Social Influence Ch.18

Social Influence Ch.18 - Chapter Eighteen Social Influence...

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18 - 1 Chapter Eighteen Social Influence
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18 - 2 Conformity What do we conform to? General social norms Group or peer norms Can we easily resist pressures to conform? Asch’s classic study
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18 - 3 Stimuli Similar to Those Used in the Asch Conformity Studies
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18 - 4 Why Do People Conform? Assume majority must be correct. Value group acceptance more than being correct. Feel that it is easier to go along than disagree with the group.
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18 - 5 Gender differences Women slightly more likely than men Cultural differences People from collectivist cultures more likely Individual differences Low self-esteem, strong desire to be liked Situational factors When responses will be clearly seen by others Why Do Some People Conform More Than Others?
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18 - 6 Factors Influencing Compliance Appeals from a recognized authority Desire for social validation Desire for consistency
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18 - 7 Compliance Techniques Foot-in-the-door technique Bait-and-switch technique Low-ball technique Door-in-the-face technique
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This note was uploaded on 05/10/2010 for the course PSYCH 031 taught by Professor Jensen during the Spring '09 term at Pacific.

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Social Influence Ch.18 - Chapter Eighteen Social Influence...

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