Social Influence: - a fact of daily life. - each day, we are exposed too many different forms of social influence – efforts by others to change our attitudes,

Slides:



Advertisements
Similar presentations
Copyright © Glencoe/McGraw-Hill Slide 1 of 10 BUSINESS MANAGEMENT Real-World Applications & Connections GLENCOE Section 14.1 How Groups Behave In this.
Advertisements

Reciprocity Scarcity Authority Commitment Liking (“love bombing”) Social Validation Six Universal Influence Principles Robert Cialdini Robert Cialdini.
Conformity, Compliance, and Obedience
Chapter 9: Social Influence: Changing Others’ Behavior
Lecture 7 Social Influence. Outline Introduction Effects of Mere Presence Conformity Compliance Obedience.
Chapter 6: Social Influence
Power And Influence Tactics. Coercive Power The target person complies in order to avoid punishments he or she believes are controlled by the agent.
Chapter 13 BOH4M Business Leadership
Chapter 12 Power and Influence in the Workplace
Chapter 9 - Prosocial Behavior
Sociocultural Level of Analysis: Social and Cultural Norms Part II.
Attribution Theory Attributing behavior of others to either internal disposition or external situations Dispositional Attribution Based on a person’s personality.
Psychology Notes Day 1 Why we study Psychology. Why do we study psychology ► To better understand why people act as they do ► Psy is the study of behavior.
Influence, Power, and Politics in Organizations
RECIPROCITY SCARCITY AUTHORITY COMMITMENT LIKING SOCIAL VALIDATION SIX UNIVERSAL INFLUENCE PRINCIPLES.
4.2 Sociocultural Level of Analysis: Social and Cultural Norms.
Attitudes a belief and feeling that predisposes one to respond in a particular way to objects, people, and events Can be formed through learning and exposure.
PERSUASION The deliberate attempt to influence the attitudes or behavior of another person in a situation in which that person has some freedom of choice.
WEB Copyright © Allyn & Bacon Social Influence: Changing Others’ Behavior This multimedia product and its contents are protected under copyright.
SOCIAL INFLUENCE. People can influence the way other people think, feel, and act, even without specifically trying to do so. Norms: are learned, socially.
Chapter 14 Social Psychology. Copyright © 1999 by The McGraw-Hill Companies, Inc. 2 Social Cognition Social perception –judgement about the qualities.
1 SOCIAL INFLUENCE. 2 Everyday, all of us are subjected to social influence the influence may be intentional or non-intentional Our thoughts, actions.
SOSIAL INFLUENCE FEM 4103 WEEK 8. What is social influence? Efforts by one or more individuals to change the attitudes, beliefs, perceptions, or behaviors.
Entrepreneurship and Negotiation
a. Discuss information commonly found in an organization’s rules of conduct.
Chapter 6 Power and Influence. Chapter 6 Power and Influence.
Social Psychology.
Interactive Topic Test
Chapter 6: Social Influence and Group Behavior
Goals and interpersonal influence
Chapter 15 Interpersonal Influence. Chapter 15 Interpersonal Influence.
POWER AND INFLUENCE.
Module 43 – Social Thinking
NEGOTIATION SEVENTH EDITION
Chapter 6: Social Influence
Social Norms.
LECTURE 8 Changing Attitudes (and Behaviours)
From Persuasion: Reception and Responsibility
Required “Influence” Skills for Entrepreneurs
Social Influence: Compliance
Power and Social Influence
Social Influence.
Compliance and conformity
Topic 6 Social Influence
Compliance and commitment
Social Psychology.
Social Behavior ~ Social Psychology
COMPLIANCE CONFORMITY OBEDIENCE BY – EKANT ANUJ JOEL
Why do people obey?.
Chapter 7: Conformity Part 1: March 6, 2012.
Social Thinking: Attitudes and Persuasion
Attitudes.
Chapter 13: Social Psychology
PROFESSIONAL BUSINESS PRACTICE
קונפורמיות, ציות והענות
Find Your new seat – If you don’t cooperate it will be a zero for the Day Social Psychology.
Fundamentals of Social Psychology
Influence, Power, and Politics in Organizations
Modules 35-37: Social Psychology
Dr. Jacqueline Pickrell
Commitment and Consistency
SOCIAL INFLUENCE.
Methods of Compliance Compliance is a form of social influence that involves a direct request, often by a person in need, such as a friend or acquaintance.
Methods of Compliance Compliance is a form of social influence that involves a direct request, often by a person in need, such as a friend or acquaintance.
Methods of Compliance Compliance is a form of social influence that involves a direct request, often by a person in need, such as a friend or acquaintance.
Introduction and Techniques
Methods of Compliance Compliance is a form of social influence that involves a direct request, often by a person in need, such as a friend or acquaintance.
Influence Each of you has some playing cards
75.1 – Describe automatic mimicry, and explain how conformity experiments reveal the power of social influence. Conformity is a change in behavior due.
Introduction to Social Influence
Presentation transcript:

Chapter 9 Social Influence: How We Change Other’s Behavior-and How Change Ours

Social Influence: - a fact of daily life. - each day, we are exposed too many different forms of social influence – efforts by others to change our attitudes, beliefs, perceptions, and behaviors.  Social Influence is a basic fact of social life.

1. Conformity : individuals change their attitudes or behavior in order to adhere to existing social norms. Social Norms Detail: by written laws Precise: unwritten rules, unspoken, implicit One fact is clear: most people obey them most of time.

Useful function norms : form a line and wait your turn : traffic signal : attending school Simply exist norms : dress codes such as formal dress in the office ( Female-skirts, Male- neckties)

1) Factors affecting conformity : cohesiveness, group size, and type of social norm. Cohesiveness : with respect to conformity, the degree of attraction felt by an individual toward an influencing group.  When cohesiveness ( attraction) is high, pressures toward conformity are magnified.

Conformity and group size : conformity increase with group size up to about their members. Norms Descriptive norms : are ones indicating what most people do in a given situation. Injunctive norms : specify what ought to be done – what is approved or disapproved behavior in a given situation.

2) The bases of conformity : why we often chooses to “Go Along” – and what happens after we do. : conformity – is basic fact of social life. : why people choose to “go along” two powerful needs possessed The desire to be liked or accepted by others and it to be right. Cognitive processes that lead us to view conformity as fully justified after it has occurred.

a. The desire to be liked. : Normative Social Influence b a. The desire to be liked. : Normative Social Influence b. The desire to be right. : Informational Social Influence c. Justifying conformity : The cognitive consequences of “go along” with the group.

3) Minority Influence: Dose the majority always rule 3) Minority Influence: Dose the majority always rule? Galileo, Pasteur, Freud  They have succeeded in changing strongly held attitudes and laws so that society itself has been altered through their efforts.

2. Compliance – for inducing others to say yes to your requests 2. Compliance – for inducing others to say yes to your requests. * The best way to find out about compliance was to study. ( by Robert Cialdini) named Compliance Professionals : People whose success (financial or otherwise) depends on their ability to get others to say yes.

* 6 basic principles for gaining compliance by Cialdni, 1994 - 1) Friendship/ liking : we are more willing to comply with requests from friends or from people we like. - 2) Commitment/ consistency : we generally want to behave in a consistent manner, so once we are committed to a position or view, we try to say or do things that fit with it in various ways.

- 3) Scarcity : we more likely to comply with requests that focus on “disappearing opportunities” than on ones that make no reference to such changes. - 4) Reciprocity : we are generally more willing to comply with requests from someone who has previously provided a favor or concession to us.

- 5) Social Validation : we are generally more willing to comply with requests for some action if this action is consistent with what we believe persons similar to ourselves are doing ( or thinking) - 6) Authority : we are usually more willing to comply with requests from someone who is a legitimate authority.

1. Kinds of Tactics 1) Based on Friendship or Liking Ingratiation : impression management techniques  so getting others to like us 2) Based on Commitment or consistency Foot – in – the- door technique : which requesters begin with a small request and then, when this is granted, escalate to a large one.

Lowball procedure : a very good deal is offered, after customer accepts, something happens that makes it necessary to change the deal. 3) Based on Reciprocity Door- in-the-Face technique : requesters begin with a large request and then, when this is refused, retreat to a smaller one. That’s-Not-All technique : before the target person decide his mind, by something that sweetens the deal – a small extra incentive.

Foot-in-the-Mouth tactic : requester establishes some kinds of relationship, no matter how trivial, with the target person, thereby increasing this person’s feeling of obligation to comply. 4) Based on Scarcity Playing hard to get : suggesting that a person or object is scarce and hard to obtain.

Deadline technique : Target persons are told that they have only limited time to take advantage of some offer or to obtain some items. 3. Obedience We are more willing to agree to requests from persons with authority.