Social Influence

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Social Influence
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(No Transcript)
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When people are free to do as they please, they
usually imitate each other!!!
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social influence
what is it?

• change in overt behavior caused by real/imagined
  pressure from others
• conformity
• compliance
• obedience

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social influence
persuasion

• Persuasion
• change in private (true) attitudes
• as a result of having received a message

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social influence
attitude review
Affect
how we feel about people or social objects
Cognitions
Behaviors
generalized beliefs about people and social
objects
behavior directed at people and social objects
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social influence
attitude review
Affect
prejudice
Cognitions
Behaviors
beliefs
discrimination
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social influence
everyday examples of persuasion?
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social influence
everyday examples of persuasion?
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social influence
everyday examples of persuasion?
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social influence
everyday examples of persuasion?
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social influence
everyday examples of persuasion?
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social influence
everyday examples of persuasion?
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social influence
everyday examples of persuasion?
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social influence
everyday examples of persuasion?
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social influence
everyday examples of persuasion?
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social influence
everyday examples of persuasion?
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social influence
everyday examples of persuasion?
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social influence
everyday examples of persuasion?
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social influence
how to persuade?

• self-perception and cognitive dissonance
• persuade others to change attitudes via
• action (B)
• argument (C)
• appearance (A)
• Persuasion change in
  private attitude as a result of a message
• Compliance behavior change as
  the result of a direct request

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social influence
what is cognitive dissonance?

• inconsistent cognitions/behaviors aversive
  tension tension motivates us to
  change one or the other
• self-justification especially under insufficient
  justification
• post decision dissonance deciding becomes
  believing

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social influence
what is self-perception?

• attitudes are inferred by observing our own
  behavior especially when attitudes
  are weak/ambiguous
• able to explain insufficient justification as
  well
• predicts overjustification effect

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social influence
factors influencing compliance external pressure
In general, Greater external pressure leads to
greater compliance with ones wishes
Raw physical force Milgram---Obedience to
authority There are times when it is difficult to
apply this pressure for ethical, moral or
practical reasons Factors other than external
pressure are critical in determining degree of
compliance
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social influence
factors influencing compliance foot-in-the-door
Tendency for people who have first agreed to a
small request to comply later with a larger
request if you give them an inch theyll take a
mile Once a person has agreed to any action, no
matter how small or trivial, he/she tends to feel
more involved
Attitude of a person may shift regarding
situation or saying Yes Dissonance between
attitude action See yourself as the kind of
person who does that sort of thing
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social influence
foot-in-the-door correlates
Low Ball Technique - tactic used to get people
to agree with something by offering a low initial
request and then raising it before the deal is
done, Role playing - Person tries to comply
with a set of norms that define how people should
behave in a situation
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social influence
foot-in-the-door correlates
Opposite of Foot-in-the-Door technique. After
turning down a large request, one is more likely
to comply with a lesser counter-offer when
presented Mutual concession critical-in
order to proceed, perceived compromise
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social influence
advantages?
Advantages Easy to induce compliance Not limited
to receipt of small favors (first request just
has to be smaller/larger) Works because of
existing social norms. Requester need not know
or have power over target, work within normal
social rules Can produce positive outcomes for
both
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social influence
disadvantages?
Disadvantages only had been tested under limited
conditions requests have only been pro-social may
have been other factors leading to compliance