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Manipulation 101 Social Psych Ch. 17. Social Influence Social psychologys great lesson is the enormous power of social influence. Defined as a change.

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Presentation on theme: "Manipulation 101 Social Psych Ch. 17. Social Influence Social psychologys great lesson is the enormous power of social influence. Defined as a change."— Presentation transcript:

1 Manipulation 101 Social Psych Ch. 17

2 Social Influence Social psychologys great lesson is the enormous power of social influence. Defined as a change in behavior caused by real or imagined pressure from others. NON SEQUITER © 2000 Wiley. Dist. by Universal Press Syndicate Reprinted with Permission

3 Manipulation Trifecta + 1 Conformity –Changing ones behavior to match the responses or actions of others Compliance: Get em to do what you want! Obedience Manipulation and attraction

4 Conformity & Chameleon Effect Adjusting to coincide with a perceived standard. Automatic (unconscious) mimicry is part of empathy.

5 Conformity & Modeling Behavior is contagious, modeled by one followed by another. We follow behavior of others to conform. Elevator Study

6 Conformity and Group Pressure Were all individuals! …Im not. –Suggestibility is a subtle type of conformity, adjusting our behavior or thinking toward some group standard. Aschs Famous Line Study of Conformity

7 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?

8 Conformity & Brain-Washing Starts 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 Final Minutes At Jonestown

9 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 groups status and attractiveness. 5.One has no prior commitment to a response. 6.The group observes ones behavior. 7.Ones culture strongly encourages respect for a social standard.

10 Manipulation Trifecta + 1 Conformity Compliance: Get em to do what you want! –Changing ones behavior in response to a direct request. Obedience Manipulation and attraction

11 Compliance Techniques Foot-in-the-door technique Door-in-the-face technique Bait-and-switch technique Thats-not-all technique Scarcity technique Reciprocity norm technique

12 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.

13 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.

14 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 at this great car it has a lot more options, and it will only cost you a few more dollars a month."

15 Foot-in-the-door technique Door-in-the-face technique Bait-and-switch technique Thats-not-all technique Get People to Do What You Want!

16 Foot-in-the-door technique Door-in-the-face technique Bait-and-switch technique Thats-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!

17 Get People to Do What You Want! Foot-in-the-door technique Door-in-the-face technique Bait-and-switch technique Thats-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

18 Get em in a Group: Bystander Effect Tendency of any given bystander to be less likely to give aid if other bystanders are present.

19 Bystander Effect: Diffusion of Responsibility Kitty Genovese

20 Bystander Intervention: The decision-making Akos Szilvasi/ Stock, Boston

21 Manipulation Trifecta + 1 Conformity Compliance: Get em to do what you want! Obedience –Changing ones behavior in response to a directive from an authority figure. Manipulation and attraction

22 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 captains 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

23 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 ( )

24 Obedience: Milgrams Study Both Photos: © 1965 By Stanley Miligram, from the film Obedience, dist. by Penn State, Media Sales

25 Milgrams Study: Results

26 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 Milgrams study, participants were torn between hearing the victims pleas and the experimenters orders.

27 Manipulation & Attraction The Psychology of Attraction –Proximity –Mere Exposure –Looking Good –Perceived similarity

28 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!

29 The Psychology of Attraction Mere exposure effect: Repeated exposure to novel stimuli increases their attraction. Beauty Pageant Winner

30 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)

31 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!)

32 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. Schachters 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…)

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34 Companionate Love Deep, 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! Courtship and Matrimony (from the collection of Werner Nekes)


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