lec15

lec15 - 4/8/09 1 FOCUS AND KEYSTONE SLIDE INFLUENCE I. The...

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Unformatted text preview: 4/8/09 1 FOCUS AND KEYSTONE SLIDE INFLUENCE I. The Hedonic Motive II. The Approval Motive Normative Influence Conformity Obedience III. The Accuracy Motive Informational Influence Persuasion Consistency LECTURE 16: SOCIAL INFLUENCE LECTURE 16: SOCIAL INFLUENCE LECTURE 16: SOCIAL INFLUENCE 4/8/09 2 The Hedonic Motive The Approval Motive The Accuracy Motive LECTURE 16: SOCIAL INFLUENCE INFLUENCE I. The Hedonic Motive II. The Approval Motive Normative Influence Conformity Obedience III. The Accuracy Motive Informational Influence Persuasion Consistency LECTURE 16: SOCIAL INFLUENCE The Hedonic Motive The Hedonic Motive 4/8/09 3 The Hedonic Motive The Hedonic Motive Observational learning The ability to learn by observing others being rewarded and punished The Hedonic Motive Observational learning The ability to learn by observing others being rewarded and punished Observational learning The ability to learn by observing others being rewarded and punished Extinguishing Behaviorism: The Denial of Mind 4/8/09 4 Reactance An unpleasant state that occurs when one feels that ones freedom is threatened The Hedonic Motive INFLUENCE I. The Hedonic Motive II. The Approval Motive Normative Influence Conformity Obedience III. The Accuracy Motive Informational Influence Persuasion Consistency LECTURE 15: SOCIAL INFLUENCE LECTURE 15: SOCIAL INFLUENCE Norms: Customary standards for behavior that are widely shared by members of a culture The Approval Motive: Normative Influence 4/8/09 5 Normative influence occurs when a persons behavior is influenced by beliefs about what is appropriate. The Approval Motive: Normative Influence The Approval Motive: Normative Influence The Approval Motive: Normative Influence Norm of Reciprocity We should benefit those who benefit us The Approval Motive: Normative Influence 4/8/09 6 The Door-in-the-Face Technique An influence strategy that uses reciprocated concessions The Approval Motive: Normative Influence INFLUENCE I. The Hedonic Motive II. The Approval Motive Normative Influence Conformity Obedience III. The Accuracy Motive Informational Influence Persuasion Consistency LECTURE 15: SOCIAL INFLUENCE A B C STANDARD Conformity The Approval Motive: Conformity The tendency to do what others do Confederate Confederate 0 10 20 30 40 50 1 2 3 8 PERCENT CONFORMING TRIALS # CONFEDERATES The Approval Motive: Conformity 4/8/09 7 The Approval Motive: Conformity Pluralistic ignorance occurs when people mistakenly assume that others behavior is normative The Approval Motive: Conformity INFLUENCE I. The Hedonic Motive II. The Approval Motive Normative Influence Conformity Obedience III. The Accuracy Motive Informational Influence Persuasion Consistency LECTURE 15: SOCIAL INFLUENCE Obedience The Approval Motive: Obedience The tendency to do what authorities tell us to do simply because they tell us to do it. 4/8/09...
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This note was uploaded on 11/07/2010 for the course PSY 1 taught by Professor Fridlund during the Spring '08 term at UCSB.

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lec15 - 4/8/09 1 FOCUS AND KEYSTONE SLIDE INFLUENCE I. The...

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