SOCIAL INFLUENCE Flashcards
what are the 6 psychological principles that influence behavioural compliance decisions
- reciprocity
- consistency
- social validation
- liking
- authority
- scarcity
the six principles of influence help achieve three human goals, what are they
- affiliation
- accuracy
- consistency
what is social influence
effect of those around us on our thoughts, feelings and behaviours
-extent to which we are obedient, compliant and/or conform
what are the two techniques of reciprocity
- perceptual contrast
-e.g., door in face and good cop/bad cop - providing unsolicited favours
-e.g., reid technique
what are the 9 steps of the reid technique
- confront suspect with guilt, including evidence
- help justify, rationalize or excuse crime
- interrupt denials of guilt
- overcome objections to chargers
- reduce psychological distance between interrogator and suspect
- provide sympathy/understanding
- provide face-saving explanations
- once suspect accepts responsibility, develop this into confession
- get suspect to write out and sign confession
what are the four techniques of commitment/consistency
- bait and switch
- written commitments
- labeling
- low-balling
what is the low-balling technique
obtaining commitment to do something before giving all relevant information
what is the four walls technique
questioning strategy in which person makes statements that are consistent with key idea/occurrence
-e.g., interrogations
what is social proof
we look to others for how to behaviour particularly if there is uncertainty and if the others are similar to us
-also if the behaviour is normative
what are the two consequences of social proof
- pluralistic ignorance: members of group privately reject norm but assume everyone in group supports said norm
- false social proof: when people who are apparently just like us shown supporting something, but they have ulterior motives for doing so
what is liking increased by
attractiveness
similarity/familiarity
compliments and cooperation
how does attractiveness increase liking
ascribe favourable characteristics to people with a dominating positive feature
-Halo effect
what are the techniques of authority
statistics
experts
titles, clothing and trappings
what are two forensic examples of authority
impersonating a police officer and lineup procedures
why does scarcity have social influence
inaccessibility increases value due to a psychological reactance (loss of freedom feels bad)
what are the four techniques of scarcity
- limited numbers
- deadlines
- censorship
- psychological reactance
an example of memory effects caused by reciprocity is __
an example caused by commitment/consistency is __
false confessions
mugshot+lineup identification
an example of memory effects caused by social proof is __
an example caused by liking is __
co-witness discussions
defendant attractiveness
an example of memory effects caused by authority is __
an example causes by scarcity is __
child witness IDs
juror considerations of evidence
what is the psychological reactance theory
*relates to scarcity
whenever freedoms are limited/threatened, need to retain them makes us want them more than we previously did
-react against the interference by wanting and trying to possess item more than before
what is Festinger (1954) social comparison theory
- people have constant drive to evaluate themselves
- if available, people prefer to use objective cues to make evaluations
- if objective evidence is not available, people will rely on social comparison evidence
- when seeking social evidence for self-evaluation, people will look to similar others as basis
what is the list technique
*relates to social validation
asking for request only after target has been shown list of similar others who had already complied were more likely to comply
-longer the list=greater the effect
what is an example of a consistency strategy
foot in door technique: ask for small favour (certain they will agree) followed by larger, related favour
activating motives of self protection causes principle of social validation to __
be more powerful, whereby person is influenced by what many others are doing when person is in state of fear