Six Techniques of Social Influence......

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Front (Question)

Six Techniques of Social Influence

Back (Answer)

1. Reciprocation: people are more willing to comply with requests from those who have provided something first - scratch my back and ill scratch yours

2. Commitment/Consistency: people are more willing to comply with a request if it is consistent with a recent commitment - if he has once done you a kindness, he will be more ready to do you another

3. Authority (expert): people are more willing to comply when the person making the request is perceived as an authority

4. Social Validation: people are more likely to take a recommended step when they see evidence that similar others are doing the same thing (EX: "everybody's doing it")

5. Scarcity: people find objects and opportunities more attractive based on scarcity (EX: diamonds are not actually rare) (EX: Beanie Babies - "their going to be retired") ADVERTISING

6. Liking/Friendship: people prefer to say yes to people they like (EX: tupperware parties)

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Other flashcards from Social Psychology Test 2
$1 Lie or $20 Lie When we Feel Cognitive Dissonance Cognitive Consistency is affected by Reducing Cognitive Dissonance "Embarrassment Test" *** Voluntary False Confession Coerced-Compliant Confession Coerced-Internalized Confessions Interrogative Suggestibility Coerced Internalized Confession Factors How to Protect Innocent? Low need to Evaluate High need to Evaluate Credibility of Communicator Trustworthy Ready Ideas Accuracy Fear Factor Social Influence Conformity Compliance Obedience Six Techniques of Social Influence Goals of Social Influence Asch's Research on Group Influence - ... Active and Public Commitments No Commitment Private Commitment Public Commitments Expert power Social Validation Uncertainty in Social Validation Gaining Social Approval Norm of Reciprocity Door-in-the-face Technique That's-not-all Technique Commitment-Initiating Tactics Foot-in-the-Door Low-Ball Bait and Switch Labeling MIlgram's Obedience Study M.O.S. Experimental Features M.O.S Factors that Influence Obedience Proximity Self-Perception Theory The Prods M.O.S. Obedient Participant Counterattitudinal Action Impression Motivation