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Social Influence > 5 Reciprocity and Liking > Flashcards

5 Reciprocity and Liking Flashcards

1
Q

Art

Cialdini on Altruism

A

-true altruism might be an illusion
-altruistic acts might instead
be caused by self-centered motivations
-most, if not all, prosocial actions are caused ultimately by egoistic motivations such as the desire to avoid guilt or to enhance one’s own mood
-when people help others, they are really helping themselves, and thus the act is not truly selfless
-on “oneness”: many
cases of apparent altruism involve people helping that part of themselves
that is merged into their representation of the person being helped

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2
Q

Art

Batson on Altruism

A

-empathy-altruism hypothesis = altruism is alive and well in human
prosocial behavior
-altruism exists insofar as prosocial actions are motivated by a genuinely selfless desire to benefit another person
-truly selfless acts could arise out of a feeling
of empathic concern for another person
-evidence for the empathy-altruism hypothesis = factors that increase empathy also tend to increase the likelihood of aiding a person in need of help
-even if an individual experiences self-rewards
such as enhanced mood or relief from guilt from behaving prosocially,
the action is altruistic if it is initially motivated by a desire to help the other person; that is, although self-rewards may be the consequence, they are not necessarily the cause of helping behavior
-empathic concern does not predict helping behavior under conditions of substantial cost

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3
Q

Art

Is caregiving a fundamental human motive?

A

CIALDINI
-a sense of merged identity or oneness reflects a psychological mechanism by which individuals recognize kin and those likely to reciprocate
-motivation for costly helping would conveniently
occur under conditions in which it is adaptive to sacrifice: under
circumstances of shared genes or when others are likely to return favors
-oneness also powerfully predicts helping among friends and even acquaintances or near-strangers
-oneness = motivational mechanism for costly helping?
-social bonds were designed by evolution to help
individuals inhibit self-centered impulses in ways that favor the motivation
to give help to others.

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4
Q

Art

Selective Investment Theory

A

Selective Investment Theory = significant costs of allocating resources to nonrelatives or non reciprocators means that social bonds, because they motivate sacrifice, must emerge selectively with recipients who are not likely
to exploit altruistic tendencies and with recipients who are in a position to enhance the fitness of the helper

Implication:

  • because the vulnerability of the person in need implies a low probability of exploitation, genuine signs of need trigger remarkable instances of sacrifice even for strangers
  • the functional significance of close, bonded relationships as motivational mechanisms that enable individuals to give away their resources to others

=> suggests that CAREGIVING = Fundamental human motivation

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5
Q

Art

Implications of social bonding and prosocial behavior for physical health

A

-robust association between social relationships and health, such that people in close relationships are healthier and live longer than do those who are
socially isolated
-the health benefits of being in close relationships might stem primarily from giving
social support, rather than from receiving it
-evidence suggests that individuals who provide help to others live longer and are healthier than those who do not
-many psychological and physical benefits to giving social support

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6
Q

Ch2

Rule of reciprocation

A

Rule of reciprocation:

  • what somebody else has given us should be repaid
  • “We are obliged to repay”
  • an adaptive mechanism that serves to divide labor and the exchange of natural produce and services
  • binds those individuals together to form a highly effective group
  • longevity of reciprocation = difference concerning the kind of favor that was provided in the first place
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7
Q

Ch2

How does the rule of reciprocation work?

A
  • how strong the rule for reciprocity is - it can even overrule a factor as strong as sympathy/liking
  • benefactor-before-beggar strategy (favor is done before getting paid)
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8
Q

Ch2

Free samples

A

people are falling prey to the rule of reciprocity by buying things they don’t even like because they had been given a prior sample as a gift

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9
Q

Ch2

How does the rule of reciprocation invite a feeling of indebtedness?

A
  • If it serves to establish interdependent relationships between subjects resulting in the fact that initiation of such a relationship is possible without having to fear a loss, then most certainly a first favor has to be met with an obligation, no matter whether this was asked for or not
  • pressure to conform to this rule is strongly embedded in our culture
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10
Q

Ch2

How can the rule of reciprocation lead to unequal exchanges?

A
  • we generally dislike the feeling of indebtedness
  • we fear being disliked by our social group and sometimes comply with an unequal request in order to avoid being stigmatized
  • we are unlikely to ask for a favor in the first place if we are not able to repay it
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11
Q

Ch2

What is the technique of rejection-then-retreat?

A

rejection-then-retreat = door-in-the-face strategy

  • starting out with a larger request that the victim is most likely to reject, the likelihood is increased that a subsequent smaller request will be obeyed
  • important aspect was its relative size compared to the initial request
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12
Q

Ch2

How do concessions and perceptual contrast work in practice?

A

-different things presented one after another will seem more different than they objectively are

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13
Q

Ch2

Advantages of rejection-then-retreat

A
  • win/win

- smaller request is almost always met with compliance

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14
Q

Ch2

Positive side effects of the rejection-then-retreat?

A
  • when we comply with acts of concessions we feel more responsible for the arrangement we have just established
  • more satisfied with our work
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15
Q

Ch2

How can exploitation of the rule be prevented?

A

need to see those offers as what they truly are

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16
Q

Ch5

Tupperware party

A
  • we are more likely to comply with a request if the requester is somebody we like and know
  • the presence of the friend is not even necessary to elicit the desired behavior, mentioning the name is often sufficient
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17
Q

Ch5

Factors that cause likability

A
  1. Physical Attractiveness:
    - beautiful people are often treated superior
    - unaware of the impact that attractiveness has
    - halo effect
    - being good-looking increases the chance of receiving help when needed and to change other’s opinions
  2. Similarity
    sense of opinions, personality traits, background, and lifestyle
  3. Compliments
    whether the stated compliments were correct or not, they produced identical amounts of liking
  4. Contact and Cooperation
    - People like what is familiar to them
    - increased mutual exposure will also increase prejudice between black and white students -> conditions is competition
    - education professionals developed a concept of cooperative learning to reduce competition to a healthier level
18
Q

Ch5

Cooperative Learning

A

Sharif:

  • The need for cooperation led to a fast abandonment of previous rivalry and both groups worked harmoniously to achieve their common goals
  • Jigsaw classroom = cooperation among students in order to work through all the material that is to be tested in the end
  • Good Cop/Bad Cop: Due to the contrast principle, Good Cop will be perceived as even more likable compared to Bad Cop
19
Q

Ch5

How can exploitation be prevented?

A

Instead of focusing on the things that elicit our liking of the exploiters or the products they promote, we should merely concentrate on the fact that inadequate liking has been produced

20
Q

Reciprocity

A

-We should try to repay what another person has provided us (fairness)
-Gift, favors, invitations, etc.
-Reciprocity= Give something without actually losing
-Adaptive: create dependencies that bind individuals together
-Powerful
-Applies even to uninvited first favor
(someone else can initiate a relationship of obligation without our asking for it
Initiator is in charge)
-The reciprocity rule can spur unequal exchanges

21
Q

Reciprocity

Evolutionary explanations for helping:

A
  1. Kin selection theory (degree of helping depends on the number of shared genes)
  2. Reciprocal altruism theory
    (Expecting reciprocity, meercats)
22
Q

Generalized reciprocity

A
  • Test rats that recently experienced help pulled more often than when they had not experienced help.
  • The pulling frequency was on average 21% higher in the helper treatment than in the nonhelper condition
23
Q

Reciprocity

Ultimate Game

A
  • Assignment: Divide 10 euro between yourself and other
    -Bidder: offers amount between 0 and 10 euro
    -Receiver: Accepts or rejects offer
    -Rules:
    Accept offer: both keep money
    Reject offer: both get nothing
RESEARCH 
You are the receiver you get an offer of 2 Euro. What do you do? 
-Classical economics: 
Accept! Something better than nothing. Rejecting costs money.
-Reality: Offer rejected
=> Punish the other
-Why?
=> Social Psychology: fairness
24
Q

Reciprocity
How does it work?
Why is it so powerful?

A
  • Violations sanctioned (Social norm!)
  • Avoid social disapproval
  • Obligation to receive
  • Impolite to reject a gift
  • Often surprised
  • Power in hands of the giver: choice of gift and favor
  • Emotions such as gratitude (upon receiving a benefit) and guilt (upon failure to repay) are powerful motivators of reciprocation
25
Q

Reciprocity

Short- Long-term

A
  • Recently received favor more valuable than favor received further back in time
  • If you provided a favor, value increases over time
  • Reciprocity more powerful in the short term
26
Q

Techniques using Reciprocity

Adding gift: That´s not all technique

A

-When target is unsure about complying, add benefits
-Example: offer unpriced cupcakes. When passerby asked price:
75 cents for cupcake & cookies
75 cents – pause – you will also get some cookies

Results: sales doubled if that’s not all technique is used

-Reciprocity and also reference point

27
Q

Techniques using Reciprocity

Reciprocal concessions: Door-in-the-face (DITF)

A
  • Large request followed by a small one
  • More likely to comply with the small request, even when you are not interested in both request
  • Obligation to make a concession to someone who has made a concession to us (retreat is perceived as benefit)
28
Q

Techniques using Reciprocity

Door-in-the-face (Rejection-then-retreat)

A

-Mutual concession:
obligation to make a concession as well, guarantee that a concession will be returned
-Contrast: second request appears smaller
-The person who requests wins either way, either large or small request will be granted
-continue complying because of greater responsibility for terms of agreement, greater satisfaction with arrangement

Is it merely a contrast effect? not only, reciprocity comes into play

Different requester? only works if done by one person

29
Q

Techniques using Reciprocity

Similarities Door-in-the-face
and That´s Not All

A
  • Initial request is followed by a more attractive second request
  • Both involve processes of norm reciprocity and contrast
30
Q

Techniques using Reciprocity

Differences Door-in-the-face
and That´s Not All

A

DITF: initial request is rejected
that’s not all: not waiting for rejection

DITF: initial offer is made less sour
that’s not all: initial offer is made sweeter

31
Q

Liking

A
  • We prefer to say yes to the request of people we KNOW and LIKE
  • This person does not need to be present, just mentioning his/her name suffices -> Endless chain method, Free sample copies of magazine
  • Unconscious
32
Q

Liking

Tupperware strategy

A
  • Reciprocity: everyone receives a gift before the buying begins
  • Consistency/ commitment: guests are urged to describe publicly the uses and benefits of Tupperware products they already own
  • Social proof: once the buying starts, it is clear that other, similar people, want the product too, so it must be good
  • Liking: Request to purchase comes from the host, a friend to every participant
    (s) he receives a profit from every piece sold

-Purchase strongly depends on strength of social bond rather than product preference

33
Q

Which factors cause liking

A
  • Physical attractiveness
  • Similarity
  • Compliments
  • Contact and cooperation (Brief interactions increase compliance, and liking)
  • Association
34
Q

Liking

Physical attractiveness

A
  • Halo-effect: one positive characteristic dominates the way that person is viewed (i.e. influences other evaluations)
    -Attractive people believed to be talented, kind, honest, intelligent (Higher chance of being hired for a job, Higher wage, Lower sentences in criminal trials, More likely to obtain help when in need
    More persuasive)
35
Q

Liking

Similarity

A
  • We like people who are similar to us: Opinions, Personality traits, Background, Lifestyle, Clothing, Name , Verbal style
  • Elicit compliance by stressing similarity, even trivial ones
  • When stressing similarity fails: Explicit mimicry, when distinctiveness is under threat
36
Q

Liking

Empathy

A
  • (Knowing/ liking > empathy)
  • Empathy for a person increases compliance
  • Example: imagine how you would feel if you were on trial
  • More favorable decision for defendant in a court trial
37
Q

Liking

Compliments

A
  • If someone fancies you, you will probably like and comply

- Flattering induces compliance: But not only via liking

38
Q

Liking

Contact and cooperation

A
  • We like things that are familiar to us
  • Contact as such not sufficient:
  • > Contact not always result in integration
  • > Exposure under unpleasant conditions (e.g., frustration, conflict) leads to less liking
  • Contact and cooperation:
  • > Summer camp: Eagles and Rattlers
  • > Jigsaw classroom: less prejudice, higher performance levels
  • > Common goals only to be reached when all contribute
  • > Equal status
39
Q

Liking

Association

A
  • Innocent associations with either bad or good news influence how people feel about us
  • We tend to dislike people who bring us unpleasant information and like people who bring pleasant information, even when the person did not cause the bad news
  • People assume we have the same personality traits as our friends
  • Receiving a reward in the presence of neutral person increases the probability of liking that person
  • Connect products to things we like
  • We respond the same way to the product as we do to attractive models (Cars advertised with attractive models evaluated more positively, Unaware)
40
Q

Is being liked always better?

A

-Imagine salesman:
Neutral, Condescending

Attitude towards offered product?

Social Influence (8 decks)

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