04socialproofstudent4

04socialproofstudent4 - Lecture Outline: Social Proof 1....

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1 Lecture Outline: Social Proof 1. Social Proof 2. Why social proof promotes conformity 3. Factors that influence effectiveness of social proof Example Exam Item Compliance professionals sometimes offer a product at an inflated price, and then throw in additional stuff for free to make the deal seem better. What technique is this? a) door in the face b) compliance c) that’s not all d) low ball Social Proof Determine correct behavior by seeing what others are doing. Balthazar Gracian Observation made over 350 years ago: “Not all turn the goods over or look deep. Most run where the crowd is – because the others run.” Social Proof Milgram et al. (1969) 1 Confederate looking up 15 confederates looking up 45% looked up 85% looked up
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2 Social Proof: Craig & Prkachin (1978) 1.Administered shock to participant 2.Asked participant how painful shock was 3.Took physiological measures of pain Participants felt less shock on both pain indices if they were in the presence of another participant who was apparently
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This note was uploaded on 03/26/2008 for the course PSYCHOLOGY 280 taught by Professor Stephaniemaddon during the Spring '07 term at Iowa State.

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04socialproofstudent4 - Lecture Outline: Social Proof 1....

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