chapter13 - Chapter 13 Social Influence and Persuasion Two...

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Chapter 13 - Social Influence and Persuasion Two Types of Social Influence Techniques of Social Influence Persuasion Resisting Persuasion
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Social Influence and Persuasion Jim Jones Jonestown (1978) How could Jim Jones have influenced his followers to such a deep level that more than 900 committed revolutionary suicide?
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Normative Social Influence Normative Influence Going along with the crowd to be liked Asch (1955) study of normative influence Conformity increases as group size increases Dissension reduces conformity Deviating from the group Social rejection
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Informational Social Influence Going along with the crowd because you believe the crowd knows more than you do Ambiguous situation Crisis situation
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Getting What You Want PLAY VIDEO QuickTimeª and a Sorenson Video 3 decompressor are needed to see this picture.
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Two Types of Social Influence Informational influence produces private acceptance Genuine inner belief that others are right Normative influence produces public compliance Inner belief that the group is wrong
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Techniques of Social Influence Foot-in-the-Door Technique Start with small request to gain eventual compliance with larger request Low-ball Technique Start with low-cost request and later reveal the hidden costs Both based on principles of commitment and consistency
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Techniques of Social Influence Bait-and-Switch Technique Draw people in with an attractive offer that is not available and then switch to a less attractive offer that is available Based on principle of commitment and consistency Labeling Technique Assigning a label to an individual and then making a request consistent with that label Based on commitment and consistency Legitimization-of-Paltry-Favors Technique Make a small amount of aid acceptable
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This note was uploaded on 09/13/2010 for the course PSC 78918 taught by Professor Dawnteearly during the Spring '09 term at UC Davis.

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chapter13 - Chapter 13 Social Influence and Persuasion Two...

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