Ch8+Social+Influence

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Unformatted text preview: of Action Action Describe Describe Course as Unwise, Suggest Alternative Alternative Labeling Technique The label (e.g. “you are generous”) activates a favorable self-image. This motivates the person to act in ways that are consistent with that self-image (to be generous). TACTIC Foot-inthe-Door Low-Ball Bait and Bait Switch Switch Labeling FIRST STEP “You Are A You Very Generous Person!” Person!” Assign The Assign Target a Trait Label Label SECOND STEP TACTIC Foot-inthe-Door Low-Ball Bait and Bait Switch Switch Labeling FIRST STEP SECOND STEP “You Are A You Very Generous Person!” Person!” “Say, Can Say, You Contribute to the homeless fund?” fund?” Assign The Assign Target a Trait Label Label Seek Seek Compliance With a LabelConsistent Request Request Categories of Social Influence Conformity changing one’s behavior to match the responses or actions of others (not necessarily due to pressure) Which of the lines on the right most closely matches the target on the left? Target 1 2 3 What if a group of 6 others said the answer was 2? Target 1 2 3 Asch Line Study (Asch, 1956) Confused participant Asch (1955) Conformity Results About 75% of participants conformed at least once if the group gave a wrong answer. Conclusion: People faced with strong group consensus sometimes go along even though they think the others may be wrong. Moderators of Conformity Group Size - More people matters up to about 5; beyond that, not much increase Status - conformity to high-status people more likely than to low-status people Social validation - using other people’s choices to check whether a choice is correct or not whether People frequently look to the behavior of similar others for People similar social validation. (“Copycat” suicides ) social The larger the number of peopl...
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