How to Win Friends and/or Influence People

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How to Win Friendsand/orInfluence People
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Rule 1 Talk a Lot

• A. Study by Jennings
• -Observed over 400 sexually delinquent girls at
  NY State School for Girls.
• -Recorded number of times girls interacted with
  others.
• Results
• 1.Girls who spoke to others the most also
  received the most interactions from others.
• 2. These girls were chosen by others as task
  leaders, i.e., organizers of the groups work
  goals.
• 3. Interestingly, the one who gave out and
  received the second most interactions were likely
  to be the socioemotional leaders, i.e., the ones
  who helped the group solve the social problems
  between group members.

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B. Study by Sorrentino Boutilier (1975) on
Quantity vs. Quality of Verbal Interaction

• 4 person groups interacted on same task used
• In Sorrentino (1973) leadership emergence study
• Each member was placed in separate rooms because
• one P was actually a confederate.
• Based on actual transcriptions of the Sorrentino
  (1973)
• Study, the Confederate was able to mimic what was
  said
• by High Quantity or Low Quantity people in that
  experiment.
• High Quantity was the average number of responses
  for the
• Upper third of group members and Low Quantity was
  for the
• Lower third. In other words the High Quantity
  person spoke
• three times as much as the low Quantity person.
• It is important to note that what they said was
  identical only
• The quantity was different.
• There were 3 minutes of group discussion for each
  of 15 trials

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• Note These results indicate that motivation to
  be a group member more important than coming up
  with the right answers.
• A study by Sorrentino Field (1986) showed that
  persons High in Achievement Motivation and
  Affiliation Motivation talked the most and were
  elected to be leader of the group.
• If you looked at Achievement and Affiliation
  Motivation separately, Affiliation Motivation was
  more important, as it shows concern for other
  members.

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Rule 2. Conform

• Hollanders Idiosyncrasy Credit Model
• By conforming to group norms people will listen
  to you and like you.
• e.g. 1.Management and the Worker New workers
  must prove their willingness to be a good group
  member (bring in sandwiches, get coffee).
• e.g. 2. One of the nicest people I know.
• e.g. 3. Research on flight simulations and actual
  flight crews by Glidewell.
• e.g. 4. My first Miata Adventure.

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Rule 3. Provide Reinforcement.

• Flatter, Ingratiate, Do favours. In other words,
  put them in your debt.
• e.g. Social Exchange Theory (Homans, Thibaut
  Kelly). We interact with those who provide us
  with profit, i.e., where our rewards exceed our
  costs. By giving rewards people experience
  profit, but when they perceive they owe you, they
  will also be glad to do what you want.

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Rule 4. Deviate(from Hollanders Idiosyncrasy
Credit Model)

• Leader
• Middle Status
• Low Status

• Credit Debit
• --
• -- -- --
• -- -- --
• -- -- --

Interestingly, the biggest conformer is the
Middle status member. Why?
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Well, thats it folks. Hope you enjoyed the show.
Happy Holidays from Judy and Richard