1. Social influence and cultural emergence

2. General information What is the difference between social influence and persuasion? Conformity vs. compliance vs. obedience Sherif, Asch, and Milgram classic studies ◦What made for more conformity/obedience in these? Informational vs. normative influence

3. Sherif, 1935 autokinetic effect

4. Cialdini’s techniques Influence Six techniques ◦Reciprocity ◦Social validation (social comparison theory) ◦Consistency (cognitive dissonance theory) ◦Liking ◦Scarcity (reactance theory) ◦Authority Examples? Examples not in sales? Does this cover everything?

5. Evolution and Influence How could these be evolutionary? What does adding that give us? ◦Goals ◦Relationships Affiliation, accuracy, consistency What techniques would be more or less effective for the above goals? For strangers vs. children vs. partners?

6. Social norms and influence Focus theory of normative conduct (Cialdini, Kallgren, & Reno, 1991) ◦Injunctive vs. descriptive norms ◦Attention ◦How do injunctive vs. descriptive norms differ?

7. Focus theory How does this approach explain why people only sometimes follow norms? Why they follow one vs. another norm? When will descriptive vs. injunctive norms be most effective? What norms do people follow (norms of whom)?

8. Social marketing Examples of effective vs. ineffective campaigns? What should we do to make people more aware of climate change or get them to take action (e.g., drive less), according to this approach? What does this approach suggest about social norms marketing campaigns/pluralistic ignorance?

9. Shariff, Norenzayan, & Henrich, 2010 What purposes do religions (and what parts of them) serve, according to them? What are the 4 C’s of religion? How common are they in the major religions?

10. How did beliefs in “high gods” come about, according to them? What about cultures that don’t have high gods? How did the particular elements of different religions evolve? What does this approach suggest about atheists?

11. Cultural emergence What is culture according to DSIT? Culture vs. evolution ◦How does evolution relate to culture? ◦According to DSIT? ◦According to Shariff, Norenzayan, & Henrich? Bottom up vs. top down

12. Background approaches Social impact theory (Latané, 1981) ◦What are the 3 factors? ◦What does it mean to have a multiplicative function? A marginally decreasing effect? Catastrophe theory of attitudes (Latané & Nowak, 1994) ◦Involving vs. uninvolving attitudes

13. Dynamic social impact theory (Latané, 1996) What are the 4 C’s of culture? What do each of them mean? How/why do they come about? ◦Clustering ◦Correlation ◦Consolidation ◦Continuing diversity What types of studies have shown support for DSIT? ◦Other examples?

14. Memes and cultural evolution What things are more likely to be passed on? ◦Involvement ◦Heritability ◦Chip Heath’s research  Memorability  Surprise  Emotions (esp. disgust)  Ease of communication  Push for novelty  Establishment of social identity  Cultural exchange How do these relate to what culture is? How do things get passed on, according to DSIT?

15. DSIT issues How does modernization affect DSIT predictions? How do individual differences fit in? What new directions are there to be tested with DSIT? Are all the assumptions of DSIT supported? Are there other explanations for the DSIT study results? Are there other problems with this approach? Is it consistent with evolutionary approaches?

16. Are there regional differences within countries?

17. Regional patterns of collectivism in the United States Vandello, J. A., & Cohen, D. (1999). Patterns of individualism and collectivism across the United States. Journal of Personality and Social Psychology, 77(2), 279-292. doi:10.1037/0022-3514.77.2.279 © 1999 American Psychological Association

18. Reliability Statistics for the Eight Collectivism Indicators Vandello, J. A., & Cohen, D. (1999). Patterns of individualism and collectivism across the United States. Journal of Personality and Social Psychology, 77(2), 279-292. doi:10.1037/0022-3514.77.2.279 © 1999 American Psychological Association

19. Fig. 6. Map of state-level Openness. Peter J. Rentfrow et al. Perspectives on Psychological Science 2008;3:339-369 Copyright © by Association for Psychological Science

20. Fig. 2. Map of state-level Extraversion. Peter J. Rentfrow et al. Perspectives on Psychological Science 2008;3:339-369 Copyright © by Association for Psychological Science

21. Fig. 3. Map of state-level Agreeableness. Peter J. Rentfrow et al. Perspectives on Psychological Science 2008;3:339-369 Copyright © by Association for Psychological Science

22. Fig. 4. Map of state-level Conscientiousness. Peter J. Rentfrow et al. Perspectives on Psychological Science 2008;3:339-369 Copyright © by Association for Psychological Science

23. Fig. 5. Map of state-level Neuroticism. Peter J. Rentfrow et al. Perspectives on Psychological Science 2008;3:339-369 Copyright © by Association for Psychological Science

24. Why do these cultural differences emerge? Ecological factors Residential mobility DSIT

25. Next week Groups Paper ideas! Tests back!