Social Influence Flashcards
Captology and Persuasive Tools
Software programs and smart products that encourage or change behaviour in the fields of health, safety, environment, and personal management.
See mindmap for example
Persuasion
Form of social influence that attempts to shape, reinforce, or change behaviour, feelings, or thoughts about an issue, object, or action.
7 types of persuasive technologt tools
- Reduction: persuasion through simplifying
- Tunneling: guided persuasion
- Tailoring: through customization
- Suggestion: intervening at the right time
- Self-monitoring: taking the tedium out of tracking
- Surveillance: persuasion through observation
- Conditioning: reinforcing target behaviour
Theories of persuasion
- Elaboration Likelihood Model: logical sounds arguments
- Yale Model: characteristics of the source or sender, the message itself, and the audience
- Classical Rhetoric: language that appeals to our reason, emotions, or morality.
- Altercasting: forcing someone into a social role
- Social judgement: influencer’s characteristics
- Narrative paradigm: narration or storytelling using good reasons
Personalized Susceptibility to Persuasion
Processes of social influence
- Compliance: external or obvious change in behaviour (but not one’s actual attitude) in response to a direct request or when under the influence of a group
- Obedience: compliance with the wishes of authority figure
- Conformity: a change in attitude or behaviour as a result of pressure either from friends (peer pressure) or from belonging to a group (group norms)
Compliance principles
- Reciprocity: feeling obligated to repay a favor
- Liking: more willing to comply with request of someone we like
- Scarcity: perceiving limited availibility
- Social proof: perceiving behaviour as correct in a given situation because we observe others do it
- Commitment and consistency: preference to appear consistent: when we say A, we do A.
- Authority: accept recommendation from someone with moral or legal right
Techniques of compliance
- Foor in the door: starting with an extremely small request, almost certain to be agreed to, followed by a larger request.
- Door in the face: starting with an extremely large request almost certain to be declined, followed by a more modest request.
Obedience results (Milgram’s shock experiment)
Original study had obedience 65%.
Clothing, location, responsibility, consequence, social support, absent authority
Conformity (Asch)
Impacted by strength, immediacy, group size
Informative Influence
Accepting information from another because it appeals to our reason, and we agree with what the other says
Normative Influence
Accepting information because we want to fit in and be accepted or seek approval by the source of information
Social Influence
How we are affected by the real or imagined and even virtual presence of others.
1. Playing with (artificial) others in games
2. Number of likes on social media
3. Presence of lurkers in chat rooms
4. Recommendations, reviews, and/or ratings in online retail
Explicit profiling
The process of collecting self-reported or
explicitly provided information from users. This information includes user
preferences, beliefs, and demographic data.
Advantages: Explicit profiling provides direct insights into users’ self-
perceptions and preferences. It can be useful when users are willing to
share accurate information.
Disadvantages: Self-presentation bias, user effort, limited insight
Implicit profiling
Collecting data about users without requiring
their direct input. This data is often gathered through user behavior,
interactions, and digital footprints.
Advantages: Implicit profiling can capture users’ actual behaviors, which
may be more reliable than self-reported information. It can be less
obtrusive and reduce user effort compared to explicit profiling.
Disadvantages: Privacy and consent, inference challenges, algorithmic bias,
lack of transparency.
