13-Social Influence.ppt

Why do we care about being accepted 3 world religions

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Unformatted text preview: cepted –  Asch - clear stimuli, tense subjects –  Harmonizing? –  Why do we care about being accepted? 3 World Religions 2.5 Billions of People 2.0 1.5 1.0 0.5 0.0 Christianity Rejection increases conformity •  •  •  •  20% 10% Facebook Hindu Compliance Techniques Williams, Cheung, & Choi, 2000 30% Islam Norm of reciprocity Foot-in-the-door Low-ball Door-in-the-face Noah Goldstein 0% No Cyberball Included Excluded Percentage of trials that subjects conformed on Reciprocity •  These all work because we don’t realize they are happening •  Bob Cialdini’s book “Influence” is really good for more on this stuff Reciprocity (Regan, 1971, JESP) •  Car dealer gives you a cup of coffee •  Now you owe him something •  We hate to owe people, particularly strangers 4 Reciprocity – Internalized norm? Foot-in-the-door (Berger et al., 2009) •  Small request followed by larger request •  Week 1: Half of the households are asked to put a small tasteful sign (3”x 3”) in window “DRIVE CAREFULLY” •  Week 2: All asked to put big ugly “DRIVE CAREFULLY” sign in window •  Just big request: 17% compliance •  Small, then big request: 76% compliance –  different cause still gets 47% Low-ball Technique ...
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This note was uploaded on 04/01/2014 for the course PSYCH 135 taught by Professor Lieberman during the Winter '08 term at UCLA.

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