Psyc 300 Ch7 Group Presentation
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Transcript of Psyc 300 Ch7 Group Presentation
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Ch. 7Social Influence
Group 2: Jessica, Molly, Desiree, Heather, Patrick
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Social Influence
The area of social psychology that studies the ways in which people
influence the thoughts, feelings, and behavior of
other people
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7.1 Persuasion:Of Hard Pushing,Soft Pedaling and You
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Factors of Persuasion
Source Variables
•Credibility
•Likability
•Similarity
Message Variables
• One-sided vs. two-sided
arguments
•Repetition
Recipient Variables
•Intelligence
•Self-Confidence
•Mood
Persuasion
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Elaboration Likelihood Model
Central Route involves careful consideration of the merits of the argument and of the evidence at hand
Peripheral Route involves persuasion by means of associating a persuasive message with cues that are peripheral to or to the side of the content or meaning of message
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Elaboration Likelihood Model
High-Involvement Processing
Cognitive Responses
Belief & Attitude Change
Behavior Change
Low-Involvement Processing
Belief Change
Behavior Change
Attitude Change
Communication
(source, message, channel)
Attention & Comprehension
Central Route
Peripheral Route
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The Persuasive Message
The more often we are exposed to a message the greater the likelihood we will evaluate it more favorably, but only up to a point.
Two-sided arguments
Emotional appeals
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The Persuasive Message
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The Persuasive Communicator
Characteristics:
Credibility
Likeability
Trustworthiness
Attractiveness
Similarity to their audiences
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The Persuaded Audience
People with high self-esteem are more likely to resist social pressure then people with low self-esteem.
People who are anxious when interacting with others may be more easily persuaded than people who are more self-assured.
Study done by Schwartz and Gottman
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Sales Ploys
The Foot-in-the-door Technique
Low-balling
Bait and Switch
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Foot-In-The-Door
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Low-Balling
Extremely attractive terms are offered to induce a person to make a commitment, after which the terms are revised.
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Bait and Switch
The sales tactic of baiting customers with low priced but inferior merchandise and then switching them to a higher priced item of more acceptable quality.
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7.2 Group Influences:Obedience, Conformity and Mob Behavior
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Obedience to Authority
The Milgram Studies:
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Why?
1. Propaganda
Used to dehumanize other groups
2. Socialization
We are socialized to obey authority figures
3. Lack of Social Comparison
Subjects did not have the opportunity to compare their ideas/feelings
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Why?
4. Perception of legitimate authority Reputation of Yale may have been
overpowering
5. Foot-in-the-door Technique The further they went, the harder it was to stop
themselves
6. Inaccessibility of values Powerful emotions disrupt clear thinking
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Why?
7. Buffers
The “learner” was in the other room
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Conformity
Conform:
To change one’s attitudes or behaviors to adhere to social norms.
Social Norms:
Explicit or implicit rules that reflect social expectations and influence the ways people behave in social situations.
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Conformity
Seven Line Judges Can’t Be Wrong, Can They? The Asch Study
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Factors Influencing Conformity
Membership in a collectivist society
Desire to be liked by other members of the group
Low self-esteem
Social shyness
Lack of familiarity of the task
Also: group size and social support
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Getting Mobbed: The Beast with Many Heads
The Lynching of Arthur Stevens
The Human Wave
Deindividuation The process by which group members
discontinue self-evaluation and adopt group norms and attitudes.
Diffusion of Responsibility The dilution or loss of individual responsibility
for behavior when members of a group act in unison.
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7.3Altruism and Helping Behavior:Preventing the Social Fabric from Tearing
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Altruism
Unselfish concern for the welfare of others.
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The Bystander Effect
The tendency for bystanders to fail to act to help a person in need.
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Bystander Intervention
Deciding to help… or not?
1. Recognize a need for help exists
2. Interpret the event as a clear emergency
3. Assume responsibility
4. Choose a way to help
5. Implement plan - Offer assistance
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The Helper: Who Helps?
Other factors affecting helping behavior
Mood
Empathy
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The Victim: Who is Helped?
Those we know
Those similar to us
Women vs. men
More baby-faced features
Race/ethnicity
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Would You Help?
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7.4 Becoming an Assertive Person:Winning Respect, Influencing People
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Self Monitoring
Jot down brief descriptions of encounters that lead to negative feelings
The situation
What you felt and said/did
How others responded to your behavior
How you felt about the behavior afterward
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Assertiveness
Assertive Behavior vs. Submissive or Aggressive Behavior
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Confronting Irrational Beliefs: Do your own beliefs trigger unassertive or aggressive behaviors?
Women and Assertive Behavior: Problems caused by Early Socialization Messages
Assertiveness
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Successfully Shy
Bernardo Carducci:
1. Minimizing self-consciousness
2. Relieving social pressure
3. Having something to say
4. Expanding your social network
5. Everybody benefits
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Changing Irrational Beliefs
Modeling
Creating the new – Well, almost new –You
Behavioral Rehearsal:
Practice makes much better
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Review
Social Influences:
Persuasion
Group Influences
Altruism and Helping Behaviors
Becoming and Assertive Person
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