Social influence Compliance

Slides:

Advertisements

Similar presentations

IB syllabus says…. Discuss the use of compliance techniques (e.g. reciprocity principle, door in face technique, goal gradients, foot in door technique,

Advertisements

Social Influence Please sit with the desks that match your number. Todays Learning Outcome The students will be able to identify & define compliance &

Compliance Compliance is a result of direct pressure to respond to a request (conformity is much more subtle) SOCIAL INFLUENCE.

Conformity & Dissent October 7th, 2009: Lecture 8.

Reciprocity Scarcity Authority Commitment Liking (“love bombing”) Social Validation Six Universal Influence Principles Robert Cialdini Robert Cialdini.

Commitments, norms & the £1billion tax letter STEVE J MARTIN.

Socio-cultural Cognition (4.1) 1. Describe the role of situational and dispositional factors in explaining behaviour. 2. Discuss two errors in attributions.

Discuss the use of compliance techniques This example shows failure of the ‘door in the face’ technique.

Discuss the use of compliance techniques Comply or die; Winner of 1998 Grand National.

By: Ayat Ahmad, Reggie and Salvador. Foot-in-the-door Low balling Door-in-the-face.

Session 8: Compliance Techniques. Discuss the use of compliance techniques.

Discuss the use of compliance techniques Comply or die; Winner of 1998 Grand National.

Explain Compliance Strategies. Attitudes A set of beliefs and feelings. Advertising is ALL based on attitude formation. Mere Exposure Effect Central Route.

Sociocultural Level of Analysis: Social and Cultural Norms Part II.

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.

RECIPROCITY SCARCITY AUTHORITY COMMITMENT LIKING SOCIAL VALIDATION SIX UNIVERSAL INFLUENCE PRINCIPLES.

Compliance “A form of social influence involving direct requests from one person to another.” (Baron & Byrne, 2000) Implies getting people to do things.

4.2 Sociocultural Level of Analysis: Social and Cultural Norms.

TOKEN ECONOMIES Token economy programmes are used to obtain desirable behaviour in closed institutions such as prisons, and they are used for juvenile.

Persuasion Objectives Describe the factors involved in the communication process Explain the different types of persuasion processes.

METHODS OF TREATING OFFENDERS A)TOKEN ECONOMY B)ANGER MANAGEMENT.

Compliance Theory Main theorist: Robert Cialdini Compliance is when you act the way you are “supposed” to act; either because you were directly asked,

Discuss the use of compliance techniques. What is compliance? Compliance is the modification of behaviour from direct pressure to respond to a request.

Reciprocation. 1) Repayment Giving to those who have given to you Two forms of Reciprocation.

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.

SOCIAL INFLUENCE. People can influence the way other people think, feel, and act, even without specifically trying to do so. Norms: are learned, socially.

IB syllabus says…. Discuss the use of compliance techniques (e.g. reciprocity principle, door in face technique, goal gradients, foot in door technique)

Discuss the use of two compliance techniques

Techniques of persuasion in advertisement. Advertisement is a form of marketing communication used to encourage, persuade, or manipulate an audience (viewers,

Discuss the use of compliance techniques By Mr Daniel Hansson.

The Science of Persuasion

Chapter 6 Power and Influence. Chapter 6 Power and Influence.

Social Psychology.

Goals and interpersonal influence

Sociocultural Level of Analysis Revision

POWER AND INFLUENCE.

Compliance Techniques

LECTURE 8 Changing Attitudes (and Behaviours)

From Persuasion: Reception and Responsibility

Social Influence: Compliance

Compliance and conformity

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,

Compliance and commitment

Influencing and Negotiating Skills

Chapter 7: Conformity Part 1: March 6, 2012.

METHODS OF TREATING OFFENDERS

Compliance and Persuasion

ATTITUDES Attitudes include beliefs (cognitive) and feelings (affective) that predispose us to act (behavior) in a certain way toward objects, people,

Social Persuasion Erik Chevrier November 21, 2016

Social Influence.

קונפורמיות, ציות והענות

Persuasion Keith Allred.

Social Thinking Attributions Attitudes Attitudes Affect Actions

Ch. 7: Compliance & Obedience

Conformity and Adolescence

Chapter 6: Conformity & Obedience

Chapter 6: Conformity & Obedience

Find Your new seat – If you don’t cooperate it will be a zero for the Day Social Psychology.

Fundamentals of Social Psychology

IB Psychology Turn in: Nothing Compliance Take out:

Dr. Jacqueline Pickrell

Commitment and Consistency

Agenda –Lesson 6 Social Psychology

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.

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.

75.1 – Describe automatic mimicry, and explain how conformity experiments reveal the power of social influence. Conformity is a change in behavior due.

Presentation transcript:

Social influence Compliance Compliance is a result of direct pressure to respond to a request (conformity is much more subtle)

Influence, the classic book on persuasion, explains the psychology of why people say "yes"—and how to apply these understandings. Dr. Robert Cialdini is the expert in the rapidly expanding field of influence and persuasion. You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.

Välj en layout … och klicka sedan på platshållarna om du vill lägga till egna bilder och bildtexter.

Compliance Techniques (ways in which individuals are influenced to comply with the demands or desires of others)

Ads that use these…

http://www.youtube.com/watch?v=1x19z5Jb_pg

The norm (rule) of reciprocity We treat other people the way they treat us (Cialdini 1993) We are socialized into returning favours and this powerful rule underpins compliance

Research that tested reciprocity Regan 1971, lab. Experiment See handout –received a favour or not Door-in-the-face technique A request is made which will surely be turned down. Then a second request is made which asks less of someone. Evidence: Cialdini et al. 1975 see p. 117 in your book “County Youth Counselling Program” – “would you like to chaperone a group of juvenile delinquents on a day trip to the zoo?” Lynn & McCall 1998: the size of the tip increases when given a mint or sweet with the bill

Commitment Being consistent with previous behaviour

Commitment – in research The foot-in-the-door technique Getting people to make a commitment to something small, with the hope of persuading them to agree to something larger Research done by Dickerson et al. 1992 – wanted to see if they could get university students to conserve water in the dormitory showers. See p. 118 in your book Low-balling By Cialdini et al. 1974 tested psychology students on campus See p. 118 Hazing – initiation rites You might like it more if you endure pain! (even electrical shocks)

Evaluation of the two compliance techniques MCEG Universal? Other factors involved?