Exam 2 Flashcards
Reciprocity
Feeling the obligation to reciprocate to people giving you things. “Oh they lowered this price just for me, I should get it since they did that for me”
6 principles of social influence (cialdini)
Reciprocity Scarcity Authority Consistency & commitment Liking Consensus
Scarcity
People want things that are scarce. They only made a limited amount I should get this.
Consensus
Everyone likes this product I must like it too. Having the consensus of others that your making a good decision
Consistency & commitment
Getting into a contract and right before you sign they tell you something negative but your less likely to back out because you already feel committed
Compliance
Publicly acting in accord with a direct request: trying to get our way
Target is aware they are being manipulated
Just bc you have a reason whether it’s a good reason or not you are still more likely to get compliance of others
External compliance
Agreeing with the compliance even though you do not agree with it
Internal compliance
Both act and believe in line with the request
Two factors that motivate compliance
Consistency motives : we like to feel consistent
Reciprocity motives : more likely to return a good deed
Authority
Find answer
Social influence
Exercise of social power to change attitudes or behavior Types: Compliance Conformity Obedience
Conformity
James town (on YouTube) Jim jones
- conforming to do things you wouldn’t do alone but you are more likely now that you are a part of a group
- power of situation
- social pressure
Power of majority
Social norms : unwritten rules for expected behavior
Local norms may arise in particular situations
Global norms in a culture or context
Why conform to social norms?
Informational social influence-we want to be right
Normative social influence-we want to be liked
Informational social influence
Arises when situation is a crisis ,Others are experts
We conform not out of weakness but for information
We use others behavior as a guide
Motivation
Process that drives us to maintain a directed behavior or produce an action
Motivational orientation
Approach and avoidance
Approach system uses dopamine
Avoidance uses serotonin
Motivational orientation promotion
Focusing on gains and accomplishments
Motivational orientation prevention
Focus on non losses and safety
What motivates us?
Autonomy
Competence
Relatedness
-self determination theory : innate needs for psychological growth and well being
Self determination theory
Intrinsic vs extrinsic motivation
Meta analysis
- intrinsic motivation out weighed extrinsic found by giving positive feedback
- wanting to do things because you like it and because your good at it
When do you use self determination theory?
Shaping values
Setting up situations that fulfill 3 basic needs
Minimize extrinsic motivation
Goal pursuit
Desirability vs feasibility
What you want and how easily you can obtain it
Active maintenance
Keeps representatives of goals active for a critical period of time so goals can be completed such as your body getting ready to workout bc you workout the same time the same days of the week
Attention and inhibition
Enhanced focus and inhibition distractors
Evaluative readiness
Increased accessibility of goals heighten implicit attitudes judgements
Goal contagion
Automatic adoption of a goal upon perceiving another’s goal directed behavior
-especially when goal is important
Dissonance
Inconsistency is adverse, to avoid this we change our thoughts to be consistent
- forms attitudes by justification & rationalization
- change attitudes it’s easier to change attitudes then behavior
- change behavior due to hypocrisy
Attitudes
Global evaluations toward some object or issue
Explicit attitudes
Easily verbalized
Cognitively based
Quick to form and change
Implicit attitudes
Automatic evaluations
Not easily verbalized
Affectively based
Slow to form and change
Mere exposure
Tendency to develop more positive feelings toward attitude objects the more we are exposed to them
Why?
-people are cognitive misers the less we have to process the more we like something
Classical conditioning
Leads to attitude formation
Ex: little Albert being exposed to the bunny while loud noise created the attitude of fear and dislike toward the bunny
Self perception
Forms our attitudes based on our own behavior
Ex: sorority & fraternity hazing, I must be pledging and doing this hazing because I really like being apart of this group
Forbidden toy study
IV: severe warning vs mild warning
DV: weeks later attitude toward toy
Results: ?
Dissonance in mild condition ➡️ making additional justification on why they aren’t playing with the toy➡️ negative attitude toward the toy
Counter attitudinal advocacy
Process by which people are induced to state publicly an opinion that runs counter to their own private opinion , creates dissonance, without justification leads to change in people’s private opinion
Central route in persuasion
Thoughtful analysis of arguments
Occurs when we are deeply motivated by the relevance or the outcome will effect us
Peripheral route in persuasion
Involves superficial processing of agreements
Occurs when we are unmotivated by the topic or lack the cognitive resources to process the information
Construal level theory
Relationship between psychological distance and thinking
Further the distance ➡️ abstract ➡️ higher level construals
Closer the distance ➡️ detailed ➡️ lower level construals
Normative social influence
Conformity out of desire to gain rewards and avoid punishment
Ex: wearing sperrys to conform to oxfords norms
Obedience as a social influence
Preforming an action in line with a direct order
Generally assumes hierarchy
Usually for the good of the group
Ex: nazi holocaust, people follow and obey to instructions they believe are good for there group due to influence
