Week 3: Group Decision Making & Influence Tactics

Question 1

Types of Group Decision-Making

Answer 1

Shared: known by everyone in the group
Repeated: known by two or more individuals in the group
Unique: known by one individual in the group

First key challenge of group decision-making:
Bringing to the surface unique and repeated information to make it shared

Question 2

Composition Problem

Answer 2

Is the information we need available to the group? (Similar-to-me selection effects)
Recommendation: Select members with highly diverse work backgrounds.

Question 3

Participation Problem

Answer 3

Are people motivated to participate? (Social loafing effects)
Recommendation: Use subgroups or decrease group size.

Question 4

Conformity Problem

Answer 4

Are people feeling pressure to conform to (perceived) group goals?
Recommendation: Assign a devil’s advocate.

Question 5

Define Influence Tactics

Answer 5

Tactical approaches designed to lead others to behave in a way aligned with one’s goals
Operate largely via automatic (System 1) processing

Question 6

Influence Tactic: Authority

Answer 6

We go to almost any lengths to heed the commands of experts and authorities
Titles
Uniforms
Business clothes

Question 7

Influence Tactic: Reciprocity

Answer 7

We feel obligated to repay others for gifts, favors, etc.
“Rejection-then-retreat” method of sales
Concession appears to be a favor

Question 8

Influence Tactic: Consistency

Answer 8

We seek to be as consistent as possible with the actions we have already taken
Key to invoking consistency is commitment
“Foot-in-the-door” method of sales

Ex: Laptop at the coffeeshop. Asking someone to watch over your items while you are out of sight. *publicly committed; signing a petition.

Question 9

Influence Tactic: Liking

Answer 9

We say yes to people that we like
Why do we like certain people?
Similarity
Praise and flattery
Advice seeking

Question 10

Influence Tactic: Social Proof

Answer 10

We look to the behavior of others to determine what is the appropriate way to behave
Uncertainty increases social proof effect
At the concert
In the elevator

Ex: Erik Dane brother got away on the subway train - no one apprehended him (Social Proof was higher than authority effect).

Question 11

Influence Tactic: Scarcity

Answer 11

Perceived value goes up as availability goes down
Limited time frame
Exclusivity
Allure of certain clubs, organizations, universities
Bans
Free hugs