards dependent upon doing what is desired), which forces people to be influenced under present social norms. B > Informational Influence (info dependence) – occurs when a situation is ambiguous people turn to others for information/clarification on what’s happening, what they should do either directly (telling the person) or indirectly (people modeling what should be done). C > Mindless Behavior – occurs when people fail to process what’s going on and just automatically comply to other’s influence. Happens either because of “cognitive load”, they are not able to pay attention due to anxiety, paying attention to something else, etc… or because of “influence cues”, certain words/behaviors that lead us to automatically think complying is appropriate (seeing others complying, being asked nicely/nonchalantly). III > The Strength of Influence Depends on: A > Number of Agents (influential people) – the more sources of pressure the more the influence (up to 3 to 4 people), but the more agents the less individual influence each agent has. B > Number of Targets – the more targets the more dissipated the influence and the less the individual is influenced. C > Strength of Agents – depends on expertise (informational credibility) and power (control of rewards/costs). D > Immediacy of Agents in Time and Space. IV > What Gives People Power: A > power is given either because people value a persons expertise or the rewards/costs they control, but this power is granted by the targets, never imposed (they value it). B > This Power is Lessened When:_1 > Independence – when people don’t value rewards/costs. 2 > Confidence and Certainty – makes people not value information others can offer. 3 > Psychological Reactance – when people feel like their freedom in action is being restricted they tend to react instinctively against the people who are restricting them. V > Under What Circumstances People are Most Likely to be Influenced: A > When they are in a unanimous and tightly knit group (3 to 4 people) that holds valued rewards/costs (normative) over them in a situation that they are uncertain how to behave in (info) wherein the group is trying to influence the person in the same time/space, but that person does not feel their freedom is being restricted. 1 > Example – lonely and socially awkward new member of a small cult is being influence to do a chant exercise. New member highly values the rewards (acceptance) and costs (ostracism), is uncertain about their own beliefs (info dependence), all the other members are unanimously for it, she respects the cults beliefs because they seem so confident and certain in their beliefs, they are influencing the person right in their face to do something right now, but the group is not directly ordering the person to chant so the person doesn’t feel forced. she respects the cults beliefs because they seem so confident and certain in their beliefs, they are influencing the person right in their face to do something right now, but the group is not directly ordering the person to chant so the person doesn’t feel forced....
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This note was uploaded on 04/17/2008 for the course PSC 3080 taught by Professor Mccreary during the Fall '05 term at CSU Stanislaus.
- Fall '05