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BEH STUD: Influence and prosocial behaviour (PROSOCIAL BEHAVIOUR (THEORIES…

- - - - AISCH EXPERIMENT: Only one participant - the rest are actors. Asked to point out identical lines. Actors all say the wrong line - participant is very likely to conform and say what they say.
      - INFORMATIONAL INFLUENCE: When you think that someone else has particular information about the issue that you don't have
      - REFERENT INFORMATIONAL INFLUENCE: Similar but involves a larger group
      - NORMATIVE INFLUENCE: Receiving social approval from others
    - - MILGRIM EXPERIMENT: Told participant to give another 'participant' (actor) a shock for a wrong answer. Shock increased each time and it was found that participants would go very very high because of obedience. Because of: diffusion of responsibility. Can't see the person. Began small and gradually increased. Weren't given time to think about what they were doing.
    - - STRATEGIES: Door-in-the-face technique - Start with big request, when they say no follow up with smaller request (which you actually want) and they may say yes. Also - saying something is added to a sale for "free" makes them more likely to say yes.
      - NORM OF RECIPROCITY: We feel compelled to comply when someone has helped us in the past
      - EXPERIMENT 1986: Cupcake for 75c each PLUS TWO FREE COOKIES! - 73% of people bought. Control condition - Cupcake and two cookies for 75c - 40% bought.
    - - MERE PRESENCE EFFECT: The idea that just being around someone changes your performance on a target. Can improve performance = Social Facilitation. Can make it worse = Social Inhibition. Depends on how comfortable you are with the task.
      - DEINDIVIDUATION: When you are in a group of people personal identity and self-awareness reduces and you become more impulsive (how riots start).
        
        STANFORD PRISON EXPERIMENT 1971: Given role of guard or prisoner randomly. Guards became more extreme and powerful. All prisoners became mindlessly obedient. Guards became "puppeteers" and it all occurred very quickly.
      - MINORITY GROUP INFLUENCE: some minorities are forceful, consistent, otherwise similar to majority, make logical arguments, are in line with current social trends or have no great personal relevance to the majority.
        
        EXPERIMENT: Same AISCH line task. 4 participants and 2 actors. 1/3 of participants made errors.
- - - - LATANE AND DARLEY'S COGNITIVE MODEL 1970:1. Attend to what is happening. 2. Define as an emergency. 3. Assume responsibility. 4. Decide what can be done. 6. GIVE HELP.
      - COGNITIVE-PHYSIOLOGICAL APPROACH: Arousal. Label. Evaluate costs.
      - PERCEIVER-CENTRED DETERMINANTS: Personality. Competence. Mood.
        
        NEGATIVE-STATE RELIEF MODEL: Innate drive to make ourselves feel better when we're in a bad mood. Helping others can increase your mood. Creates question - does altruism exist?
        
        EMPATHY-ALTRUISM HYPOTHESIS (BATSON 1991)
        
        Others' distress -> personal distress -> egotistic motivation to reduce distress -> help others to reduce own stress.
        
        Others' distress -> empathetic concern -> Altruistic motivation to reduce others' stress-> Help others to reduce their distress.
      - RECIPIENT-CENTRED DETERMINANTS: Empathy. Attractiveness. More likely to help if they were not responsible for their own misfortune (eg. natural disaster)