Flashcards in The influence of others 1 & 2 Deck (27):
another individual performing the same task
a group of people watching an individual perform a task
the phenomenon that the presence of co-actors or an audience affected performance on a variety of tasks
we learn appropriate behaviours by modeling and imitating the behaviour of others.
social learning theory
causes us to imagine movement that never occurred ; an optic illusion
the role of others in setting standards for our conduct based on a fear of rejection
the role of others in providing information about an ambiguous situation
group decision making strengthens the original inclinations of the individual group members
a group decision making environment that occurs when group cohesiveness becomes so strong it overrides realistic appraisals of reality and alternative options
when each individual in a group see nobody responding in a given situation, they conclude that the situation is not an emergency
in deciding whether we have to act, we determine that someone else in the group is more qualified
diffusion of responsibility
individuals seem to be less motivated when working in a group than when working alone
in a group situation, the loss of a sense of personal responsibility and restraint
well-reasoned, two-sided arguments; effective for academic audiences
proposed that we don’t necessarily have a special insight into ourselves. We sometimes have to figure out who we are in a way that is similar to how we figure out who others are.
It is an uncomfortable feeling to know that you did something for no reason
has three components: the communication, message, and audience
Start by asking for something completely unreasonable and then greatly scale back your request – a large request makes the smaller request seem all the more reasonable
door in the face
-a single initial agreement hiding a larger request
-Get your target to first agree to something small – following that, you can escalate the terms.
-First get the target to agree to something up front – once they’ve agreed, they’re committed- once they’re committed, they’re more likely to follow through
-gradual escalation of agreements
foot in the door
refers to an unselfish regard for the welfare of others, a willingness to put your neck on the line to help
we are expected to reciprocate when someone else treats us well. We tend to return favours.
the norm of reciprocity
as a member of society, we are expected to contribute to its welfare in a positive way.
the norm of social responsibility
that altruism results from empathy
states that we help because we would feel distressed (and guilty) if we didn’t.
negative state relief model
involves personal interaction; are engaged in an attempt to make others dislike someone