Social Influence

1
Chapter 9

• Social Influence

2
Influence

• Kelman (1958)
• Compliance
• Identification
• Internalization
• Deutsch Gerard
• Informational Social Influence
• Normative Social Influence

3
Conformity

• Norms
• Definition
• Development
• Drawbacks of Norms
• How norms change
• Classic Studies
• Sherifs point of light study
• Aschs line study
• Consequences of not conforming

4
Compliance

• Automaticity
• Cialdinis Compliance Techniques
• Contrast Principle
• Commitment Principle
• Foot-in-the-Door
• Low-Ball
• Reciprocity Norm Door-in-the-Face
• Thats Not All
• Liking
• Scarcity

5
Obedience

• Milgrams Obedience Study
• Variations
• Move the learner
• Move the researcher