Chapter_6_Notes - Chapter 6 Reading Notes SOCIAL INFLUENCE:...

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Chapter 6 Reading Notes SOCIAL INFLUENCE: CONFORMITY, COMPLIANCE, AND OBEDIENCE I. Categories of social influence: Conformity, Compliance, and Obedience a. What is social influence? i. A change in overt behavior caused by real or imagined pressure from others b. Distinguish among conformity, compliance, and obedience i. Conformity: behavior change designed to match the actions of others ii. Compliance: Behavior change that occurs as a result of a direct request iii. Obedience: Compliance that occurs in response to a directive from an authority figure c. Conformity: Asch’s Research on Group Influence i. Summarize Asch’s (1956) study that involved judgments of line lengths (include design, method, and results). 1. He asked people in groups to match the lengths of different lines 2. Control group had no group pressure pushing toward wrong choices 3. Experimental group heard confederates say the wrong answers, 75% went against their normal senses d. Compliance: The “Foot-in-the-door” Technique i. What is the foot-in-the-door tactic? 1. A technique that increases compliance with a large request by first getting compliance on a smaller, related request ii. Summarize Freedman and Fraser’s (1966) study of compliance (include design, method, and results). 1. Conducted field experiment to find out how a person could be induced to do something he would rather not do 2. Two groups of women were contacted a. One group was asked to allow men into their homes, only 22% agreed b. The other group was asked to participate in a survey first at their home (minor), after they were asked for the same task of allowing men into their home, 52% agreed e. Focus on method: Participant observation i. What is participant observation and why is it used? 1. A researcher approach in which the researcher infiltrates the setting to be studied and observes its workings from within.
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ii. Describe and provide example’s for each of Cialdini’s (2001) principles of influence. 1. Reciprocation: People comply with requests from people who have provided such things first a. Free samples from supermarkets 2. Commitment/consistency: People are more willing to be moved in a direction if they see it is consistent with an existing or recently made commitment 3. Authority: People are more willing to follow the directions of someone they view as authority a. Advertisers employing actors 4. Social Validation: People are more willing to take a recommended step if they see evidence that many others, especially similar others, are taking a. Manufactures make claim that their product is the fastest growing or largest 5. Scarcity: People find objects and opportunities more attractive to the degree that they are scarce, rare, or dwindling in availability a. Limited time offer 6. Liking/friendship: People prefer to say yes to those they know and like a. Tupperware home parties II. Choosing correctly a. What did White (1959) mean when we claimed that we possess a motive for competence? i.
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Chapter_6_Notes - Chapter 6 Reading Notes SOCIAL INFLUENCE:...

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