Social Psychology Week 8 Lecture 14
Social Psychology Week 8 Lecture 14 2606
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This 2 page Class Notes was uploaded by Sydney Lazzell on Tuesday October 11, 2016. The Class Notes belongs to 2606 at University of Colorado at Boulder taught by Brett King in Winter 2016. Since its upload, it has received 7 views. For similar materials see Social Psychology in Psychlogy at University of Colorado at Boulder.
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Date Created: 10/11/16
PSYC 2606: Social Psychology Week 8 Lecture 14 Social Norm • = Customary rule for behavior that is often both descriptive (what is done) & prescriptive (what should be done) • Following social norms results in social approval • Breaking social norms results in social disapproval • Compliance = changing behavior in response to a direct request Social Proof (consensus): everyone is doing it • Ex: hanging up your towel in a hotel room increased with the sign placed in the bathroom that said “be like the other people who have stayed in this hotel/in this room and hang up your towel” • Ex: reduce energy usage by putting message on house door o Simply urging people to do it = same as nothing at all o Saying that the majority of your neighbors are saving = significant difference – reduced the most energy Social Norm of Reciprocity: the expectation that people will return benefits for benefits • Varies across situations • Ex: candy for tips o IV: server brings candy w/check vs. nothing o DV: tip amount left o Results: 18% (w/candy) vs. 15% tip o Increased even more w/2 pieces of candy o And increased even more when the 2 piece is given as a “special treat” just for you o = evoking the norm of reciprocity • Door-in-the-face technique = make a large request that is expected to be refused, followed by a smaller request o Agreement w/more reasonable request would fulfill the reciprocity obligation (you owe me) • That’s-not-all technique = while people are considering a request, an extra is offered to “sweeten the deal” o Timing is everything – offer must be truly extra & not part of the original deal Clicker: Which is more likely to be accepted? • A. Cupcake & 2 cookies for $2 • B. Cupcake for $2, but wait I will throw in 2 cookies with it! Social Norm of Commitment: do what you say you’ll do; be consistent in your values • Foot-in-the-door technique = get initial commitment then follow up w/a related larger request o Refusal of second request would imply going back on your prior commitment (social dissonance) o Culture: Americans showed an increase in foot in the door compliance than Asians § More individualistic = the more foot in the door worked o Ex: § A. homeowners asked to put safety sign in yard = 17% § B. first asked to put up small sign in window and then 2 weeks later put safety sign in yard = 76% Norm of Commitment • Low-balling = we had an agreement, you can’t back out o Unattractive request presented after a deal is made = less likely to refuse the unattractive request o Get commitment – reinforce (verbal, signature) o Change terms of agreement § Ex: plumbing is $80, but driving is an extra $40 Appeal to Reciprocity or Commitment? • Reciprocity: o Start high, go down o Give gift/extra treat • Commitment: o Start low, go up o Get agreement, add cost Clicker: Do you have a minute for the environment? • Foot-in-the-door Clicker:
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