Social Influence What is the difference between social

Social Influence

�What is the difference between social influence and persuasion? �Conformity vs. compliance vs. obedience �Informational vs. normative influence �Descriptive vs. injunctive norms General information

8 7 6 5 4 Series 1 Series 2 3 Series 3 2 1 0 1 2 3 4 Sherif, 1935 autokinetic effect

�How does it build on Sherif? �What were the findings of the original version? �Does this study show normative or informational influence? �Which versions led to more or less conformity? �https: //youtu. be/Ny. DDy. T 1 l. Dh. A Asch, 1956 line study

�How does this study build on Asch? �What were the findings of the original version? �Which versions led to more or less conformity/obedience? Milgram, 1963

�What are some critiques of Milgram? �Replications ◦ Burger, 2009 ◦ Haslam, Reicher, & Millard, 2015 �What does Milgram’s research tell us? Milgram critiques

�How does this study build on Milgram? �What were the findings of the original study? �https: //www. prisonexp. org/ �Replications ◦ Lovibond, Mithiran, & Adams, 1979 ◦ Haslam & Reicher, 2002 ◦ http: //www. bbcprisonstudy. org/ Zimbardo, 1971 SP Study

�Didn’t cite student’s work accurately �Guards knew what was wanted (demand characteristics) �Participants self-selected �Personality not accurately tested �Guards didn’t know they were participants �Prisoners couldn’t leave �Wasn’t immersive (was a game) �Didn’t do enough prison research/comparison �Incomplete data reporting �Researcher bias Critiques of Zimbardo, 1971 (Le Texier, 2019 and others)

�What does the study tell us? �What would women have done? �Does this study enlighten us on Abu Ghraib? �Why do we talk about this study so much?

�Look back at the factors that relate to influence– can these be explained by any other theory we’ve talked about? Recap

�Influence and Pre-suasion �What needs do social influence meet? �Reciprocity �Social proof (social comparison theory) �Consistency (cognitive dissonance theory) �Liking �Scarcity (reactance theory) �Authority �Unity Cialdini’s techniques

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

�Where do social norms ◦ DSIT ◦ Evolutionary theories ◦ TL theory come from? Evolution of norms

�Example of ◦ Program of research ◦ Dynamical systems approach ◦ Cultural approach �What does TL theory predict? (Fig. 1) �Any critiques or alternative explanations for their findings? Gelfand, Harrington, & Jackson, 2017

Ukraine 1. 6 Australia 4. 4 2. 6 Estonia 2. 6 Hungary 2. 9 Israel 3. 1 Netherlands 3. 3 3. 1 3. 3 Brazil 3. 5 Venezuela 3. 7 Greece 3. 9 New Zealand 3. 9 United States 5. 1 3. 9 5. 1 Spain 5. 4 Belgium 5. 6 Poland 6. 0 France 6. 3 Hong Kong 6. 3 Iceland 6. 4 Germany 6. 5 Austria 6. 8 Italy 6. 8 United Kingdom 6. 9 6. 8 6. 9 Mexico 7. 2 Germany 7. 5 Portugal 7. 8 People’s Republic of China 7. 9 Gelfand et al. , 2011 Japan 8. 6 Turkey 9. 2 Norway 9. 5 South Korea 10. 0 Singapore 10. 4 India 11. 0 10 10. 4 11 Malaysia 11. 8 Pakistan 12. 3

Fig. 6. Map of state-level Openness. Peter J. Rentfrow et al. Perspectives on Psychological

Fig. 2. Map of state-level Extraversion. Peter J. Rentfrow et al. Perspectives on Psychological

Fig. 3. Map of state-level Agreeableness. Peter J. Rentfrow et al. Perspectives on Psychological

Fig. 4. Map of state-level Conscientiousness. Peter J. Rentfrow et al. Perspectives on Psychological

Fig. 5. Map of state-level Neuroticism. Peter J. Rentfrow et al. Perspectives on Psychological

�Design �Tests �Paper Other ideas!