Social Manipulation

3 types of influence of Accuracy Motive

Informational influence, Persuasion, Consistency

3 types of influence of Approval Motive

Normative Influence, Conformity, Obedience

Hedonic Motive

People tend to seek pleasure and avoid pain

Approval Motive

People want group approval/acceptance

Accuracy Motive

People want to be right

Heuristic Persuasion

(Accuracy Motive) Appeals to habit or emotion

Consistency

(Accuracy Motive) Assess if new beliefs are in line with what you already know

When to use Systematic Persuasion

(Accuracy Motive) Cost of mistake is high, need confidence, message opposes one's beliefs and attitudes. Ex. Buying a car

Persuasion

(Accuracy Motive) Occurs when a person's attitudes or beliefs are influenced by communication from another person

Systematic Persuasion

(Accuracy Motive) Persuasion that appeals to logic and reason.

Two types of Persuasion

(Accuracy Motive) Systematic and Heuristic

Informational Influence

(Accuracy Motive) When a person's behavior is influenced by another person's behavior b/c the latter provides information about what is good or true Ex. NYT Best Seller List

When to use Heuristic Persuasion

(Accuracy Motive) when message is not relevant or self-threatening, message if expected, cognitive load is high, not enough support for systematic persuasion Ex. Buying a luxury car

Normative Influence

(Approval Motive) Societal norms influence behavior Ex. Personal Space

Conformity

(Approval Motive) tendency to do what others do simply because others are doing it. (Not because you think it is the right thing to do)

Obedience

(Approval motive/ normative influence) tendency to do what authorities tell us to do simply because they tell us to do it

Awareness of inconsistency

(Cognitive dissonance/ Consistency/ Accuracy Motive) If you realize that there are inconsistencies in your beliefs and actions. Ex. If you recycle, but throw away your cup because there is no recycle bin

Solomon Asch's experiment

(Conformity/ Approval Motive) got a mixture of actors and real participants to judge which lines were longest. There was an obvious correct answer. The actors gave the wrong answer and the participant conformed.

Foot-in-the-door

(Consistency/ Accuracy Motive) Homeowners and "drive safely" sign, wanted to see if homeowners would put signs in their pretty yards. The people who had signed the petition were more likely to put up the sign than people who didn't sign the petition

Cognitive dissonance

(Consistency/ Accuracy Motive) Unpleasant state that arises when one realizes that beliefs and actions are inconsistent

Behaviorism

(Hedonic Motive) System of rewards and punishments to manipulate a person Ex. "If you cook me dinner, I'll do your homework"

Reactance

(Hedonic Motive) Tendency for people to react negatively to overt attempts to control them

Observational Learning

(Hedonic Motive) learning by watching as a way to manipulate Ex. Yelling at one student for burping. Other students will not burp because they think they will be yelled at

If others like it, it must be good

(Informational Influence/ Accuracy Motive) Assume that others know better than we do (even if they aren't in an authority position)

Door-in-the-face

(Normative Influence/ Approval Motive) Asking for more than you want. Ex. Cars are marked higher than the car salesman wants

Reciprocity of concessions

(Normative Influence/ Approval Motive) Once a person makes a concession, you accept it. Ex. You ask for a lower price on the car, the salesman makes an offer, you take it.

Reciprocity

(Normative Influence/Approval Motive) Societal rule that if you do something for someone, they will probably do something for you.

Norms

(Normative influence/ Approval Motive) Elaborate, unwritten rules about how a person should behave in society. Ex. Personal space

Belief in justification

(Obedience/Approval motive/ normative influence) Normative expectation that there is a reason why authority figures ask us to do something

Authority knows best

(Obedience/Approval motive/ normative influence) authorities have greater respect because of position, a degree, socio-economic status

Stanley Milgram's Experiment

(Obedience/Approval motive/normative influence) participants (thought) they were administering lethal shocks to people because an authority figure told them to. Almost no one actually disobeyed authority