国外社会心理学1课件9.ppt

国外社会心理学1课件9.ppt

《国外社会心理学1课件9.ppt》由会员分享，可在线阅读，更多相关《国外社会心理学1课件9.ppt（27页珍藏版）》请在冰豆网上搜索。

Chapter9Thismultimediaproductanditscontentsareprotectedundercopyrightlaw.Thefollowingareprohibitedbylaw:

anypublicperformanceordisplay,includingtransmissionofanyimageoveranetwork;preparationofanyderivativework,includingtheextraction,inwholeorinpart,ofanyimages;anyrental,lease,orlendingoftheprogram.SocialInfluence:

ChangingOthersBehaviorCopyright2006,AllynandBaconSocialInfluenceConformityComplianceSymbolicSocialInfluenceObediencetoAuthoritySocialInfluenceGoesToWorkCopyright2006,AllynandBaconSocialInfluenceSocialInfluenceeffortsbyoneormoreindividualstochangetheattitudes,beliefs,perceptions,orbehaviorsofoneormoreothersCopyright2006,AllynandBaconConformityConformityatypeofsocialinfluenceinwhichindividualschangetheirattitudesorbehaviorinordertoadheretosocialnorms:

RulesregardinghowpeopleareexpectedtobehaveinspecificsituationsCopyright2006,AllynandBaconConformityAschs（1950s）ResearchonConformityParticipantswereaskedtoindicatewhichofthreelinesmatchedastandardlineinlength.Copyright2006,AllynandBaconConformityDuringthecriticaltrials,participantshadtogivetheiranswersafteraunanimousgroupgavethewronganswer.76%conformedatleastoncetothegroupsfalsejudgmentOverall,theyagreedwiththeerrors37%ofthetimeLaterresearchfoundthatanally（someonewhodisagreedwiththegroup）andtheabilitytomakeresponsesprivatelybothreducedconformity.Copyright2006,AllynandBaconConformityFactorsthatAffectConformityCohesivenessthedegreeofattractionfeltbyanindividualtowardaninfluencinggroupAscohesivenessincreases,conformityincreasesGroupsizeAsgroupsizeincreases,conformityincreasesDescriptiveNorms（whatmostpeopledoinagivensituation）andInjunctiveNorms（specifywhatoughttobedone）BothcanincreaseconformityNormativeFocusTheorypredictsthatpeoplearemorelikelytoconformtoinjunctivenormswhentheyaresalienttothem.Copyright2006,AllynandBaconConformitySituationalnormsGuidebehaviorinagivensituationorenvironmentCanbeactivatedautomaticallywithoutconsciousawarenessandcanexertstrongeffectsonbehaviorCopyright2006,AllynandBaconConformityWhyPeopleConformNormativeSocialInfluencebasedonthedesiretobelikedoracceptedbyothersInformationalSocialInfluencebasedonthedesiretopossessaccuratesocialperceptionsThisisanespeciallystrongsourceofconformitywhenthetaskisimportantanddifficultyanduncertaintyarehigh.Copyright2006,AllynandBaconConformityWhyPeopleDoNotConformIndividuationpeoplesneedtobedistinguishablefromothersinsomerespectsPeoplesneedtomaintaincontrolovertheirlivesSomepeoplecannotconformDuetophysical,legal,orpsychologicalreasonsCopyright2006,AllynandBaconConformityMinorityInfluenceMinoritiescaninfluencemajoritieswhen:

Theyareconsistent,flexible,andcongruentwithsocialtrendsMinoritiescanprovokemajoritiestoengageinsystematicprocessingoftheissues.Minoritiesoftenmustformstrongargumentstodefendtheirpositionsandmayoverestimatethesupportfortheirviews.Canincreasetheirperseveranceandresultinlarge-scalesocialchangeCopyright2006,AllynandBaconConformityWhatareyourthoughts?

Whyarepeoplesusceptibletosocialinfluence?

Whatareeffectivestrategiestoincreaseconformity?

Aretheresituationsinwhichmencanbemoreconformingthanwomen?

Ifso,pleaseexplain.Whyisitimportantthatminoritiesareabletoinfluencemajorities?

Inwhichcontextsisthisimportant?

Copyright2006,AllynandBaconComplianceCompliancetypeofsocialinfluenceinvolvingdirectrequestsfromonepersontoanotherPrinciplesthatunderliecomplianceFriendship/LikingCommitment/ConsistencyReciprocityScarcitySocialValidation（relatedtoinformationalsocialinfluence）AuthorityCopyright2006,AllynandBaconComplianceTacticsbasedonfriendshiporlikingIngratiationrequestersfirstinducetargettolikethemUseflattery,improveonesappearance,emitpositivenonverbalcues,dosmallfavorsfortargetpersonTacticsbasedoncommitmentorconsistencyFoot-in-the-doorTechniquerequestersbeginwithasmallrequestandthen,whenitisgranted,escalatetoalargeroneLowballProcedureanofferordealischangedtomakeitlessattractivetothetargetpersonafterthispersonhasaccepteditCopyright2006,AllynandBaconComplianceCopyright2006,AllynandBaconComplianceTacticsbasedonreciprocityDoor-in-the-faceTechniquerequestersbeginwithalargerequestandthen,whenthisisrefused,retreattoasmalleroneThatsNotAllTechniquerequestersofferadditionalbenefitstotargetpersonsbeforetheyhavedecidedwhethertocomplywithorrejectspecificrequestsTacticsbasedonscarcityPlayingHardtoGetsuggestingthatapersonorobjectisscarceandhardtoobtainDeadlineTechniquetargetpersonsaretoldthattheyhaveonlylimitedtime