SocialPsyc_2__Outline - PSYC1101-I 04/27/2010 Social...

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PSYC1101-I 04/27/2010 Social Psychology Part 2 Outline II. Social Influence people’s behavior are mostly influenced by three basic “social” motives 1. Hedonic Motive: avoid pain, seek pleasure Can use learning principles a. Via learning principles 2. Approval Motive a. Normative Influence We tend to abide by unwritten rules, known as norms e.g. –norm of reciprocity: “You took me out for dinner, I should treat you next time” A normative influence tactic A: would you mind lending me 30 B: no I really can’t A: sure can you lend me 5? B: yes I can do that i. Door-in-the-face technique -start with a bigger request Compromise by lowering request Opposite party would compromise too (Due to the reciprocity norm) Normative influence -men wearing trousers -holding the door for someone -facing the door in the elevator Can you make someone act in a way that goes against the usual norms? b. Conformity -tendency to do what others do, just because others are doing it - Study of Asch: The line perception experiment c. Obedience -doing what authority figures want us to do - Study of Milgram: The electric shock experiment
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This note was uploaded on 07/14/2010 for the course PSYC 1101 taught by Professor Leader during the Spring '07 term at Georgia Institute of Technology.

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SocialPsyc_2__Outline - PSYC1101-I 04/27/2010 Social...

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