heuristics and compliance

why do we use heuristics?

we must make efficient decisions in an uncertain world

system I is fast and focused so we must preserve System I worldviews

but this may cause incorrect inferences and suboptimal decisions

what is the availability heuristic?

estimating the likelihood of events based on ease by which information from existing world views comes to mind

Schwarz et al (1991)

asked subjects for 6 (easy) or 12 (hard) examples of assertive or un-assertive behaviour, then asked afterwards how assertive are you (1-9)?

those asked 6 examples rated themselves more assertive than those asked 12 examples as this was an easier task

what is the representativeness heuristic?

interpreting events based onpreformed categories/expectations

What is the conjunction fallacy?

when people think that two events are more likely to occur together than either individual event

e.g. Linda often marches for civil rights, has glasses, has strongopinions. (Tversky & Kahneman, 1983)Bank teller? (~20%)Or Bank teller AND feminist? (~80%)

what is base-rate neglect?

The tendency to ignore information about general principles in favor of very specific but vivid information.

overestimating the predictive value of this stereotype

e.g. people estimate a 70% likelihood that Jim is an engineer - just as high for company B

what is the Hypothesis Testing Approach?

check for diagnostic attributes that confirm and disconfirm this possibility -> System II thinking

what is the verificationist approach?

check for diagnostic attributes that confirm this question -> confirmation bias

conversationally normal

stereotype is activated by the framing of the question

ignore information that falsifies this conclusion

illusory patterns

many phenomena are random

the representativeness heuristic biases us to see an expected pattern where there is none

foot-in-the-door phenomenon

the tendency for people who have first agreed to a small request to comply later with a larger request - without changing attitude

don't need to necessarily change someone's world view, just need them to comply

Freedman & Fraser (1966) foot-in-the-door

Dependent Measure: Women were asked to put anugly "Drive Carefully" sign in their front gardens.• Experimental Manipulation: Some women firstagreed to sign a petition for safe driving, whereasothers had not been asked.• 17% complied in absence of previous request• 55% complied when agreed to initial request

door-in-the-face phenomenon

A persuasion method in which the individual begins by making a large request that most likely will be turned down. After this large initial request is denied, the person makes a more reasonable request that is now more likely to be granted.

Cialdini et al. (1975) door-in-the-face

- Dependent Measure: Students were asked to chaperon a group of juvenile delinquents to the zoo.

- Experimental Manipulation: Some students first refused to spend two hours a week counselling juvenile delinquents, whereas others had not been asked.

- 17% agree in absence of initial request• 50% agree if refused initial request