Social Influence and Group Processes (PDF)

2. Social influence and group processes Chapter 17-18 Elaboration likelihood model (Petty & Cacioppo, 1981) Elaboration likelihood model (Petty & Cacioppo, 1981) Central route: Responding to persuasive communication Elaboration likelihood model (Petty & Cacioppo, 1981)...

2. Social influence and group processes Chapter 17-18 Elaboration likelihood model (Petty & Cacioppo, 1981) Elaboration likelihood model (Petty & Cacioppo, 1981) Central route: Responding to persuasive communication Elaboration likelihood model (Petty & Cacioppo, 1981) Peripheral route: Classical conditioning Heuristics  Attitude and behavior LaPiere, 1934 Declared attitudes ≠ actions https://stanfordmag.org/contents/ attitudes-vs-actions  Attitudes predicting behavior strong specific direct awareness experience Established Directly Personal, not Reminders, attitudes about the mediated cues, with social action accessibility support Festinger, 1958  Negative emotional state Attitude Behavior Change attitude Change behavior Cognitive dissonance reduction  Self-justification (rationalization, hypocrisy) Cognitive Self-perception dissonance theory reduction (Bem, 1972) (Festinger, 1957) Attitude similarity (Newcomb, 1961)  Physical attraction Familiarity Proximity Similarity Transference Social facilitation (Triplett, 1898)  Presence of others → Increased arousal (Zajonc, 1965) Social facilitation Social inhibition Simple tasks Complex tasks Bystander effect Kitty Genovese murder, 1964 Diffusion of responsibility Pluralistic ignorance Conformity – adjusting our behavior to the others Asch, 1951 7 persons undercover Obvious task 75% conformed at least once 25% remained independents  Minority influence: breaking conformity (Moscovici, 1969) Inconsistent minority Consistent minority 1,25% 8,42%  Group polarization (Moscovici, Zavelloni, 1969) Following discussions, group decision tends to be more extreme than individual opinions Informative Normative social influence social influence  Groupthink Janis (1972): Bay of pigs: 1961 Consensus without evidence Suppression of dissenting opinion Similar members Confidence Blind obedience Crowd behavior (LeBon, 1895) „Psychological crowd” 1. Anonymity 2. Contagion 3. Suggestibility Group mind: collective unconsciousness Deindividuation Zimbardo (1970): - More aggression Johnson & Downing (1979): - Less aggression SOCIAL NORMS