Interpersonal Dynamics Foot-in-the-Door Door-in-the-Face Low-Ball Ingratiation Social Facilitation Social Inhibition Social Loafing Deindividuation Group Polarization Groupthink

Acting Scenarios Today we will be examining how group interactions can modify the decision-making and behaviors of individuals To help accomplish this, you and your group will be assigned a concept to act out. Your skit will take place after the terms are explained in class. You will receive a slip of paper describing your concept and some examples. If possible, try to create your own unique scenario, but if not, you can use one of the given examples as a last resort.

“Methods of Compliance” Forms of social influence that involve requesting an individual to do what you want them to Foot-in-the-Door Door-in-the-Face Low-Ball Ingratiation

Foot-in-the-Door Assumes agreeing to a small request increases the likelihood of agreeing to a second, larger request First: ask them a small request you know they will say yes to this establishes a positive bond between the requester and requestee Second: ask them a larger request (the real request) idea is the individual won’t want to say no after saying yes earlier Will you please donate $1 to our charity? -followed by- Would you consider donating $10 instead?

Door-in-the-Face Assumes turning down a large request increases the likelihood of agreeing to a second, more reasonable request First: ask them a large request you know they will say no to this hypothetically makes them feel bad for turning you down Second: ask them a smaller request (the real request) idea is they want to make up for saying no earlier Can we please see Taylor Swift backstage? -followed by- Can you at least get an autograph for us?

Low-Ball Make an agreement on a deal and then change the terms of the agreement to be more beneficial to you First: make deal and obtain confirmation (handshake, etc.) this creates expectation and excitement in their mind Second: modify the deal to make it more profitable for you idea is they are already invested and don’t want to lose out on the deal So we have a deal on this used car then? -followed by- There are also licensing fees, title fees, etc.

Ingratiation Become more likable to the target so they will be more likely to comply with your request. Forms of Ingratiation Flattery: compliment them “You are strong! Will you train me?” Opinion Conformity: agree with their attitudes and beliefs “I’m also a Republican. Will you help me pass out these political flyers?” Self-presentation: appear in a manner they would approve of i.e., dressing up for a job interview “That dress looks amazing on you!” “I agree that pink is your best color.” I’m glad that my professional attire made you pick me as your tailor.

Individual behavior modified by a group presence “Group Influences” Individual behavior modified by a group presence Social Facilitation Social Inhibition Social Loafing Deindividuation Group Polarization Groupthink

Social Facilitation The tendency for people to do better on a task when in the presence of other people Typically applies to simple or well-learned tasks “DO GOOD, DO BETTER” Expert pool players who made 71% of their shots when alone made 80% of their shots when watched by a group of people Have you ever noticed you tend to accelerate a little faster at a stop light when another car pulls up next to you?

Social Inhibition The tendency for people to do worse on a task when in the presence of other people Typically applies to new or poorly-learned tasks “DO BAD, DO WORSE” Poor pool players who made 36% of their shots when alone made only 25% when watched Possible explanation is that the individual is worrying about how they are perceived by the group Normally Sage can bench press 295 pounds no problem, but when a group of girls starts watching him he can’t push a single rep.

Social Loafing People exert less effort to achieve a goal when they work in a group than when they work alone During a group tug-of-war, the force pulled by the team is only half of what each individual’s pull added together would be! Have you ever worked on a group project and had to do more than your fair share because of a social loafer? Or… have you been the social loafer? Have you ever “taken it easy” on a project in STEM because you assume your partners will pick up your slack?

Deindividuation the loss of self-awareness and self-restraint in group situations; aka the “mob mentality” The idea is that people feel anonymous and excited in large groups and therefore feel less responsible for their actions Cited as the main cause of anti-normative behavior on online message forums and video games Have you made cruel remarks on Yik Yak because you felt anonymous? By day, Mr. Democrato is a loving husband and father, but during the evening riots over Trump’s election he has been recorded destroying property and committing acts of vandalism.

Group Polarization The tendency for individual attitudes to strengthen/intensify through group discussion This tends to lead to groups making decisions that are more extreme than the individual beliefs of any of its members A group of students involved in a personal and meaningful Bible Study will feel more committed to their faith at the end of the session than they did at the beginning.

Groupthink The desire for harmony or conformity in the group results in an irrational or dysfunctional decision-making outcome Typically results in suppression of dissenting or alternate viewpoints Groupthink is often blamed as the reason for the catastrophic Bay of Pigs invasion as members of President John F. Kennedy’s advisory team didn’t want to suggest the mission might fail and therefore no critical conversation regarding the plan took place. Joe: You guys wanna go to Puke-a-lots for sushi? Shmo: (thinking definitely not, but says…) Sure, we all do!

10 Group Sample Problems Foot-in-the-Door -or- Door-in-the-Face On a piece of paper, determine which of the “Compliance Techniques” the example given best fits – foot-in-the-door, door-in-the-face, low-ball, or ingratiation. Foot-in-the-Door -or- Door-in-the-Face Low-Ball Ingratiation You agree to a scholarship, but after signing are told you have to maintain a 3.5 GPA to keep it.

10 Group Sample Problems Foot-in-the-Door -or- Door-in-the-Face In each case, determine which of the compliance techniques the example given best fits – foot-in-the-door, door-in-the-face, low-ball, or ingratiation. Foot-in-the-Door -or- Door-in-the-Face Low-Ball Ingratiation “Will you help me paint this room?” “Sure.” “Will you help me paint the entire house?”

10 Group Sample Problems Foot-in-the-Door -or- Door-in-the-Face In each case, determine which of the compliance techniques the example given best fits – foot-in-the-door, door-in-the-face, low-ball, or ingratiation. Foot-in-the-Door -or- Door-in-the-Face Low-Ball Ingratiation “Will you give me your hunting canoe?” “No...” “Will you at least show me how to hunt?”

“You are the most beautiful girl I’ve ever seen.” 10 Group Sample Problems In each case, determine which of the compliance techniques the example given best fits – foot-in-the-door, door-in-the-face, low-ball, or ingratiation. Foot-in-the-Door -or- Door-in-the-Face Low-Ball Ingratiation “You are the most beautiful girl I’ve ever seen.”

“Boss Man irritates me.” “I can’t stand Boss Man.” “I hate Boss Man.” 10 Group Sample Problems In each case, determine which group influence is being shown by the given example – social facilitation, social inhibition, social loafing, deindividuation, group polarization, or groupthink. Social Facilitation -or- Social Inhibition -or- Social Loafing -or- Deindividuation -or- Group Polarization -or- Groupthink “Boss Man irritates me.” “I can’t stand Boss Man.” “I hate Boss Man.”

10 Group Sample Problems In each case, determine which group influence is being shown by the given example – social facilitation, social inhibition, social loafing, deindividuation, group polarization, or groupthink. Social Facilitation -or- Social Inhibition -or- Social Loafing -or- Deindividuation -or- Group Polarization -or- Groupthink While playing on Xbox Live, “Mindless Marvin” repeatedly swears and makes fun of other kids via trash talking.

10 Group Sample Problems In each case, determine which group influence is being shown by the given example – social facilitation, social inhibition, social loafing, deindividuation, group polarization, or groupthink. Social Facilitation -or- Social Inhibition -or- Social Loafing -or- Deindividuation -or- Group Polarization -or- Groupthink A girl who performs her speech just fine during practice stutters and stammers in front of a crowd.

10 Group Sample Problems In each case, determine which group influence is being shown by the given example – social facilitation, social inhibition, social loafing, deindividuation, group polarization, or groupthink. Social Facilitation -or- Social Inhibition -or- Social Loafing -or- Deindividuation -or- Group Polarization -or- Groupthink Netflix Ned fails to show for his group project session because he assumes his friends will do all the work.

10 Group Sample Problems In each case, determine which group influence is being shown by the given example – social facilitation, social inhibition, social loafing, deindividuation, group polarization, or groupthink. Social Facilitation -or- Social Inhibition -or- Social Loafing -or- Deindividuation -or- Group Polarization -or- Groupthink Even though he tends towards liberal beliefs, Jimmy votes Republican because his parents do and he doesn’t want to rock the boat.

10 Group Sample Problems In each case, determine which group influence is being shown by the given example – social facilitation, social inhibition, social loafing, deindividuation, group polarization, or groupthink. Social Facilitation -or- Social Inhibition -or- Social Loafing -or- Deindividuation -or- Group Polarization -or- Groupthink Nadia gets her first ever perfect 10 on the uneven bars during the state competition. It is her personal best score.