1
Q
Changes in behavior that are elicited by direct request
A
compliance
2
Q
Technique in which the influencer prefaces the real request by securing the agreement to a small request
A
Foot in the door
3
Q
Technique in which the influencer secures agreement with a request but then increases size of request by revealing hidden costs
A
Low balling
4
Q
Tecnique in which the influencer prefaces the real request with one so large that it is rejected
A
door in the face
5
Q
Technique where the influencer begins with an inflated request, then decreases its size by offering a discount or bonus
A
that’s not all
adding more on
6
Q
EX: You’re buying a new car with awesome features for 10.00 then “Oh wait non of the features are included and they all cost 50.00”
A
low balling
Influencer gives u price and then reveals hidden costs
7
Q
EX: “Mom can I stay out until 3 am?
“NO”
“12?”
“ok”
A
door in the face
8
Q
EX:”Could you donate 2.00 to save puppies?”
Actually 2.00 a week
A
foot in the door
9
Q
Who was a lider of Heaven’s gate?
A
Applewhite, T, Do
10
Q
What % of people went all the way through shock experiment; how far was all the way?
A
65%
450
11
Q
What says that you’re more likely to comply when someone does something to you first?
A
reciprocity
12
Q
Someone is more likely to listen to a _____ personality
A
authoritarian/fascist
13
Q
Who was Milgrams student?
A
Zimbardo
14
Q
Who wondered why good people do bad things?
A
Milgram
15
Q
Explain Waco.
A
- After hearing reports that Branch Davidian cult leader David Koresh had been abusing children and amassing a store of weapons,
- llegal firearms in hand, the ATF attempted to storm the compound on February 28, 1993.
- gunfight ensued (debate continues over which side fired the first shot). The shooting lasted nearly two hours, leaving four ATF agents and five Branch Davidians dead.
- For 51 days, the ATF and the FBI waited outside the compound, using negotiators to try to end the stand-off peacefully. (There has been much criticism as to how the government handled the negotiations.)
- On April 19, 1993, the ATF and FBI attempted to end the siege by using a form of tear gas (called CS gas), a decision approved by US Attorney General Janet Reno. Early in the morning, specialized tank-like vehicles (Combat Engineering Vehicles) punctured holes in the compound’s walls and inserted CS gas. The government was hoping that the gas would safely push the Branch Davidians out of the compound.
- FIre started no one knew who started it
- (75 dead including Koresh)
16
Q
Powers Koresh used
A
- Legitimate
- Coercive
17
Q
Powers Jones used
A
- Referent
- Coercive
- Expert
- Legitimate- in Guyana
18
Q
Powers Manson used
A
Reward- promised he would lead ppl to victory in race war
-Referent
19
Q
Power Zimbardo used
A
- Legitamate
- Expert
20
Q
Power Milgram used
A
-Referent
Expert
21
Q
Referent power
A
Referent power comes from being trusted and respected. We can gain referent power when others trust what we do and respect us for how we handle situations
22
Q
Expert power
A
-Knowledgable
Doc has expert power over your health
23
Q
Coercive power
A
-blackmail
-hold things over ppl
-kill fam
jones had members write confession letters so he could hold that over their heads when they left
24
Q
Legitamate
A
Legitimate power comes from having a position of power in an organization, such as being the boss or a key member of a leadership team.
This power comes when employees in the organization recognize the authority of the individual.
For example, the CEO who determines the overall direction of the company and the resource needs of the company.
25
Reward
Do what I say you'll go to Nirvana
| -give u authority
26
When will someone obey?
1. Character/ personality of subject
- self esteem
- how they were raised
- diff enviorment
- whether or not ur strong willed
2. Authority Figure
- titles
- Uniforms
3. Proximity
4. Procedure
- Responsibility of individual
- gradual escalation of harm
- Cam it make a diff if individual assumes responsibility
5. Social impact theory
- strength, immiedecy, and # of ppl involved
6. Anonymity
27
Explain Manson Murders
- Mom-alcoholic and prostitute -aspiring musician
- drugs and prison
- Followers= family- believed Mason was Jesus and there would be a race war and the African Americans would win and if they hide out through the war, once it was over Manson and his followers would come out and rule them
- Polanski home- killed celebriteis (Sharon Tate who was preggo and used her blood to write the word pig on wall) b/c Manson was rejected in show biz
- Killed LaBianca Family
28
Explain Heaven's Gate
- T and Do
- Science fiction based on christianity
- Eliminate sexes between cult members b/c aliens were only one gender
- two witnesses who are killed, remained dead for 3 1/2 days, were revived and taken up into the clouds. They look upon earth as being in the control of evil forces, and perceived themselves as being among the elite who would attain heaven. They held a profoundly dualistic belief of the soul as being a superior entity which is only housed temporarily in a body. Applewhite said that bodies were only "the temporary containers of the soul...The final act of metamorphosis or separation from the human kingdom is the 'disconnect' or separation from the human physical container or body in order to be released from the human environment."
- They believe that about 2000 years ago, a group of extra-terrestrials came to earth from the Kingdom of Heaven (the "Next Level"). One of these was "Do". He was given instructions by "Ti", his female companion, whom he referred to as his "Heavenly Father." He left his body behind, transported to Earth in a space-ship, and incarnated a human body, that of Jesus Christ. A second group of extra-terrestrials returned to earth, starting in the 1920's. Do was the Captain of this expedition; Ti was the Admiral. They each moved into a human body, but somehow became scattered. Do and Ti held public meetings to disseminate their beliefs. They were pleasantly surprised to find that most of their converts were the long-lost crew members.
- embers called themselves brother and sister; they looked upon themselves as monks and nuns; they lived communally in a large, rented San Diego County (CA) home which they called their monastery. Most members had little contact with their families of origin or with their neighbors. Many followed successful professional careers before entering the group. Some abandoned their children before joining. They were free to leave at any time. They dressed in unisex garments: shapeless black shirts with Mandarin collars, and black pants. They were required commit themselves to a celibate life. Eight of the male members, including Do, submitted to voluntary castration. This seems to have been a form of preparation for their next level of existence: in a life that would be free of gender and sexual activity.
29
What is the social impact theory
Predicts the social influence depends on the strength, immediacy, and numer of source person who exert pressure relative to taret persons who absorb that pressure
30
What was Darley and Lane's experiment called?
Bystander apathy experiment
31
Explain bystander apathy experiment
Darley and Latané thought of a social psychology experiment that will let them see through an event similar to what took place during the murder of Kitty. First, they recruited university students and told them that they will be participating in a discussion about personal problems. Each participant will be talking to other participants of varying number in a discussion group but each of the participants has separate rooms. This conversation will take place over microphones and speakers just so the participants will not be able to physically see the other participants that they are talking to. The topic upon which the conversations will revolve is their college lives.
Each participant will be given two minutes to speak during their turn. All the microphones of other participants will be turned off. The subject is unaware that all the voices that he will hear are all pre-recorded voices. The number of voices that the subject will be 'talking to' depends on the treatment condition that he is in. There are five treatment conditions. First is a solo, one-on-one conversation and the last is a group of six participants (1 subject and 5 pre-recorded voices).
One of the pre-recorded voices is that of an epileptic student who is having seizures. The voice will first confess to the group that he is prone to seizures and it could be life-threatening during its first turn. During its second turn, the seizure will start.
Only 31% of the subjects tried to seek for help. This means that most of the subjects didn't bother to look for the experimenters to help the suffering participant. Most of them were obviously anxious but the reaction was not there.
However, the significant finding of this experiment lies on the results of the first treatment condition. In a one-on-one conversation, 85% of the subjects actually asked for help. This means that if the subjects think that they are the only one who knows about the incident, there is a higher probability that they will ask for help. On the contrary, the bigger groups displayed fewer reactions to the incident.
32
Analysis of Bystander apathy....
The significantly higher percentage of subjects who asked for help in the first treatment condition entails that people react more if there is less number of people around an emergency or an event. On the other hand, the significantly lower percentage of subjects who helped in the other treatment conditions entails that individuals are less likely to help in an emergency when other people are present.
Two reasons were offered to explain the bystander apathy effect. First is diffusion of responsibility. This occurs when other people think that another person will intervene and as a result, they feel less responsible. The second explanation is pluralistic ignorance. This refers to the mentality that since everyone else is not reacting to the emergency; my personal help is not needed. Seeing the inaction of others will lead to the thought that the emergency is not that serious as compared to perception when he is alone.
33
Who came up with the experiment-Robbers cave?
Sherif
34
Explain Robbers cave
- 3 phases -2 seperate groups
1. Both groups bond, create a group name and become a little community
2. Make teams compete, definite winner and loser. Groups won't even eat in same lunch room
3. Join groups together to work on common goal and they'll all cooperate
1. Definite group structures and dynamics consisting of individual status and roles will be formed when a number of individuals without previously established interpersonal relations interact with one another under similar context and events.
2. During the Friction Phase, uneasy conflicts produce unfavourable stereotypes in relation to the out-group and its members placing the out-group at a certain social distance.
3. In an event that a number of conflicting groups are brought together with a common superordinate goal and the attainment of which cannot be achieved by the efforts of one group alone, the groups will tend to cooperate towards the achievement of the superordinate goal.
35
What did Solomon Ash's study prove
That people will go along with the wrong thing if the majority agrees with it
36
Influence that produces conformity when a person believes others are correct in their judgements
informational incluence
37
Describe the conformity in 12 angry men
The initial vote that was taken was public. As they voted by raising their hands, several of the jurors, who later expressed that they weren’t sure the boy was guilty (e.g., Joseph Sweeney—the old man), looked around to see how the other people were voting. But when the ballot was secret and anonymous, some of them didn’t comply. This strongly suggests that there was strong pressure to conform to the majority.
