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Social Influence - Coggle Diagram
Social Influence
Conformity
: change in response to
social norms or pressure
Manipulating Pay-Offs
: explanation for others' incorrect responses liberates people to deviate
Revised Asch Line Studies
:
public vs private response
IV
: public response (informational + normative) vs private response (informational only)
Conclusions
: normative social influence requires a public response
Chameleon Effect
: unconscious behavioral mimicry
Asch Line Studies
:
objective
("Which of the 3 lines on the right is the same length as the one on the left?")
IV
: prior responses (correct vs incorrect)
DV
: subject's response
Results
: conformity, effects of group size, effects of unanimity
Sherif's Autokinetic Effect
: informational influence
DV
: movement of ambiguous illusion
IV
: alone vs small group
Results
: group norm emerges
Aspects of Social Influence
normative
: desire to fulfill others'
expectations
to
gain acceptance
informational
: presence of others as a
valuable source of information
conscious
or
unconscious
behavior
or
belief
how the
beliefs and behavior
of individuals are influenced by the
actual or imagined presence of others
Obedience
: change in response to a
command/demand
Milgram Studies
:
power of the situation
behavioral consistency, positive self-image, sense of obligation, trust in experimenter, disobeying as a sign of disrespect, surprise and unfamiliarity, conflicting signals and confusing elements
Compliance
: change in response to a
direct request
Mood and Emotions
Positive
Mood Maintenance
:
motivational
desire to maintain a good mood
Altered Construal
:
cognitive
altered interpretation of request
Negative
Anger
: decreases compliance
Guilt
: increases compliance (
negative state relief
)
Examples
: camera acts up vs believed to have broken camera
Commitment and Consistency
Foot-in-the-Door
: a small request (full compliance) is followed by a large, related request (target request)
Examples
: telephone request & safe-driving request
Low-Ball
: make a reasonable request, secure agreement, then back-peddle (target request)
Examples
: car dealerships, 7:00am start time
Social Scripts
Triggering Social Scripts
: increase compliance when the standard social script is to comply with the request
Violating/Disrupting Social Scripts
: increase compliance when the standard social script is to deny the request
Norm of Reciprocity
Door-in-the-Face
: make an extreme request (rejected), then make a moderate request (target request)
Examples
: juvenile delinquents and the zoo
That's-Not-All
: surprising, personalized request