04socialproofstudent

04socialproofstudent - Le ctureOutline : S ocial Proof 1. S...

Info iconThis preview shows pages 1–7. Sign up to view the full content.

View Full Document Right Arrow Icon
Lecture Outline: Social Proof 1. Social Proof 1. Why social proof promotes conformity 1. Factors that influence effectiveness of social proof
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Example Exam Item Compliance professionals sometimes offer a product at an inflated price, and then throw in additional stuff for free to make the deal seem better. What technique is this? a) door in the face b) compliance c) that’s not all d) low ball
Background image of page 2
Determine correct behavior by seeing what others are doing. Balthazar Gracian Observation made over 350 years ago: “Not all turn the goods over or look deep. Most run where the crowd is – because the others run.”
Background image of page 3

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Social Proof Milgram et al. (1969) 1 Confederate looking up 15 confederates looking up 45% looked up 85% looked up
Background image of page 4
Social Proof: 1.Administered shock to participant 2.Asked participant how painful shock was 3.Took physiological measures of pain Participants felt less shock on both pain indices if they were in the presence of another participant who was apparently experiencing little or no pain CP
Background image of page 5

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Other Forms of Social Proof Canned Laughter Person-on-the-street testimonies
Background image of page 6
Image of page 7
This is the end of the preview. Sign up to access the rest of the document.

Page1 / 11

04socialproofstudent - Le ctureOutline : S ocial Proof 1. S...

This preview shows document pages 1 - 7. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online