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Social Influence - Coggle Diagram
Social Influence
Compliance
Changing behaviors under pressure from others (by request)
Door-in-the-Face Procedure:
• request for a favor that is likely to be denied. Admit the favor was excessive & then ask for a lesser alternative which was what you really want.
Low-ball Approach:
• obtain a person’s oral commitment to do
something. Once a commitment is made, increase the cost of fulfilling the behavior.
(a very bad way!!!)
Foot-in-the-Door Technique:
• get a person to agree to small requests and then gradually presenting larger ones (ex. volunteership increased by 700% when sales people giving a small gift -reciprocate)
Comformity
Change one's attitudes and behavior to make them consistent with those of other people.
Why people conform?
Private Acceptance - using other people’s opinions in the group as evidence of the real reality
Public Conformity - not believing it, but conforming to group because it was socially desirable.
influential factors why Group Norms have Power
People want to be liked - we usually like those who agree with us.
We've been trained through reinforcement to conform to Norms.
People want to be right - Norms tell us what is right & what is wrong.
Obedience
Behavior change that comes in response to a demand from an authority figure.
FACTORS AFFECTING OBEDIENCE
b. PRESENCE OF OTHERS WHO DISOBEY
• Milgram used two more “plants” assuming the role of teachers I & II. After each refused to participate, onl 10% of the participants continued study.
c. PERSONAL CHARACTERISTICS
• “Authoritarian” personalities are more likely to comply
a. PRESTIGE
• Milgram used less prestige - no Yale - run
down office building
• Only 48% - Maximum level shock • Concluded that people would obey
instructions causing harm to another even when authority figure was not reputable
II. Results
• “Captainitis” phenomenon - captain of an aircraft makes an obvious error but no crew members challenge the captains’ authority. As a result, planes crash-people die.
• Explains immoral acts. Nazis killed Jews,
Serbs killed Muslims in Bosnia, & Turks killed Armenians. In each case, they justified their acts by saying they “were just
following orders”
• When told that they were in charge & must
account for what happened, obedience dropped dramatically
III. Ethics
• unlikely to be approved by ethics board
today (the Milgram experiment)
Aggression
An action intended to harm another person
Psychodynamic View
Aggression is an instinctive biological urge that gradually builds up in everyone and must be released
Biological View
Genetics:Aggressive behavior is hereditary
Testosterone: High T, associated with aggressiveness
Alcohol: Rids inhibitions of aggressive behavior
Learning View
Children's bullying behavior is reinforced by its success
Social Scrips: Culturally provided mental files for how to act, influenced by media and video games
Evolutionary View
Aggression helped prehistoric people compete for mates and food, thus transferring aggressive genes to next generation
Environment View
Frustration-aggression Principle: Frustration creates anger, which can spark aggression
Heat: Violence is more likely to take place during hot summer months
Air Pollution: Song increases aggressive behavior.
Crowding: Uncomfortable living space leads to aggressive behavior
Altruism
is an unselfish concern for the welfare of other people
Sociobiological Approach
genetics: helping relatives, they survived, reproduce and pass down helping gene
Social Exchange Theory
We calculate the benefits minus the cost of helping. If benefits outweighs oust, we help
Arousal: Cost-Reward Model
Emotional arousal and analysis of the coast and rewards of helping
Social Responsibility Norm
expectation that people will help whose dependent upon them