Lecture 17 - Compliance Flashcards

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1
Q

(lecture):

What are the 3 reason-based approaches?

A

(lecture) :
- Norm of reciprocity: norm to expect to provide benefits for those who provide benefits for us (Fiske, 1991)
- ‘Door in the face’ technique: a large favour (that is likely to be refused) followed by a small favour that is seen as a concession – and therefore more likely to be accepted.
- ‘Foot in the door’ technique: appealing to a person’s self-image with a small request – slippery slope

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2
Q

(lecture):

What are 2 emotion-based approaches?

A

(lecture):

Positive mood:
- Reasons why a good mood increases compliance:
> More optimistic about other peoples motives
> Maintaining the good emotional state by helping someone

Negative mood:
- Guilt can motivate compliance to get rid of feelings of guilt
> Negative state hypothesis: action to help someone else > makes us feel better about ourselves

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3
Q

(lecture):

Describe the norm-based approach.

A

(lecture):

See slide 7

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4
Q

(lecture):

Read slide 8

A

(lecture):

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5
Q

(lecture):

Social norms:

  • Describe low descriptive norms.
  • Describe injunctive norms.
  • Describe high descriptive norms.
A

(lecture):

See slide 9 (and watch lecture back)

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6
Q

(lecture):

Describe the towel study.

A

(lecture):

See slide 10

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7
Q

(lecture):

Describe a study that demonstrates the effects of descriptive vs. injunctive norms.

A

(lecture):

See slide 12-15

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8
Q

(lecture):

Describe a study that shows the knock-on effects of norm violations.

A

(lecture):

See slide 16

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9
Q

(lecture):

What is normative feedback?

A

(lecture):

See slide 17-18

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10
Q

(lecture):

See slide 19

A

(lecture):

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11
Q

(lecture):

Read slide 20-28

(make notes if you wish)

A

(lecture):

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