Persuasion
- Elaboration Likelihood Model: central vs peripheral route of persuasion
- Central Route of Persuasion: informative
- Peripheral Route of Persuasion: emotional
- Foot-in-the-Door: small request first -> agree -> larger request
- Door-in-the-Face: large request first -> reject -> ask smaller again
Social Influence
- Social Norms: unsaid social rules/expectations for people in a society
- Normative Social Influence: no change in opinions, but wants to fit in (Asch)
- Informational Social Influence: actual change in opinions (because others say so)
- Conformity: acts according to others' consensus behavior to gain social approval
- Solomon Asch's Conformity Study: two lines; one dissenter is enough to break conformity
- Milgram's Shock Experiment: obedience to authority -> leads to ethics & IRB
- Zimbardo's Stanford Prison Experiment: Social Roles (prisoner/guard); anonymity
- Compliance: cooperation out of persuasion: foot-in-door, etc.
- Obedience: complying with the directives of an authority figure
Group Processes
- Social Loafing: "slacker"; diffusion of responsibility
- Social Facilitation: with an audience, one can perform familiar skills even more successfully
- Social Inhibition: with an audience, one's performance of unfamiliar skills are even worse
- Deindividuation: loss of self awareness in a group, do things unlike your usual behavior
- Groupthink: no one say dissenting words because they assume others agree
- Group Polarization: opinion becomes more one-sided (usually the same side as the starting side, but more extreme)
- Minority Influence: only one dissenter is needed to break group polarization or groupthink
- False Consensus Effect: people overestimate the levels to which others agree with them
In-Group/Out-Group Processes
- Contact Theory: we start to like those we don't like just by being in touch with them
- Superoridnate Goals: we can befriend enemies when we have common goals; help reduce stereotyping and hostility
- Instrumental Aggression: I attack others to benefit myself
- Hostile Aggression: I attack others just to vent (angry, catharsis); no self-benefit
- Frustration-Aggression Hypothesis: violence is because of built up frustration
- Altruism: selfless act; prosocial behavior
- Reciprocity: a norm, you give me something, I will reciprocate
- Social exchange = Reciprocity
- Social Responsibility Norm
- Bystander Effect: consequence of Diffusion of Responsibility
Social Traps: everyone only thinks of self interest, depletes public resources, e.g. fishing problem (public pool problem)
Industrial-organizational (I/O) psychologists: study how people perform in the workplace (e.g. best practices in management of work, relationships among people working together or for a common company or program, and how people feel about work (burnout), etc.)