Lecture3PSY1012010(studentsview)讲座3psy1012010（学生观）.pptVIP

Music aids memory…so lets create a PSY101 playlist! Mixed Emotions – Rolling Stones The High Road – Broken Bells New Fang – Them Crooked Vultures An End Has A Start – Editors (J Benton) Sinnerman – Nina Simone (J Williams) Such Great Heights – The Postal Service (H Halliday) Wake Up – Arcade Fire (M Friis) … … … … … … … … … … … … … … … … … … … … ... … … Overview Of The Lectures Lecture 1: Thurs 4th Nov (10:00) Impression Formation Stereotyping Lecture 2: Mon 15th Nov (11:00) Attitudes and Attitude Change Lecture 3: Thurs 18th Nov (10:00) Social Influence Lab Class: Attitude Measurement Wed 24th Nov (14:00 – 15:30 or 15:30 – 17:00) Thurs 25th Nov (14:00 – 15:30 or 15:30 – 17:00) Lecture 3 Social Influence Social Influence Compliance “Surface change in behaviour which is not associated with true underlying cognitive changes” (Martin et al., 2007) Reciprocity Key notion in Social Exchange (“you scratch my back”) Deeply ingrained and found in virtually all cultures and societies (e.g., Cialdini, 1993). Multiple Requests Foot-in-door technique Door-in-face technique Low-balling Foot-in-door technique Focal request preceded by a smaller request that everyone will agree to. Freedman Fraser (1966) Accept small sign advocating safe driving Two weeks later = large billboard! Agreeing to first request inc. compliance with second. Why does it work? Commitment to a course of action Change in self-image Change in general perception of compliance Door-in-face technique Focal request preceded by a much larger request that everyone will refuse Bob asks for a large request from Jim which is almost certainly refused. e.g., can you drive me to Scunthorpe? Bob then follows this up with a smaller request. e.g., can you give me a lift to Balti King? Low-balling Focal request is accompanied by all sorts of sweeteners Relies on the fact that people don’t like to change their mind after committing to a course of action. Cheap flights on the internet – is it really the best dea