manipulation 101 social psych ch. 17. social influence social psychologys great lesson is the...
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Manipulation 101
Social Psych
Ch. 17
Social Influence
“Social psychology’s great lesson is the enormous power of social influence.”
Defined as a change in behavior caused by real or imagined pressure from others.
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Manipulation Trifecta + 1
• Conformity– Changing one’s behavior to match the
responses or actions of others
• Compliance: Get ‘em to do what you want!
• Obedience
• Manipulation and attraction
Conformity & Chameleon Effect
Adjusting to coincide with a perceived standard.
Automatic (unconscious) mimicry is part of empathy.
Conformity & Modeling
Behavior is contagious, modeled by one followed by
another.
We follow behavior of others to conform.
Elevator Studyhttp://www.youtube.com/watch?v=T-t0OwWc0Qw
Conformity and Group Pressure
• We’re all individuals! …I’m not.”– Suggestibility is a subtle type of conformity,
adjusting our behavior or thinking toward some group standard.
http://www.youtube.com/watch?v=iRh5qy09nNw Asch’s Famous Line Study of Conformity
Conformity & Brain-Washing
• Starts off SMALL
• Unlikely someone would agree to the request:“How would you like to drop out of school/quit your job, break off all ties to your family/friends, and dedicate yourself entirely to an organization of hatred or an organization that will result in your compelled group suicide?”
Conformity & Brain-WashingStarts off SMALL and then the requests/demands slowly increase
“Like lobsters in a Pot”
Pictures of the Heaven's Gate mansion released by the San Diego sheriff's department illustrate the uniformity that defined the cult. Members of Heaven's Gate were so ordered they died in shifts.
Otto von Bismarck:“A Unified Germany”
1890
Young Hitler:“German Workers’ Party”“For the working class”
“Socialist”1919
Little by little, Hitler rose to power and
got a nation to back him & his ideologies.
1933
Final Minutes At Jonestownhttp://www.youtube.com/watch?v=kJFaqrU3HfQ
Conditions that Strengthen Conformity
1. One is made to feel incompetent or insecure.
2. The group has at least three people.3. The group is unanimous.4. One admires the group’s status and
attractiveness.5. One has no prior commitment to a response.6. The group observes one’s behavior.7. One’s culture strongly encourages respect
for a social standard.
Manipulation Trifecta + 1
• Conformity
• Compliance: Get ‘em to do what you want!– Changing one’s behavior in response to a
direct request.
• Obedience
• Manipulation and attraction
Compliance Techniques
• Foot-in-the-door technique
• Door-in-the-face technique
• Bait-and-switch technique
• That’s-not-all technique
• Scarcity technique
• Reciprocity norm technique
Get People to Do What You Want!
• Foot-in-the-door technique: Get them to agree to a small request and then build up
(203): she called me screaming that i shouldn't ignore her phone calls, because she's not trying to get me to hang out with her and she doesn't want to be my girlfriend, she just wants sex.(860): what did you do?(203): i asked her out cause that's so hot.
Get People to Do What You Want!• Foot-in-the-door technique
• Door-in-the-face technique: You WANT them to say “no” to the first request so you can follow up with your more benign, real request.
Get People to Do What You Want!• Foot-in-the-door technique• Door-in-the-face technique• Bait-and-switch technique
“Would you like to go out to this really super-swanky expensive restaurant with me?... I tried calling [LIAR!!], it's booked up. Well…would you like to go with me to this cheapo place?”“Pray for Rain” Sale
Customer: "I'd like to see that car you advertised in the newspaper for $9 down and $99 a month.“ Salesperson: "Gosh, I'm sorry. That car was just sold. But look atthis great car — it has a lot more options, and it will only cost you a few more dollars a month."
• Foot-in-the-door technique• Door-in-the-face technique• Bait-and-switch technique
• That’s-not-all technique
Get People to Do What You Want!
Get People to Do What You Want!
• Foot-in-the-door technique• Door-in-the-face technique• Bait-and-switch technique• That’s-not-all technique
• Scarcity technique: when an item appears to be scarce, it becomes more desireable
2. You MUST be able to be scarce when the time is right. A woman does not want to end up with a guy that ends up being her permanent shadow. She wants to be with a guy that has his own life and does his own thing. This is what creates that appeal with a woman that keeps her wanting you. Talk to her for 3-7 minutes and then LEAVE! Make her wonder about you…You can always come back later for the kill!
Get People to Do What You Want!
• Foot-in-the-door technique• Door-in-the-face technique• Bait-and-switch technique• That’s-not-all technique• Scarcity technique
• Reciprocity norm technique: give a little something and people are more likely to reciprocate
“Free” samples…harder for you to not buy at least something if you take one
Get ‘em in a Group: Bystander Effect
Tendency of any given bystander to be less likely to give aid if
other bystanders are present.
Bystander Effect: Diffusion of Responsibility
Kitty Genovese
Bystander Intervention: The decision-making
Akos S
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Manipulation Trifecta + 1
• Conformity
• Compliance: Get ‘em to do what you want!
• Obedience– Changing one’s behavior in response to a
directive from an authority figure.
• Manipulation and attraction
Obedience & Captainitis (Foushee, 1984)
• Obvious errors made by flight captains tend to go uncorrected by other crew and usually results in a crash.
• Because of the captain’s status, crew either fail to notice OR fail to challenge the mistake
• Often the case in the medical field as well– Doctors tend not to get
challenged
Obedience & Harming Others
People comply to social pressures. How would they respond to
outright command?
Stanley Milgram designed a study that
investigates the effects of authority on
obedience.Stanley Milgram
(1933-1984)
Obedience: Milgram’s StudyB
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Milgram’s Study: Results
Lessons from the Conformity and Obedience Studies
In both Asch's and Milgram's studies, participants were pressured to choose between following their standards and
being responsive to others.
In Milgram’s study, participants were torn between hearing the victims pleas
and the experimenter’s orders.
Manipulation & Attraction
• The Psychology of Attraction– Proximity– Mere Exposure– Looking Good– Perceived similarity
The Psychology of Attraction
• Proximity: Geographic nearness is a powerful predictor of relationships.– Absence
makes the heart grow fonder but, out of sight, out of mind!
The Psychology of Attraction• Mere exposure
effect: Repeated exposure to novel stimuli increases their attraction.
Beauty Pageant Winner
The Psychology of Attraction
• Physical Attractiveness: Once proximity affords contact, the next most important thing is looking good!
(whatever “looking good” means to the person of interest)
The Psychology of Attraction
• Similarity: Similar views among individuals causes the bond of attraction to strengthen.
Similarity breeds content!
(Fake it if you have to!)
Passionate Love
1. Physical arousal plus cognitive appraisal
2. Arousal from any source can enhance one emotion depending upon what we interpret or label the arousal.
Schachter’s Two-factor theory of emotion
So….do the fun, active dates and hope the arousal is attributed to you and your awesomeness!
(Then get to the spaghetti dinners…)
Companionate LoveDeep, affectionate attachment we feel for those with whom our lives are
intertwined.
Use operant conditioning techniques to get your loved one to do what you want!
Cou
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