Social Influence Jan 2016 pub
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This document discusses social influence and persuasion. It defines conformity, compliance and obedience. It outlines factors that affect conformity, including cohesiveness, group size, social norms, and situational norms. It also defines compliance and discusses six principles of influence: reciprocation, commitment, social proof, liking, authority, and scarcity. The document concludes by asking the reader to discuss examples of these principles at work and how they could use new "jujitsu skills".
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Social psychology studies how individual behavior, thoughts, and feelings are influenced by others, focusing on social environments and interpretations. Key concepts include social influenceshaping attitudes and behaviors in group settingsconformity, compliance, and group dynamics such as groupthink. Research highlights factors affecting these behaviors, including authority, social norms, and methods for gaining compliance.Chapter 8 Social Influence
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Social influence can be described as an effort to change another person's behavior or attitudes. It can come from real or imagined social pressure. Six main principles of social influence are scarcity, liking, commitment/consistency, reciprocity, social validation, and authority. Social impact theory focuses on the strength of social influences, which can be positive or negative. Conformity is when people go along with the group to be accepted. Normative influence is conforming to be liked, while informational influence is conforming because others seem more informed. Minority influence can impact the majority through consistency of views over time. Compliance involves changing behaviors through requests, while obedience involves following commands from those in positions of authority.Social Influence
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Social influence involves efforts to change others' attitudes, behaviors, or perceptions. There are several types of social influence, including conformity, compliance, and obedience. Research shows that people often conform to group norms and comply with direct requests due to normative and informational social influence. However, minorities can sometimes influence majorities by persisting in their views and generating strong arguments. Compliance can be gained through tactics that increase liking, commitment, perceived scarcity or reciprocity. While people generally obey authority, resistance is possible by emphasizing personal responsibility.socio-cultural_psych_2020.pptx
socio-cultural_psych_2020.pptxMichaelAngeloMendez4
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This document provides an overview of key concepts in social psychology. It discusses how social psychology studies human behavior and interactions. Some of the main topics covered include social thinking, attribution theory, attitudes, prejudice, conformity, obedience, and group influence. Experiments by Asch, Milgram, and others are summarized that demonstrate how social pressures can influence individual behavior and decision-making.Chapter18
Chapter18jenniferdavis22
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This document provides an overview of key topics in social psychology, including social thinking, attribution of behavior, attitudes and their relationship to actions, social influence through conformity and obedience, group influence, social relations like prejudice and aggression, and how psychology studies these concepts scientifically. It discusses pioneers in the field like Fritz Heider, Philip Zimbardo, and Stanley Milgram and their influential studies on attribution, roles and attitudes, and obedience. The summary focuses on how social psychology examines how people think about, influence, and relate to one another both at the individual and group levels.Social Psychology 9th Edition Kassin Solutions Manual
Social Psychology 9th Edition Kassin Solutions Manualdyniaeloffxq
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Social Psychology 9th Edition Kassin Solutions Manual
Social Psychology 9th Edition Kassin Solutions Manual
Social Psychology 9th Edition Kassin Solutions ManualSocial Psychology 9th Edition Kassin Solutions Manual
Social Psychology 9th Edition Kassin Solutions Manualdyniaeloffxq
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Social Psychology 9th Edition Kassin Solutions Manual
Social Psychology 9th Edition Kassin Solutions Manual
Social Psychology 9th Edition Kassin Solutions ManualSocial Psychology 9th Edition Kassin Solutions Manual
Social Psychology 9th Edition Kassin Solutions Manualraynaekiss1h
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Social Psychology 9th Edition Kassin Solutions Manual
Social Psychology 9th Edition Kassin Solutions Manual
Social Psychology 9th Edition Kassin Solutions ManualQuarter 2_Personal Developmetn_SOCIAL INFLUENCE.pptx
Quarter 2_Personal Developmetn_SOCIAL INFLUENCE.pptxFelynDelaCruzDalino
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This document discusses social influence and how it shapes behavior. Social influence is defined as a change in behavior caused by interacting with other people. It can take the form of conformity, compliance, or obedience. Conformity is changing behavior to match the group. Compliance occurs when someone agrees to a request to receive a reward or avoid punishment. Obedience is following the demands of an authority figure. The document uses examples to illustrate these concepts and emphasizes that social influence plays an important role in personal development and social roles.Ad
Social Influence Jan 2016 pub
- 3. Regents Professor Emeritus of Psychology and Marketing at Arizona State University. He is best known for his book on persuasion and marketing, Influence: The Psychology of Persuasion. Influence has sold over 2 million copies and has been translated into twenty-six languages. ROBERT B. CIALDINI, PH. D.
- 5. It takes tremendous discipline to control the influence, the power you have over other people's lives. Clint Eastwood
- 6. Social Influence Efforts by one or more individuals to change attitudes, beliefs, perceptions, or behaviors of one or more others.
- 7. To conform is to adjust your actions to a norm. CONFORMITY To comply is to come to an agreement about a course of action. COMPLIANCE To obey is to do as an authority figure commands regardless of personal preference. OBEDIENCE
- 8. Factors Affecting Conformity Cohesiveness Group Size Social Norm Situational Norm
- 9. Factors Affecting Conformity Cohesiveness The extent to which we are attracted to a social group and want to belong to it.
- 10. Factors Affecting Conformity Group Size The larger the group (8 or more), the greater the number of people who behave in some specific way, the greater our tendency to conform.
- 11. Factors Affecting Conformity Social Norms oDescriptive Norms What most people do in a given situation. oInjunctive Norms What is ought to be done, what is approved or disapproved behavior in given situation.
- 12. Factors Affecting Conformity Situational Norms Norms that guide behavior in a certain situation or environment.
- 13. COMPLIANCE Change in behavior, generally produced by a request. Direct efforts to get others to change their behavior in specific ways.
- 15. The Old Give andTake andTake.
- 16. Hobgoblins of the 珂庄稼糸.
- 17. Truths are Us.
- 20. The Rule of the Few.
- 21. All Done Now, lets discuss examples where you have seen these principles at work. And, how might you use your new jujitsu skills?
Editor's Notes
- #2: Study in grad school Changed my life Why this topic for them: Releveant to past topics weve explored Can be applied to mktg To internal influence
- #3: Main principles we will discuss today are from this book.by Robert Cialdini
- #4: Story goeshe held various sales jobs in pursuit of being the best sale sperson, and along the way discovered many persuasion principles
- #5: Like jujitsu, you could really hurt anyone who is untrained. We must apply ethics when we use these principles. Ive applied them in many situations. They work
- #6: Even Clint Eastwood has advice on using good ethics and logic for influence
- #7: First, lets define what this is
- #8: Basic levels of social influence: Conformity (i.e. Social norms) Changing beliefs and attitudesreal or perceived group pressure, not conscience (Solomon Asch lines, 75% conforming at least once) Compliance Behavior, Getting people to complete a task Obedience following orders without question, come from authority. (Milgram and Zimbardo)
- #15: Weapons of Influence
- #16: Card from professor Xmas card from unknown, to strangers One of the strongest Human reciprocity system because ancestors learned to share food and skills could give with confidence that there would be return Study with coca cola didnt matter how much they liked him, if bought a coke then equally as likely to buy as many tickets free samples
- #17: Canadian psychologists, horse track we convince ourselves that were right Once we take a stance, we encounter personal and interpersonal pressure to be consistent Can really affect self image i.e. sign petition Small commitments, leading to big commitment (maybe this is how content marketing works)
- #18: Canned laughter We see behavior as correct (and less risky) to the degree that we see others performing it - This may be more true today than ever before because of automatic thinking, driven by busy and info overload Most widely used Xwe trust and we buy
- #19: Another container party! Reciprocity (games, gifts, wine) Commitment (describe benefits in public Social proof (others buy, I must buy) MCI Calling circle
- #20: Stanley Milgram experiment Larry King shifted voice for presidents, not for lower status guests (i.e. actors) Title, clothes, etc.
- #21: Just three flights left at this price! This tactic is frequently used. Only a few seats left! 3-day sale! Opportunity seems more valuable when less available. Difficult to obtain = more valuable Limited numbers Time limits Loss framing Black Friday