L11 Social

L11 Social - cards lottery tickets for Coke, Hare Krishnas,...

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Social Psychology Social psychology is the scientific study of how people think about, influence, and relate to one another. Social Thinking: the self, beliefs and judgments, behavior and attitudes, social cognition. Social Influence: conformity, persuasion, group influence. Social Relations: prejudice, aggression, attraction and intimacy, altruism, conflict.
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Social Influence From Robert Cialdini’s Influence: The Psychology of Persuasion Because of our high cognitive load we have to take short cuts (heuristics). There are triggering mechanisms that powerfully lead to behaviors. In non-human animals these are called sign stimuli and fixed action patterns .
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Triggering Mechanisms 1. Reciprocation: We owe favors to those who have done things for us (Christmas
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Unformatted text preview: cards lottery tickets for Coke, Hare Krishnas, owe a favor for turndown). 2. Commitment and consistency: the tendency to behave consistently once a commitment is made (horserace bettors, prisoners of war, juries, car salesmen). Triggering Mechanisms 3. Social Proof: Behave in the same way as people around you (laugh tracks, Catherine Genovese, bystander research, copycat suicides). 4. Liking: Behave in ways people you like want you to behave (Tupperware parties, attractive candidates) 5. Authority: Behave in ways people in authority tell you to behave (Milgrams research, height estimates of professors, jaywalking and suits). Triggering Mechanisms 6. Scarcity: the tendency to want items in short supply (auctions, Beenie Babies, flu shots)....
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L11 Social - cards lottery tickets for Coke, Hare Krishnas,...

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