Lecture 5 PSY220 Social Influence (2013) WHITE

Lecture 5 PSY220 Social Influence(2013 WHITE

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Unformatted text preview: Social Influence Low Pressure Conformity Compliance High Pressure Obedience Compliance Changes in behaviour that are elicited by direct requests Robert Cialdini 1. Reciprocity 2. Commitment 3. Liking 4. Scarcity 5. Authority Principle 1 Reciprocity We should repay others for what they give us Gi^ Giving Study •  Cialdini sent out lelers asking people to make donaGons – Group 1: No gim – Group 2: Gim (address labels) •  How many people donated money to the Disabled Veterans OrganizaGon? Gi^ Giving Study 0.4 0.35 0.3 0.25 0.2 0.15 0.1 0.05 0 No Gift Gift Giving Away Money! Why It Works •  It creates a sense of obligaGon in the person who receives a favour. •  The person feels...
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This note was uploaded on 03/27/2014 for the course PSY 220 taught by Professor Platz during the Spring '11 term at University of Toronto- Toronto.

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