Compliance - 3/22/10 Compliance mindless conformity: the...

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3/22/10 Compliance “mindless conformity”: the use of heuristics Langer Study: a “placebo reason” (use word because to increase compliance over no reason) Langer has done studies on how the lack of cognitive activity connects to poorer mental health Compliance theory tends to work if person is under automatic processing Associations with positive mood -flattery works puts people in a good mood and people do things they might not normally do -wine & dine people induced into positive mood, liquor or gifts/meal they are more likely to listen/comply (restrictions on lobbyists government employees cant accept gifts) Norm of Reciprocity -as it’s own strategy: “soda study”, Hare Krishna’s -if you received soda and accepted, you are much more likely to buy a 5 dollar raffle ticket despite discrepancy in price - accept flower from hare Krishna more likely to spend more time/money with hare Krishna -person bought him gas and he leant him his car -door in the face: “zoo study”, Watergate
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This note was uploaded on 02/28/2011 for the course PSYC 200.133 taught by Professor Stephendrigotas during the Spring '10 term at Johns Hopkins.

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Compliance - 3/22/10 Compliance mindless conformity: the...

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