Chapter 8- social influence and persuasion

normative influence

going along with the crowd in order to be liked and accepted (others may be wrong but u want to avoid rejection)

informational influence

going along with the crowd because u think the crowd knows more than u do

-likely in situations where people don’t know how to behave and criss situations where people don’t have time to think for themselves

Private acceptance

genuine, inner belief that others are right (produced by informational influence)

public compliance

outwardly going along with the crowd nut maintaining a private, inner belief that the group is probably wrong(produced by normative influence)

Foot in the door technique

one starts with a small request in order to gain eventual compliance with/ a larger request

low-ball technique

first get an agreement to a specific arrangement, then reveal full terms of agreement

ex. ask roommate to wash dishes and then going to get all your dishes, pots, etc.

Bait and Switch

spur the target to take a course of action , describe the course as unwise, suggest an alternative. asking friend to watch a movie, they agree and get dressed and ready, then say ur wifi is out and we should go out instead.

Labeling

assign the target a trait label , seek compliance with a label-consistent request

Door in the face

present target with a large request then back down to a smaller request. important to make them believe u rly want the larger request so when u back down it makes them feel like they owe u

unfair exchange

do somebody a favor then ask for a bigger favor in return

similarity/familiarity

-we like those similar/familiar to us

-establish similarity/familiarity, then make a request

evaluation apprehension

concern about how others access one’s performance

social inhibition

perform worse in the presence of others

social facilitation

increased performance when others are present

what determines which happens?

arousing, distracting which facilitates automatic habitual behavior

social loafing

when individual effort in groups is reduced