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20 Cards in this Set
- Front
- Back
Factors the influence willingness to comply
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Status of the requestor
Number of requestors Proximity of Requestor Being Alone |
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Cialdini (methods for obtaining compliance)
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studied compliance technique especially with salesman
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Four walls Technique
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find a way to put a person in a situation in which they must buy product or they are put in cognitive dissonance
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Low-Ball Technique
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you get someone to agree to make a purchase at a certain price and they become more sure of the decision to decrease cognitive dissonance and then you raise the price taking advantage of this cognitive dissonce
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Foot-in-the-door-technique
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making small request and seek compliance and then make a large request and they are more likely to grant the second request if you didn't ask for the first
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Reciprocity Norm
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takes advantage of the idea that if someone does something for you then you should do something for them
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Door- in- the face technique
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you ask for something large first and then follow it up with something small
those who asked for something large are more likely to grant something small |
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4 Methods of Obtaining compliance
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Four Walls Technique
Low ball Technique Reciprocity Norm Door in the Face Technique |
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Milgram Study
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studied the holocaust and felt there was something about German culture that made thee them more likely to comply but concluded that this was just part of human nature
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Why did Participants comply in the Milgram study?
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Pre-existing beliefs regarding authority and value of science.
Experimenter self's assurance and acceptance of responsibility Experimenter is near, confederate in the other room Sequential Nature of task (food-in-the door-technique) |
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Social Faciliation
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performance improves when people are watching
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Social Interference
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performace worsens when people are watching
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Dual task performance
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doing two things at once
when 1st start learning the task, you start one simple task and you see learning curve. then they start on the second task and the same learning curve appears . they have both at once , at first not good and then become good with practice |
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Unresponsive Bystander Phenomenon
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caused by
social referencing evaluation anxiety- social interference diffusion of responsibility |
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Deindividuation ( crowd mentality)
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reduced accountability causes disinhibition
shifted attention (from self to group) uniforms and mask heighten the effect |
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Asch Conformity Experiment
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Lines of different lengths
Confederates(6-8) Critical Trials ( 12) Participants conformed 37% of the time 75% of the participants conformed at least once |
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What was crucial in Asch Experiment?
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Unity was crucial, if one person gave the right answer as well then the participants would be more likely to give the right answer.
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Informational Influence
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they must know more so I'll go with there answer
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Normative Influence
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conforming because you don't want to be alone ( the most prevalent)
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Risky Shift
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indivduals more likely to make risky decision in group
groups are more likely to make risky decisions than individuals |