Select the lightest-weight wide-flange beam from Appendix

Lecture 19: Social Influence Techniques (3/7/16) Monday,March21,2016 5:25PM • Friendship/Liking:similartoimpressionmanagementstrategies • Usedtogetpeopletodothingsforyou o I.e.,flattery • Commitment • Consistency--getpeopletocomply • Foot-in-the-doortechnique:askingforsomethingsmall,thenafterthepersonhas agreed,continuetoaskforbiggerthingsgradually • Door-in-the-face:giveaverylargeunreasonablerequest,thenfollowwithamuchmore reasonableonethatthepersonwillagreeto • Baitintheswitch • Labeling • ScarcityPrinciple • "Hardtoget"=playinghardtogetwhendatingisasimilartechnique o You'remorevaluableandmoredesiredwhenhardtoget • Verydesiredandsoughtafter;ex.Sal esatstoresareadvertisedasendingearly, whentheyareoftenextended • SocialProof • Socialvalidation o E.g.door-to-doorsalesmen,bartenders • Ex.Laughtracksonsitcomshowsthatdon'treallyhaveliveaudiences --make viewersbelievethejokeisfunnie rthanitreallyis • Reciprocity • Easytoguiltpeoplebyaskingthemtoreturnthefavoryoudidfortheminthepast • "Feelingofobligation" • Authority • Pitchtheinteractionasrelationship,ratherthandominating=muchmorelikelyto getcompliance • IdentificationandAcceptance • Identification:acceptsbehaviorduetorelationship,notvalidityofcontent • Acceptance,orinternalization:viewmessageastruthfulorvalid,evenwithoutthe influentialsource • Whendoweconform • Crisissituations:panic modeleadstoincreasedobedience/conformity • Whenothersareexperts:increasedobedience • Whenit'simportanttobeaccurate o Example:apoliceline-upforcriminalidentification • Ex.Radioshow"theWaroftheWorlds" Lecture 20: Social Influence (3/9/16) Monday,March21,2016 5:40PM • WaroftheWorldsradioshow: informationalsocialinfluence • Ifyoudon'tknowhowtoactinasocialsituation,youlookaroundtootherstofind outhowtoact • Othersgiveusguidelines/infoforhowtoact • EpidemicPsychogenicIllness(EPI) • Realsymptomswithnopsychologicalbasis -->usuallyleadstooutbreaks o Illustrates2things: • Groupnormscanbesubtle,yetverypowerful • Ambiguity(uncertainty)=moresusceptibilitytoconformity • Autokineticphenomenon:our perceptionoflightmakesitlooklikethingsmovefromfar away • StudybyMuzaferSherif(1936):theestablishmentofgroupnorms -->conformity o Thisisknownasinformationalsocialinfluence • Asestimatesofmovementweregivenovertime,theestimatesbe tween participantsgotclosertogether o Publicestimate-->normofgroupinfluencestheestimateeachparticipant gives • Whyelsedoweconform • Normativesocialinfluence o Norms:explicitorunspokenrulesofbehavior • Descriptivenorms:it'sthespokennorm ofhowyouneedtoactina givensituation--whatpeopleactuallydo • Injunctivenorms:whatweshoulddointheory--don'talwaysdoit § Ex.Writingthankyoucardsforgifts § Unspokennorm • SolomonAsch(1951) o Socialconformityevenwhenyouknowthegroup iswrong o Participantsoftenfoundthemselvesinanawkwardsituation • Itwasobviousthegroupwaswrong=normativesocialinfluence • Automatic • Socialcontagion/automaticmimicry o Ex.Yawning • Chameleoneffect(Chantrand&Bargh,1999): o Automaticbehaviorsoftenmimicbehaviorsofthosearoundus o Occursoutsideofourawareness • SocialImpactTheory • Conformingtonormativepressuredependsonseveralotherthings: o Sizeofthegroup o Cohesion/groupimportance o Unanimity--hardertogoagainstthenorm • Otherinfluencingfactors • Status(power) • Theawarenessofnorms • Publicresponse • Nopriorcommitmenttoanswer/decision o Thereforewearemorepersuadedbythegroup Lecture 21: Conformity (3/11/16) Tuesday,March22,2016 5:51PM • Whoconforms o Personality-easilyagreeableorhighinagreeableness=persuadedeasily o Gender:womenaregenerallymorepersuadable o Age:asageincreases,peoplearelesslikelytoconform o Culture:SolomonAschstudy • ReactionstoConformity o In-classactivityaboutdisciplineforRe ggieJohnson • Thiswasanexperimentwithconfederates • Others § Deviants(#5) § Mode § Slider(#4) o Lewin'sfieldtheory(modifiedforclassactivity) • Showedthatnormsdevelopovertime • "neighborhoodofacceptability"isthetoleranceofdeviance § Forexample,thisiswhatwedidforthedeviantwhochose#7 punishment *P=Punishment