Unit 8

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Unit 8

  1. 1. UNIT 8 CLARCCS: A Closer Look at Peripheral Cues
  2. 2. COMPARISON The Principle: We look at how others behave and decide how we should behave in a similar situation
  3. 3. Two Important Conditions 1. Uncertainty: We will be more likely to look to others for cues when uncertainty is high 2. Similarity: We are more likely to be influenced by those similar to us
  4. 4. The Lost Wallet (Horstein, Fisch, & Holmes, 1968) 1. Lost Wallet 2. Note by someone trying to return it - Envelope addressed to the owner 3. Results 4. Interpretation - Consensus vs. Similarity
  5. 5. Withdrawn Preschool Children (O’Connor, 1972) Emergency Victims (Darley & Latane’, 1968) 1. Apparent Emergency 2. When viewed by few people 3. When viewed by many people
  6. 6. LIKING The Principle: We are more likely to be persuaded by those we know and like
  7. 7. Factors Influencing Liking 1. Physical Attractiveness 2. Similarity 3. Familiarity (we like what we know) 4. Association ( the person may be associated with something we like)
  8. 8. World’s Greatest Car Salesman (Cialdini, 1993)
  9. 9. AUTHORITY The Principle: We tend to comply with authority figures
  10. 10. Authority Symbols 1. Titles 2. Clothing 3. Space
  11. 11. The Milgram Studies (1974)

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