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Psych 280, Week 5 Notes

by: Ilze Vizulis

Psych 280, Week 5 Notes Psych 280

Marketplace > University of Michigan > Psych 280 > Psych 280 Week 5 Notes
Ilze Vizulis

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About this Document

These notes cover the topics of Social Influence.
Intro to Social Psychology
Carla Grayson
Class Notes
social, Psychology, SocialInfluence, Influence
25 ?




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This 3 page Class Notes was uploaded by Ilze Vizulis on Friday October 7, 2016. The Class Notes belongs to Psych 280 at University of Michigan taught by Carla Grayson in Fall 2016. Since its upload, it has received 15 views.

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Date Created: 10/07/16
Topics: Social Influence Week 5 (10/4 – 10/6) What is Social Influence? − How one might be influenced by the real or imagined social pressures around them. What is a Social Norm? − The way you are supposed to act in a certain social situation − Descriptive Norm – typical behavior exhibited by people in a given context − Prescriptive (Injunctive) Norm - the way people are supposed to act in a given context What are the 3 types of Social Influence? − Obediance − Compliance − Conformity Obediance − When an authority figure demands that you do something (a high social pressure) Compliance − When someone explicitely requests you to do something − Caldini’s 6 Principles of Social Compliance 1. Commitment/consistency o We have a desire to feel like we are a consistent person over time and space, and the fact that we feel like we have to follow through on that is powerful o Foot in the Door Technique – presenting a smaller request first, then following up with a larger request. Because of the desire to be consistent, they will comply. o Door in the Face Technique –presenting a rediculous and large request first, that they will not accept, then following up with a smaller request (the real one), which now they feel compelled to comply to. 2. Reciprocity o The sense that we need to repay our debts. People are more wiling to help someone who has already done a favor for them o That’s Not All Technique – adding something to an original offer, creating additional pressure to comply. 3. Social Proof/Social Validation o The idea is that you get information on how to act based on what other people are doing 4. Scarcity o When things are less available, we value them more! o Deadline Technique – this offer will expire! o Conditions: newly scarce, competition 5. Friendship/Liking o There will be a higher probablility that you will help with something if the request comes from a friend, someone you think likes you 6. Authority o If someone has the characteristics of authority, you are more likely to believe them, follow their requests, look up to them and do what they do − Negative State Relief Hypothesis o People like taking action to benefit someone else, to make themselves feel better Conformity − When you change your behavior based on other’s beliefs around you either because you feel an implicit pressure to fit in, or because you think that they are “right” (low pressure) − Cultural differences: o Collecitvist cultures highly value conformity, and the success of the whole o Individualistic cultures (like the US) may find conformity to be insulting − Autokinetic Effect o You tend to change your own estimates/thoughts/views when you hear other’s first. You tend change yours to be more similar to theirs. o Internalization – privately accepting other’s beliefs and changing your own o Public Compliance – changing your behavior but not your beliefs − Factors affecting conformty pressure: o Group size o Group unamity o Anonymity o Experise and Status o Culture o Tight and loose culture o Gender − Informational Social Influence o Observing and learning from others how to act/what are the social norms − Normative Influence o Behaving in ways to avoid social dissaproval, and fulfill other’s expectations Reactance Theoery − We preceive threataned freedom as more attractive Ideomotor Action − The more you think about something, the more likely you are to act towards it


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