social Flashcards
Hare Kris Society
reciprocity
door in the face
large request, then small request, reciprocity
nudges
no restriction, school canteen, enhance compliance
jonestown
cult, social proof and uncertainty, enhancing compliance, people’s temple
petrified forest national park
social proof uncertainty, enhacing compliance
scarcity
ehance compliance, special offer
elaboration likelihood model
central route, peripheral route
foot in the door
consistency, enhancing compliance, small request, then large reuqest
low ball techique
hidden cost after agreement, consistency, enhance compliance
cognitive consistency
try to maintain internal consistency
balance theory, who and what
Heider, we like people who think like is, odd number of positive relationships
Newcomb studies
male student in student housing, balance theory
Anson and Cope
Harsh experiment, ppl like nasty surperior, both hate their enemy
Implicit Association test, what
prove prejudical reaction might be automatic
LaPiere studies
Chinese couple
Wicker & Mischel
found: weak connection between attitude and behavior
how? improve a/b relationship
- less social influence
- be specific
increase a/ strength
Leon Festinger
cognitive dissonance theory
Cognitive dissonance theory
rationalism, discomfort of inconsistancy action, cognitive consistency based
Leon Festinger & Carlsmith
insufficient justication & dissonance
participant lie about it being fun for $1 instead of $20
Ben Franklin
borrow his enemies books, lower dissonace
ppl will like the ppl who ask for a favour
insufficant justification
Jecker & Landy
participant who donate money like the experi more
Aronson & Mills
female doing none/mild/secere sexual stuff
the harder it is, the more they found it interesting
Zimardo
grasshopper, mean and nice police, eat more for mean police
Painting studies (insufficent justification)
Amnesics & dissonance
love the one we picked more
hate the others we didn’t pick more
cognitive dissonance require conscious awareness?
no
Egan studies
Capchin Monkeys and M&M’s, dislike the blue colour even more (didn;t pick initially)
Hovland (Yale)
Message learning persuadtion
Message learning persuation
ACA
new incentives > old incentives
Consideration
agreeing to request without a thought
eg. photocopy queue
Sherif
Norm formation
Autokinetic illusion (spot light moved) (3 people)
Autokinetic illusion
3 ppl estimate how much spot light moved
beginning: alone
then: group
Sherif
Asch’s conformity studies
one participant , all are confederates
no punish/reward
factors that change the Asch studies
- Group size
2.one dissenter
3.ppl experienced in non-conformity
4.anonymity (doing experi alone)
Milgram
Milgram’s obedience studies
Milgram obedience studies
variation
what
cruel
first study
teacher and student
variation:
v1. victim’s distance
2.closeness and legitimacy
3.Institutional authority
4. someone else shock the student
Burger
Burger obedience studies
Burger obedience studies
what
differences
same as Milgram’s studies
differences:
1.stop at 150 volts
2. give rewards nonetheless
subject tried to disobey, but ineffective
The empathy test
The empathy test
in Burger’s studies
Tried to disobey but ineffective
confusion & uncertainty increase conformity
release from responsibility
incremental involvement( foot in the door) increase volt step by step
attractiveness of talker
high and low credibility of talker (fast or slow talker)
source variable
repetition
fear (U-shape)
mere exposure
message variables
self esteem of people
mood
Audience variables
mere exposure
higher familiarity, like more, more persuaded
but burnout: repeat but add variation in ads (e,g stories)
Zajonc
Mere exposure
