Principles of Influence

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Principles of Influence

  1. 1. Principles of Influence:AuthorityAlfred Dang Joanna Komvopoulos Regan Sweeney
  2. 2. 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
  3. 3. 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
  4. 4. TheMilgramExperimentIndividuals were willing to deliverdangerous shocks to anotherperson because they were directedby an authority figure
  5. 5. ExperimentalStudy of NursePhysicianRelationshipsNurses were willing to give alethal doses of medicine uponthe phone orders of an unknowndoctor against their training
  6. 6. 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

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