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Social Influence Social Norms
Social Norms – what are they? Accepted and expected ways of behaving in a group
Examples of Social Norms
Any other examples? Perhaps you can think of some?
Why do we conform?
Informational Social Influence 1938 American Radio Play – War of the Worlds Link Use the Informational model to explain it.
Normative Social Influence
Why does a respectable teenage girl shoplift her makeup from Boots? Use the normative model to explain it
Copyright © 2002 by Allyn and Bacon 4 Commitment-Based Tactics Foot-in-the-Door Technique Low-Ball Technique Bait and Switch Technique Labeling Technique Managing Self-Image
Copyright © 2002 by Allyn and Bacon Foot-in- the-Door FIRST STEPSECOND STEP Low-Ball Bait and Switch Labeling TACTIC
Copyright © 2002 by Allyn and Bacon Gain Targets Compliance With a Small Request Foot-in- the-Door FIRST STEP SECOND STEP Low-Ball Bait and Switch Labeling TACTIC Example: Would you sign a petition to help feed starving children?
Copyright © 2002 by Allyn and Bacon Gain Targets Compliance With a Small Request Foot-in- the-Door FIRST STEP SECOND STEP Low-Ball Bait and Switch Labeling TACTIC Would you sign a petition to help feed starving children? Make a Related, Larger Request Would you work for 2 weeks in the local soup kitchen?
Copyright © 2002 by Allyn and Bacon Foot-in-the-Door Technique Agreeing to the first small request focuses ones self-image on being consistent on that topic/issue. It would be inconsistent to refuse a second larger request involving the same topic/issue. Managing Self-Image
Copyright © 2002 by Allyn and Bacon Get an Agreement to a Specific Arrangement Foot-in- the-Door FIRST STEP SECOND STEP Low-Ball Bait and Switch Labeling TACTIC Get the Customer to Agree to Buy a New Car for $15,000
Copyright © 2002 by Allyn and Bacon Get an Agreement to a Specific Arrangement Foot-in- the-Door FIRST STEPSECOND STEP Low-Ball Bait and Switch Labeling TACTIC Get Customer to Agree to Buy a New Car for $15,000 SECOND STEP Change The Terms of The Arrangement Oh, you wanted tires and seats? Then thatll be $15,999.
Copyright © 2002 by Allyn and Bacon Low-Ball Technique After actively choosing an object/item, people take mental possession of it, and it becomes part of their self- concept or self-image. Managing Self-Image It often is easier to continue with the commitment than to change ones self- concept or new self-image.
Copyright © 2002 by Allyn and Bacon Advertise a Low Price on an Item Foot-in- the-Door FIRST STEP SECOND STEP Low-Ball Bait and Switch Labeling TACTIC Spur the Target to Take a Course of Action
Copyright © 2002 by Allyn and Bacon Advertise a Low Price on a New Stereo Foot-in- the-Door FIRST STEPSECOND STEP Low-Ball Bait and Switch Labeling TACTIC Spur The Target to Take a Course of Action SECOND STEP That stereo is junk, but just $299 more buys this beauty! Describe the Course as Unwise, Suggest an Alternative
Copyright © 2002 by Allyn and Bacon Bait and Switch Technique This technique gets people to accept a deal they would have rejected if it had been offered first. Managing Self-Image It works by getting people to commit to a general course of action (e.g., the need to have a new stereo).
Copyright © 2002 by Allyn and Bacon You Are A Very Generous Person! Foot-in- the-Door FIRST STEP SECOND STEP Low-Ball Bait and Switch Labeling TACTIC Assign The Target a Trait Label
Copyright © 2002 by Allyn and Bacon You Are A Very Generous Person! Foot-in- the-Door FIRST STEPSECOND STEP Low-Ball Bait and Switch Labeling TACTIC Assign The Target a Trait Label SECOND STEP Say, Can You Contribute to the ex-CEO fund? Then Seek Compliance With a Label- Consistent Request
Copyright © 2002 by Allyn and Bacon Labeling Technique The label (e.g., youre very generous) activates a favorable self-image. Managing Self-Image This motivates the person to behave consistently with the activated self- image (e.g., by being generous).
IB syllabus says…. Discuss the use of compliance techniques (e.g. reciprocity principle, door in face technique, goal gradients, foot in door technique,
“Hey, hey, hey! Are you folks nuts? I’m telling you, this is the car for you.”
Reciprocity Scarcity Authority Commitment Liking (“love bombing”) Social Validation Six Universal Influence Principles Robert Cialdini Robert Cialdini.
Copyright © Allyn and Bacon Chapter 6 Social Influence This multimedia product and its contents are protected under copyright law. The following.
Lecture 7 Social Influence. Outline Introduction Effects of Mere Presence Conformity Compliance Obedience.
Social Psychology. Social Psychology can be defined as a branch of psychology that studies individuals in the social context. In other words, it is the.
PERSUASION The deliberate attempt to influence the attitudes or behavior of another person in a situation in which that person has some freedom of choice.
Chapter 9: Social Influence: Changing Others’ Behavior.
Sequential Request Strategies How to open doors… and slam them.
Compliance and Persuasion. Small Request – Large Request In the Korean War, Chinese soldiers solicited cooperation from US army prisoners by asking them.
6 Principles of Social Influence: 1. Norm of Reciprocity 2. Commitment & Consistency 3. Social Validation 4. Liking 5. Scarcity 6. Authority.
By: Ayat Ahmad, Reggie and Salvador. Foot-in-the-door Low balling Door-in-the-face.
WEB Copyright © Allyn & Bacon Social Influence: Changing Others’ Behavior This multimedia product and its contents are protected under copyright.
ADVERTISE THIS! Our Product Name: Price: Where to buy it: How to use it and good points:
4.2 Sociocultural Level of Analysis: Social and Cultural Norms.
What do you do when the consumer either does not want your product, or does not want to pay attention to your message? Use Persuasion / Compliance Techniques.
Socio-cultural Cognition (4.1) 1. Describe the role of situational and dispositional factors in explaining behaviour. 2. Discuss two errors in attributions.
Sociocultural Level of Analysis: Social and Cultural Norms Part II.
USING MODERN PERUASION THEORY IN PROFESIONAL COMMUNICATION.
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Theoretical Understanding from Readings –Cialdini, Keys & Case Practical Application –Do Salary Negotiation Exercise –Discuss learning from Salary Negotiation.
Closing the Sale Ch. 15 ME. How to Close the Sale Section 15.1.
Social Influences on Behavior Chapter 14. Effects of Being Observed SOCIAL FACILITATION: tendency to perform a task better in front of others than when.
Discuss the use of compliance techniques This example shows failure of the ‘door in the face’ technique.
Copyright © 2008 Allyn & Bacon Leadership and Management Skills 1. Identify the functions of a leader. 2. Understand major theories of management. 3. Explain.
Chapter 6: Social Influence Social Psychology by Tom Gilovich, Dacher Keltner, and Richard Nisbett.
This multimedia product and its contents are protected under copyright law. The following are prohibited by law: any public performance or display, including.
Decision Making and Influence: Presentation for Campus Environmental Sustainability Team (CEST) August 5, 2010.
Attitudes a belief and feeling that predisposes one to respond in a particular way to objects, people, and events Can be formed through learning and exposure.
W HAT IS C ONSUMER B EHAVIOR ? Consumer Behavior investigates the manner that people interact with products and their marketing environment. This can.
Consumer Attitude Formation and Change. ©2000 Prentice Hall Issues in Attitude Formation How attitudes are learned Sources of influence on attitude formation.
Marketing Chapter 18. Value of Marketing Until recently, marketing was not recognized as a valuable function in noncommercial settings Foodservice facilities.
© 2006 Prentice Hall Leadership in Organizations 6-1 Chapter 6 Power and Influence.
For More Best A+ Tutorials ASHFORD PSY 104 Entire Course ASHFORD PSY 104 Week 1 DQ 1 Pervasive Issues ASHFORD PSY 104 Week 1 DQ.
Attitudes and Behavior. Cognitive Dissonance: Why oh why? We like a product more if we pay for it than if it were free We like a product more after we.
Discuss the use of compliance techniques. What is compliance? Compliance is the modification of behaviour from direct pressure to respond to a request.
Consumer and Business Buyer Behavior
1Copyright 2010 McGraw-Hill Companies. 2 Attitude Favorable or unfavorable evaluative reaction toward something or someone.
SOCIOCULTURAL LOA. Evaluate SOCIAL IDENTITY THEORY, making reference to relevant studies. Key Concepts: Social Categorization Social Identity
Social Influence Tactics. Constantly bombarded by attempts to influence us… Newspapers Magazines Television Internet Radio Outdoor signs Politics and.
COMMITMENT AND CONSISTENCY Commitment and Consistency Remember cognitive dissonance? Feeling of anxiety or tension Arises when behaviors = attitudes.
Pop Culture Popular Culture – consists of activities, products and services that are assumed to appeal primarily to members of the middle and working classes.
The Marketing Mix. The tools available to a business to gain the reaction it is seeking from its target market in relation to its marketing plan The.
Business Law Chapter 7 – Offer and Acceptance. Celia had worked after school since she was 14 to save money for a car. When she turned 18, she bought.
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