Lecture 23 - What is Social Psychology? Social Psychology...

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Social Psychology 1 PSY 120000: Fall 2011 Purdue University Dr. Eric D. Wesselmann What is Social Psychology? 2 What is Social Psychology? ± Social Psychology – – how people think about, influence, and relate to other people. ± ABCs: A ffect / B ehavior / C ognition ± Focus on “persons” in “situations” 3 Obligatory History Lesson ± Two important ideas ± Behaviorism vs. Freudian Psychoanalysis ± World War II 4
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Social Psychology is All Around Us… 5 Persuasion 6 Ways of Persuading Others Making offers people can’t refuse Jedi mind tricks 7 Persuasion Tactics 8
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Persuasion Tactics ± Six Weapons of Social Influence 1. Reciprocity 3. Social Proof 4. Liking 5. Authority 6. Scarcity 9 Reciprocity ± Door-in-the-face – Ask for something you expect to be rejected, counter with what you really want ± That’s-not-all – Adding something “free” 10 ± Foot-in-the-door – Start small, ask for increasingly larger favors. ± Low-ball technique
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This note was uploaded on 01/30/2012 for the course PSYC 120 taught by Professor Bethlebreton during the Fall '11 term at Purdue University-West Lafayette.

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Lecture 23 - What is Social Psychology? Social Psychology...

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