Introduction to Social Influence Madiha Anas Lecturer Department

Introduction to Social Influence Madiha Anas Lecturer Department of Applied Psychology School of Social Sciences Beaconhouse National University

Constructing Social Reality What is a cult? What is “mind control”? What is the difference between Subjective Reality Objective Reality What is “thought stopping”? Technique to shut down critical thought

Documentary: Constructing Social Reality Philip Zimbardo

How many times each day does someone try to influence you? Most of us are on the receiving end of a large number of attempts at social influence Efforts by others to change our attitudes, beliefs, perceptions, or behaviors We are not passive targets We try to influence all the time too

How many of you own something from one of these companies?

Social Influence: Conformity, Compliance, Obedience Will you jump off the bridge too?

Social Influence Conformity changing behaviors to match the opinions or behaviors of others Compliance changing behaviors under pressure from others Obedience changing behaviors in response to direct order from authority

Goals of Social Influence Choose correctly (competence) Gain social approval Maintain self-image

Gaining social approval Similarity = Liking Nonconformists often rejected – why? Social Norms Rules that tell us how we should or ought to act Reciprocity norm requiring that we repay others to the extent they have given to us Ever felt uncomfortable when a stranger or acquaintance helped you (gave you something? a compliment? )

What influences our search for social approval? Need for approval May adopt group’s behavioral styles Collectivism/Individualism Rebelliousness Not individualists, but competitors Do the opposite of what others do Ever had someone waiting to take your parking space?

What can we do to gain social approval? Reciprocity Attractiveness