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foot-in-the-door
agree to small request → more likely to agree to larger request
door-in-the-face
refuse large request → more likely to agree to smaller request
low ball technique
small price offered → small “unexpected” add-on → agrees to higher price
AND
small price offered → accepted → commitment to purchase → agrees to higher price
attitude change depends on
amount of thought applied
interest in message
central route
means to persuade → facts and figures
attitude change → slow and steady
duration → long-lasting and resistant to change
peripheral route
means to persuade → emotion
attitude change → quick and easy
duration → temporary and not durable
Schachter’s 2 Factor Theory of Emotion
physiological arousal → cognitive appraisal → labeling of emotion
Festinger + Carlsmith (1959) Study
boring task → “tell them it was fun”
groups:
promised $1 → fun! (high dissonance change of opinion)
promised $20 → not fun! (low dissonance easy to rationalize)
cognitive dissonance
belief → dissonance (discomfort/tension) → strategy to lessen dissonance → changing your belief is the easiest
↕
conflicting behavior/surroundings → dissonance (discomfort/tension) → strategy to lessen dissonance → rationalize away dissonance (not easy to do)
Asch Study
had one participant in a room full of research confederates (researches who pose as participants) all agree on the wrong answer which made the participant second guess his choice → conformity was very strong
conformity
the tendency of people to go along with the views or actions of others
in the asch study, the conformity was very strong
informational social influence
acceptance of facts by others
normative social influence
→ acceptance by others
→ fit in with the group
→ not be criticized or ostracized by others
Stanley Milgram Study
see how far a participant is willing to go when they know they’re hurting the person on the other side with the shocks
Zimbardo Prison Experiment
zimbardo made a fake prision where participants had roles as either guards or prisoners in order to see prison had an effect on mental health
experiment went south, many prisoners had mental breakdowns, guards were abusing them, zimbardo took his role as warden took seriously. in the end the experiment ended after 6 days when zimbardo’s girlfriend asked what the heck was going on.
power of the situation
role ———→ reality
deindividuation
to become less of an individual
lessened sense of self that happens often
google says: a state where a person feels anonymous and doesn’t think they’ll face consequences for their actions
how deindividuation can happen
→ a person assumes role (uniform)
→ a person shields identity
→ a person is part of a group
the effects of deindividuation
→ DECREASED responsibility
→ DECREASED sense of identity
→ chance of deviant behavior
deindividuation in milgram’s study
not seeing learner
not knowing learner
→ higher obedience rates
deindividuation in zimbardo’s study
wearing sunglasses & uniform
wearing prison smock & chain
prisoners having ID number
deindividuation in diener & colleagues study
candy stealing
→ higher when in groups and when not giving name
reciprocity norms
person A does a favor for person B
person B feels pressure to return the favor to person A
Kunz & Woolcott (1976)
holiday cards were given to 578 strangers and 117 cards were sent back
attribution
what caused something to happen?
they can be unfair or fair
MATTER OF PERCEPTION
dispositional attribution
refers to characteristics about you, whether good or bad
→ internal
→ traits
→ ability
→ genetics
→ within one’s control
situational attribution
→ external
→ luck
→ outside forces
→uncontrollable forces
→ not one’s doing
fundamental attribution error
when an observer overestimates disposition and underestimates situation
Jones and Harris (1967)
people were given a pro-castro essay and they were told the essay was the author’s real opinion and when they were asked what they think the author really feels about Castro, their votes were high. then they were told that the author was forced to write the essay and again they were asked what they think the author really feels about Castro, their votes were still high.
people were given a anti-castro essay and they were told the essay was the author’s real opinion and when they were asked what they think the author really feels about Castro, their votes were low. then they were told that the author was forced to write the essay and again they were asked what they think the author really feels about Castro, their votes were still low.
just world hypothesis
people get what they deserve (“karma”)
“what i think it should be…”
“how i view the world…”
“how the world ought to be…”
good people
→ popularity
→ winning a championship
→ winning lottery
→ promotion
→ good health
bad people
→ victim of crime
→ getting laid off
→ poor health
→ bankruptcy
→ no friends
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Flashcard (41)