Soc 10-15 Flashcards
Do humans respond automatically to the weapons of influence?
YES
What are the 6 weapons of influence?
- Reciprocation
- Liking
- Authority
- Commitment and consistency
- Scarcity
- Social validation
What did Kuntz & Woolcoot find when they sent out greeting cards to strangers?
117/578 people sent a card back - highlights the power of reciprocity (even if we don’t know the person)
What did the experiment ‘Joe and the coke can’ show about the power of reciprocity and liking?
Participants who did not receive the Coke typically still bought tickets if they liked Joe.
Participants who received the Coke, typically bought tickets regardless of whether or no they liked Joe.
The norm of reciprocity tends to overwhelm other factors such as liking that normally affects our decisions to comply.
Does the gift/favour still work if you didn’t invite it?
YES
How much were charities able to increase their donations by if they simply including personalised addressed labels?
Increase in donations from 13% to 35%
Why do we find ourselves returning uninvited favours?
It makes evolutionary sense to return an uninvited favour because then you are developing a reciprocal relationship.
Can the gift/favour trigger an unfair exchange?
YES
The rule only demands that one favour be exchanged for another, it doesn’t say that the favour has to be equal.
What is the door-in-the-face tactic?
If someone makes a concession, we should make on too.
Requester changes from a large request to a small request. The recipient changes from non-compliant to compliant even if they are not really interested in what is offered.
What is the contrast principle?
Our judgement of a person/object will be influenced by a person/object that we compare it to - judgements are easily swayed.
E.g., male participants rated female students less attractive if they had just watched “Charlie’s Angels”
What are some retail examples of the contrast principle?
Buying clothes: salesperson usually asks you if you want a belt or tie AFTER you have purchased the expensive suit
Buying a car, optional extras are added
How can you fight the reciprocity principle?
Decline the initial favour or gift.
If they make a concession, don’t feel obligated to also make a concession.
How often is a Tupperware Party going on in the world?
Every 2.3 seconds
Why is the Tupperware Party so successful?
Because of the liking principle
4 factors that determine whether or not we like someone
Physical attractiveness
Similarity
Contact and co-operation
Conditioning and association
What is the halo effect? And an example.
When one characteristic of a person sort of dominates how we see this person.
Physical attractiveness is a halo effect - they are typically judged as more intelligent, competent, sociable than less attractive people.
What is the chameleon effect?
When you mirror what the other person is doing.
They claim people like it because it makes the interaction go a lot smoother.
When waitresses mimiced their customers, how much more of a tip did they receive?
68%
How does contact increase liking?
The more we are exposed to a person, the more positively we feel toward him/her
Politician example of contact
There is a strong connection between the amount of media exposure and a candidate’s chance at winning - the public feel familiar with their picture because they’ve seen it everywhere
How does cooperation increase liking?
When someone cooperates with us, it engenders feelings of liking
How does conditioning and association affect liking?
We like (and are more willing to comply with) people who are associated with positive feelings or events
What is the “Luncheon technique”
You show more approval to things being shown to you while you are eating than not.
How can you fight the liking principle?
Be sensitive to the feelings that you have come to like in the potential manipulator more than you should under the circumstances.
Separate the person from the product.
Which is more effective, intrinsic or extrinsic motivation?
Intrinsic motivation is more effective than extrinsic motivation.
What is low-ball tactic?
A two-step compliance technique in which the manipulator secures an agreement with a request (STEP 1) but then increases the size of that request by revealing hidden costs (STEP 2).
What does the Milgram (1963) study demonstrate about the authority principle?
When the experimenter delivered instructions by the phone, only 20% continued to obey.
It significantly reduced the perceived authority.
What is the sleeper effect?
Sleep effect takes place in a situation when effects of a persuasive message are stronger when more time passes.
What is social validation?
We look to others for cues on how to think, feel and behave
What is altruism?
The behaviour of an animal that benefits another at its own expense
How can we fight social validation when we need help?
Counteract ambiguity - make it clear that you need help
Reduce diffusion of responsibility - single people out