Podcast
Questions and Answers
What effect does repeated exposure to people have on our feelings towards them?
What effect does repeated exposure to people have on our feelings towards them?
Which phenomenon suggests that attractive people are assumed to have other positive qualities?
Which phenomenon suggests that attractive people are assumed to have other positive qualities?
How does physical attractiveness influence trustworthiness and expertise perceptions according to recent studies?
How does physical attractiveness influence trustworthiness and expertise perceptions according to recent studies?
What role do similarities among individuals play in their relationship dynamics?
What role do similarities among individuals play in their relationship dynamics?
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What leads to increased compliance when interacting with others?
What leads to increased compliance when interacting with others?
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What is the basis for the tactic of manipulation known as authority?
What is the basis for the tactic of manipulation known as authority?
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How does the tactic of scarcity influence people's behavior?
How does the tactic of scarcity influence people's behavior?
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In the context of reciprocity, what does Regan's 1971 study suggest about the influence of small favors?
In the context of reciprocity, what does Regan's 1971 study suggest about the influence of small favors?
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What is a key difference in how collectivist cultures view favors compared to individualistic cultures according to Hitokoto (2016)?
What is a key difference in how collectivist cultures view favors compared to individualistic cultures according to Hitokoto (2016)?
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What is the primary strategy behind the 'door in the face' tactic?
What is the primary strategy behind the 'door in the face' tactic?
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According to Miller et al. (1976), what effect does making a smaller favor contingent on a larger one have on compliance?
According to Miller et al. (1976), what effect does making a smaller favor contingent on a larger one have on compliance?
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In the context of the reciprocity principle, what aspect can reduce discomfort and guilt?
In the context of the reciprocity principle, what aspect can reduce discomfort and guilt?
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What does the tactic of manipulation known as 'reciprocity' fundamentally rely on?
What does the tactic of manipulation known as 'reciprocity' fundamentally rely on?
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What is the primary characteristic of conformity in social influence?
What is the primary characteristic of conformity in social influence?
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Which of the following best describes the central route of processing social influence?
Which of the following best describes the central route of processing social influence?
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What type of change is least likely to occur through the peripheral route of processing?
What type of change is least likely to occur through the peripheral route of processing?
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Which factor is NOT considered a reason for why people are easily manipulated?
Which factor is NOT considered a reason for why people are easily manipulated?
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In the context of social influence, what is the function of heuristics?
In the context of social influence, what is the function of heuristics?
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What did Langer et al.'s study on line-cutting demonstrate about the peripheral route of influence?
What did Langer et al.'s study on line-cutting demonstrate about the peripheral route of influence?
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Which of the following aspects is central to the effectiveness of the Elaboration Likelihood Model?
Which of the following aspects is central to the effectiveness of the Elaboration Likelihood Model?
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Which of the following best illustrates the concept of social proof as a factor in social influence?
Which of the following best illustrates the concept of social proof as a factor in social influence?
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What is the primary tactic involved in the low-ball strategy?
What is the primary tactic involved in the low-ball strategy?
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Which factor enhances the effectiveness of social validation?
Which factor enhances the effectiveness of social validation?
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In which scenario are collectivist personalities more likely to comply?
In which scenario are collectivist personalities more likely to comply?
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What does the bait and switch tactic typically involve?
What does the bait and switch tactic typically involve?
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Which characteristic is associated with individualistic personalities according to the discussed tactics?
Which characteristic is associated with individualistic personalities according to the discussed tactics?
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What is one effect of sharing similarities with others on compliance?
What is one effect of sharing similarities with others on compliance?
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What is the chameleon effect primarily associated with?
What is the chameleon effect primarily associated with?
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Which of the following is NOT a characteristic of the consistency and commitment tactic?
Which of the following is NOT a characteristic of the consistency and commitment tactic?
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What does the foot-in-the-door tactic involve?
What does the foot-in-the-door tactic involve?
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According to research on the echo effect, what is a likely outcome when you copy someone's speech?
According to research on the echo effect, what is a likely outcome when you copy someone's speech?
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What is a significant benefit of consistency in individuals' behavior?
What is a significant benefit of consistency in individuals' behavior?
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What might be a common reaction to mimicry in social situations?
What might be a common reaction to mimicry in social situations?
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Individuals high in which trait are more affected by consistency and commitment?
Individuals high in which trait are more affected by consistency and commitment?
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Study Notes
Social Influence
- Social influence is the effect of other people's words, actions, or presence on our thoughts, feelings, and behaviors.
- Conformity refers to changes in our behavior due to real or imagined influence from others, as seen in Asch’s line study.
- Obedience involves changes in behavior in response to direct orders from authority, evidenced by Milgram's electric shock experiment.
- The Elaboration Likelihood Model (ELM) explains two distinct ways we process social influences.
The Elaboration Likelihood Model (ELM)
- Central Route: This route involves deliberate and thoughtful consideration of information, requiring motivation, ability, and opportunity. It leads to longer-lasting attitude changes and more predictable behaviors.
- Peripheral Route: This route relies on heuristics (mental shortcuts) and automatic responses, lacking motivation, ability, and opportunity for critical thinking. It often results in less durable attitude changes.
- Langer et al. (1978) demonstrated the peripheral route with a photocopier line experiment, where people complied with requests using "because" regardless of the excuse, even though the reasons were irrelevant.
Tactics of Manipulation
- Manipulation often relies on heuristics, causing people to respond automatically without much thought.
- Factors influencing manipulation include:
- Reciprocation: We feel obligated to repay favors or gifts.
- Liking: We are more likely to comply with those we know and like.
- Consistency and Commitment: We desire to appear consistent with our actions and beliefs.
- Social Validation/Proof: We look to others for cues on how to think, feel, and behave.
- Authority: We defer to experts and authority figures for guidance.
- Scarcity: We value rare things more highly.
- Unity: We feel more connected to those who are like us.
Tactic of Manipulation 1: Authority
- We trust experts and authority figures, deferring to them when unsure how to behave, especially in ambiguous situations.
- Authority doesn't have to be legitimate, as simple portrayals of expertise can influence us.
Tactic of Manipulation 2: Scarcity
- We perceive rare items as more valuable, creating a sense of urgency and desire to possess them before they are gone.
- "Closing down sales" and limited-time offers exploit this principle.
Tactic of Manipulation 3: Reciprocity
- Regan (1971) - Free Coke Study: Participants who received a free Coke purchased significantly more raffle tickets.
- We feel obligated to repay favors, even if we don't know the person or want the gift.
- We often repay with favors exceeding the original favor's value to reduce discomfort and maintain social ties.
- Hitokoto (2016) found higher feelings of indebtedness in collectivist cultures compared to individualistic cultures.
- We feel more indebted to strangers who help us than to friends.
Tactic of Manipulation 4: Reciprocity and Concessions
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The "Door-in-the-Face" Tactic:
- A high initial request is rejected, followed by a lower, more desirable request that's more likely to be accepted.
- It exploits reciprocity via concessions.
- Cialdini et al. (1975) and Miller et al. (1976) demonstrated that people feel a sense of responsibility and are more likely to comply with a smaller request after rejecting a larger one.
Tactic of Manipulation 5: Liking
- Regan (1971) found that people comply more with those they like.
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Heuristics influencing liking:
- Contact and Cooperation: We like those we interact with more frequently.
- Conditioning and Association: We associate good feelings with objects or people through pairing them with positive stimuli.
- Physical Attractiveness: We attribute positive qualities to attractive individuals.
- Similarity: We prefer people who are similar to us.
Tactic of Manipulation 6: Liking and Physical Attractiveness
- The "Halo Effect": We assume physically attractive people possess other desirable traits like expertise, trustworthiness, intelligence, kindness, social skills, etc., even automatically.
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Studies:
- Clifford & Walster (1973) - Attractive children were rated as brighter and more successful.
- Pfann et al. (2000); Johnson (2010) - Attractive individuals earn higher salaries.
- Dipboye et al. (1977) - Attractive candidates are more likely to be hired.
- Berggren et al. (2017) - Attractive candidates receive more votes in political elections.
- Kurtzburg et al. (1968) - Attractive individuals are less likely to return to prison.
Tactic of Manipulation 7: Liking and Conditioning and Association
- Praxmarer (2011) found a positive correlation between attractiveness and perceived expertise and trustworthiness in advertisements.
Tactic of Manipulation 8: Liking and Similarity
- Heider (1958): People who are together often share similar characteristics, creating a bond.
- We like people similar to us.
- Burger et al. (2004): Sharing the same birthday increased compliance compared to those with different birthdays.
- Jiang et al. (2010): Similarity improves positive attitudes.
- Emswiller et al. (1971); Suedfeld et al. (1971) - People who share similar dress style more willing to sign petitions.
Tactic of Manipulation 9: Liking and the Chameleon Effect
- Chartrand & Bargh (1999): We unconsciously mimic others' postures, mannerisms, and facial expressions to build rapport and create social connection.
- Kulesza et al. (2016): The chameleon effect only works if the person mimicking is unaware of being mimicked.
Tactic of Manipulation 10: Liking and The Echo Effect
- Van Baaren et al. (2003); Kulesza et al. (2018): Copying or paraphrasing someone's speech increases their liking of you, and subsequently, their willingness to donate.
Tactic of Manipulation 11: Consistency and Commitment
- Humans desire to appear consistent with their actions, statements, and beliefs.
- Openness to experience is negatively correlated with consistency, while conscientiousness is positively correlated. **
- Consistency reduces cognitive dissonance and simplifies decision-making.
Tactic of Manipulation 12: Consistency and Commitment: The Foot-in-the-door Tactic
- A small request is made, followed by a larger request that the person is more likely to agree to.
- Freedman & Fraser (1966) - This tactic can lead to a change in the person's feelings about getting involved or taking action.
Tactic of Manipulation 13: Consistency and Commitment: The Low-Ball Tactic
- An attractive offer is presented with hidden additional costs not mentioned initially.
- Example: Cheap airline tickets with hidden baggage fees.
Tactic of Manipulation 14: Consistency and Commitment: The Bait-and-Switch Tactic
- A desirable product is presented, agreement secured, and then it's replaced with a less desirable product.
Tactic of Manipulation 15: Social Validation
- Guadagno et al. (2013): We look to others for cues on how to think, feel, and behave.
- Others' actions validate our own.
- We are more likely to comply if we see others doing it, as seen in:
- Tip jars: More money in the jar leads to higher tipping.
- Canned laughter: Artificial laughter enhances real laughter.
- Facebook likes: More likes indicate more positive quality.
- Nightclub lines: Long lines suggest popularity.
- "Fastest-growing" and "Best-selling": These labels trigger social validation.
Tactic of Manipulation 16: Social Validation and Liking
- Social validation is more effective when the person performing the act is similar to us.
Tactic of Manipulation 17: Cultural Differences
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Collectivist vs. Individualistic Personalities:
- Collectivist personalities: More susceptible to social validation.
- Individualistic personalities: More influenced by personal consistency and commitment.
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Description
Test your understanding of social influence concepts, including conformity, obedience, and the Elaboration Likelihood Model (ELM). Explore how different routes of processing information impact attitude changes and behavior. This quiz covers foundational studies and theories in social psychology.