Tosh felt better about his exam results after learning that Calvin scored lower. He engaged in downward social comparison and counterfactual thinking about how he could have done better. Calvin exhibited altruism by helping Crystal carry books without expecting a reward, having learned helpful behaviors from his aunt. Tosh persuaded Calvin to attend a concert by using the scarcity tactic that tickets were almost sold out.

2. Synopsis
• Calvin and Tosh
• Discussion of result of
examination
• Expression of
thoughts
• Prosocial behavior
• Persuasion towards
attending a concert

3. Downward Social Comparison
• Use others as a standard
• Judgement made towards
ourselves
• Against people who are
incompetent
• Enhance self-esteem

4. Downward Social Comparison
• Tosh felt better with a sense of relieved when
he found out that Calvin scored a lower grade
than he did in the exams.

5. Counterfactual
Thinking
• Tendency to create possible alternatives to life events
that have already occurred
Epitomized by the phrase “what might have been”
Is usually associated with bad/negative events

6. Counterfactual Thinking
• Upward counterfactual thinking
– "What if..."
– Tosh thought of how he could have done
better in the exams if he had worked harder
for it.

7. Counterfactual Thinking
• Downward counterfactual thinking
– "atleast I..."
– Although Calvin has got a grade 'C' in the
exams but he felt satisfied enough by
thinking that atleast he did not failed the
exams.

8. Altruism
• Any behavior that is designed to increase
another person’s welfare
Done for selfless reason

9. Altruism
• Calvin had kindly offer a hand to Crystal when
he noticed that she was carrying a handful of
heavy books.
• Calvin helps without seeking for any potential
rewards.

10. Observational Learning
• Learning that occurs through observing the
behaviors of others

11. Observational Learning
• Calvin learnt to be helpful to the others
as a result of what he has observed from
her aunt who acts as a role model for
him.

12. Cialdini's Six Weapon of Influence
- Scarcity
• Things become more attractive and valuable
when their availability is limited.
Or when we stand to lose the opportunity to
acquire them on favorable terms.
Scarcity tactics :
"limited-number technique"
“deadline technique”

13. Cialdini Six Weapon of
Influence - Scarcity
• Tosh persuaded Calvin to go to a concert by
telling him that the tickets are selling out soon.

14. THANK YOU !

15. REFERENCES
• Duff, K. (2012). Think social psychology. Boston, MA: Allyn & Bacon/Pearson.
Fraser-Thill, R. (2015). Downward Comparisons. About.com Parenting. Retrieved
29 May 2015, from
http://tweenparenting.about.com/od/physicalemotionalgrowth/a/Downwar
d-Comparisons.htm
Mindtools.com,. (2015). Cialdini's Six Principles of Influence: Convincing Others
to Say. Retrieved 29 May 2015, from
http://www.mindtools.com/pages/article/six-principles-influence.htm
Sites.google.com,. (2015). Chapter 7: Scarcity - Revised - 724e Cialdini wiki.
Retrieved 29 May 2015, from
https://sites.google.com/site/724ecialdiniwiki/tyrone-dixon--scarcity-
summary
Stangor, C. (2012). Social Psychology Principles (1st ed., p. 753). Andy Schmitz.
Retrieved from http://2012books.lardbucket.org/pdfs/social-psychology-
principles.pdf