10-28-08 Notes

10-28-08 Notes - Social influences on Decision Making...

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Social influences on Decision Making Deciding who to follow: Types of social influence 1. Social influence results from: a. Obedience: an order or command given directly by a person, group or organization. i. Milgram Experiment ii. Social psychologist Stanley Milgram conducted one of the most well- known psychological experiments. iii. Before the study, theories had suggested that it was mainly personality (e.g. Authoritarianism) that was responsible for obedience – like Germans following orders in WWII. iv. Before the study, Milgram asked psychologists and other scientists “what % of the people would go all the way to XXX?” Answers ranged from 0.1% (1/1000) to 2% (2/100) v. In fact, about 65% go to XXX. The power of the situation. b. Conformity: social norms indicating how we should or ought to behave. i. Asch Experiment ii. Solomon Asch “line” study iii. Which of the lines (A,B,C) matches the length of the standard line (X)? iv. Reasons for conformity 1. Private Acceptance: You actually come to believe what the group says and this changes what you think. 2. Public Compliance: You publicly go along with the group, but it doesn’t change what you actually think. 3. Note: Importance of dissenters c. Compliance: a request given directly by another person, group or organization. i. Foot in the Door (FID) 1. 1 st : ask “smaller” request
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2. 2 nd : ask “larger” request 3. Interested in larger request from beginning 4. Why does FID work? a.
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This note was uploaded on 05/04/2009 for the course PSYC 065 taught by Professor Sanna during the Fall '08 term at UNC.

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10-28-08 Notes - Social influences on Decision Making...

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