Psychology_and_your_Life_Ch12 - chapter 12 chapter outline...

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464 12 chapter ±chapter±outline± m o d u l e 3 9 Attitudes and Social Cognition ±Persuasion:±Changing±Attitudes± ±Social±Cognition:±Understanding±Others± ±Exploring±Diversity:± Attributions in a Cultural Context: How Fundamental Is the Fundamental Attribution Error? 4 0 Social Inf uence and Groups Conformity: Following What Others Do Compliance: Submitting to Direct Social Pressure O b e d i e n c e : F o l l o w i n g D i r e c t O r d e r s 4 1 Prejudice and Discrimination ±The±Foundations±of±Prejudice± Measuring Prejudice and Discrimination: The Implicit Personality Test Reducing the Consequences of Prejudice and Discrimination 4 2 Positive and Negative Social Behavior Liking and Loving: Interpersonal Attraction and the Development of Relationships± Aggression and Prosocial Behavior: Hurting and Helping Others ±Try±It!± Understand Your Relationship Style 4 3 Stress and Coping Stress: Reacting to Threat and Challenge The Nature of Stressors: My Stress Is Your Pleasure ±Coping±with±Stress± Becoming an Informed Consumer of Psychology: Effective Coping±Strategies± ±Psychology±on±the±Web± The Case of . . . John Buckingham, the New Guy on the Job Full Circle: Social Psychology
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465 John Kluth approached people outside banks, churches, casinos, libraries, and the federal courthouse. He’d walk up with a look of sur- prised recognition and greet people as if he knew them. “You know me!” he’d say. “I’m the guy who drives around the neighborhood in the white truck.” Or: “You know my mother. She lives up the hill and walks the dog on your street.” Then Kluth would lay out his story, police say. He was driving to Boston on Interstate 95 with hundreds of pounds of lobsters when his truck broke down. He needs several hundred dollars to get it fixed. He has a check, but it hasn’t cleared yet. If he doesn’t get the cash, the lobsters will die and spoil. He’ll pay you back tomorrow at your home. And, to show his appreciation, he’ll drop off a few lobsters, too. Asked for $70, Bob Fricker, a hard-eyed antiques auctioneer, gave Kluth $80. “It was like we’d known each other sometime, some- place. I was just very comfortable with him. It’s hard to express. I’d probably do it again tomorrow. He was that good.” (Hampson, 2007, p. 2A) A Gift of Life John Kluth’s story was just that: a story. Kluth was a successful con artist who made his living duping innocent victims. What made John Kluth such a successful con artist? Why would anyone at all fall for his ploy, much less the prominent public figures and business leaders he generally targeted? The answer is that Kluth made use of a number of psychological principles: He presented himself in a familiar, likable way that made people feel as if they knew him. He took advantage of biases in the way that people make decisions about others’ behavior that led him to be viewed favorably. He used effective compliance tactics to get people to do his bidding willingly. And he capitalized on people’s willingness to help out a friend in distress. What
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This note was uploaded on 11/27/2010 for the course PSY PSY/201 taught by Professor White during the Spring '10 term at University of Phoenix.

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Psychology_and_your_Life_Ch12 - chapter 12 chapter outline...

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