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Social influence

Social influence

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Social influence

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  1. Social influence Compliance Compliance is a result of direct pressure to respond to a request (conformity is much more subtle)

  2. Influence, the classic book on persuasion, explains the psychology of why people say "yes"—and how to apply these understandings. Dr. Robert Cialdini is the expert in the rapidly expanding field of influence and persuasion. You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.

  3. Välj en layout … och klicka sedan på platshållarna om du vill lägga till egna bilder och bildtexter.

  4. Compliance Techniques (ways in which individuals are influenced to comply with the demands or desires of others)

  5. Ads that usethese…

  6. http://www.youtube.com/watch?v=1x19z5Jb_pg

  7. The norm (rule) of reciprocity We treat other people the way they treat us (Cialdini 1993) We are socialized into returning favours and this powerful rule underpins compliance

  8. Research that tested reciprocity • Regan 1971, lab. Experiment • See handout –received a favour or not • Door-in-the-face technique A request is made which will surely be turned down. Then a second request is made which asks less of someone. • Evidence: Cialdini et al. 1975 see p. 117 in your book • “County Youth Counselling Program” – “would you like to chaperone a group of juvenile delinquents on a day trip to the zoo?” • Lynn & McCall 1998: the size of the tip increases when given a mint or sweet with the bill

  9. Commitment Being consistent with previous behaviour

  10. Commitment – in research • The foot-in-the-door technique Getting people to make a commitment to something small, with the hope of persuading them to agree to something larger • Research done by Dickerson et al. 1992 – wanted to see if they could get university students to conserve water in the dormitory showers. • See p. 118 in your book • Low-balling • By Cialdini et al. 1974 tested psychology students on campus • See p. 118 • Hazing – initiation rites • You might like it more if you endure pain! (even electrical shocks)

  11. Evaluation of the twocompliancetechniques MCEG Universal? Otherfactorsinvolved?