Social Psychology

Implicit bias

________: consciously formed opinions and beliefs vs. unconsciously formed opinions and beliefs Robert Cialdini: 6 principles of persuasion o Reciprocity- people feel indebted to those who do something for them o Social proof- when people are uncertain about a course of action, they look to others as guides (ex: hotel guest towel experiment) o Commitment and consistency- harder to back out as commitment increase (ex: car salesman) o Liking (attraction, similarity)- changing appearance or behavior to increase likeability (ex: politicians and Texas- ness) o Authority- manipulated within a number of different contexts o Scarcity- sale is only going to last a short period of time or there are only a few items left Compliance techniques: o → Foot in the door- make a small request, then larger request commitment and consistency o → Door in the face- initial large request, then small request reciprocity o → Thats not all- something extra is thrown into the deal before the decision is made reciprocity o → Low ball- saying something is gone, but you can get a better deal with more x commitment, scarcity, social proof Conformity: o → Muzafer Sherif- autokinetic effect providing baseline and then seeing if people followed (light in a dark room experiment; sort of ambiguous) o Solomon Asch- conformity paradigm (naïve subject arrive at an experiment where 7 people were already seated; would provide correct answer even if others chose the wrong answer; however, participants would start to go along with the group) Conditions that strengthen conformity: o Unfamiliar with tasks or materials o Made to feel incompetent or insecure o Group has at least 3 people, group is unanimous o No prior commitment to a response o Group can observe the behavior o Culture encourages conformity Reasons for conformity: o Normative social influence- we conform to avoid reject or to gain social approval o Informational social influence- group provides information* Obedience* Social facilitation.

attitude

mental representation and evaluation of an aspect of the social world

formation

operant conditioning, classical conditioning, modeling

cognitive dissonance

occurs when have competing attitudes or attitudes not consistent with behavior; Attitude A does not equal Behavior B or Attitude B

explicit bias vs implicit bias

consciously formed opinions and beliefs vs unconsciously ""

reciprocity

people feel indebted to those who do something for them

social proof

when people are uncertain about a course of action, they look to others as guides

commitment and consistency

harder to back out as commitment increase

liking

changing appearance or behavior to increase likeability

authority

manipulated within a number of contexts

scarcity

sale is only going to last a short period of time or there are only a few items left

foot in the door

make a small request, then larger request (commitment and consistency)

door in the face

initial large request, then small request (reciprocity)

that's not all

something extra is thrown into the deal before decision is made (reciprocity)

low ball

saying something is gone, but you can get a better deal with more x (commitment, scarcity, social proof)

Muzafer Sherif

autokinetic effect

Solomon Asch

conformity paradigm

normative social influence

conform to avoid rejection or to gain social approval

informational social influence

group provides information