Principles of Influence
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Principles of Influence

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Principles of Influence Principles of Influence Presentation Transcript

  • Principles of Influence:AuthorityAlfred Dang Joanna Komvopoulos Regan Sweeney
  • Why Authority is Effective Strong pressure for compliance with authority Systematic socialization Authorities usually possess high levels of knowledge, wisdom, & power Submission to authorities can occur in a mindless fashion
  • Symbols of Authority Reacting to authority often in response simply to symbols of authority Research shows 3 kinds of symbols can be effective in this titles, clothing, and automobiles People who obeyed these symbols underestimated the effect of authority on their action
  • TheMilgramExperimentIndividuals were willing to deliverdangerous shocks to anotherperson because they were directedby an authority figure
  • ExperimentalStudy of NursePhysicianRelationshipsNurses were willing to give alethal doses of medicine uponthe phone orders of an unknowndoctor against their training
  • Controlling the Effect of AuthorityTwo questions can help control the effects of falseauthority Is this authority truly an expert?  Focus on proof of authority, circumventing the power of symbols How truthful can we expect this expert to be?  Move away from perceived expertise and consider the trustworthiness of the expert