This document discusses several concepts related to social influence and behavior: the social learning perspective whereby individuals learn behaviors by observing others; Cialdini's principles of social proof and scarcity; social and cultural perspectives on behavior; confirmation bias where people only pay attention to information supporting their beliefs; self-fulfilling prophecies where predictions cause themselves to be true; and upward and downward counterfactual thinking related to imagining different outcomes of past events. Examples are provided to illustrate each concept.

2. The Concepts:
 Social Learning Perspective
 Cialdini’s Six Weapons
of Influence(Social Proof)
 Social Cultural Perspective
 Confirmation Bias
 Self-fulfilling Prophecy
 Counterfactual Thinking
 Cialdini’s Six Weapons
of Influence(Scarcity)

3. Social
Learning
Perspective
- IT ARGUES THAT INDIVIDUALS LEARN FROM OBSERVING
THE BEHAVIORS OF OTHERS.
- INDIVIDULS OBSERVE MODELED BEHAVIORS AND, IN
TURN BEHAVE IN A SIMILAR MANNER. EG: STEALING,
SMOKING ETC

4. - Harris went to the class on his first day.
- He stands up when he sees the lecturer comes in.
- This action was learnt from the secondary school in
order to show respect to the teacher/lecturer.

5. Cialdini’s Six Weapons
of Influence( Social Proof )
- FOLLOWING OTHERS’ACTIONS AS AN
INDICATION OF WHAT IS TRUE OR RIGHT.
- IT IS ALSO KNOWN AS “THE BANDWAGON
EFFECT”. EG: BUYING APPLE PRODUCTS, NIKE,
ADIDAS ETC

6. -Harris looks around and finds that no one else is
standing except him.
-He feels embarrassed and sits down quietly.

7. Social Cultural Perspective
- Awareness of circumstances surrounding individuals and
how their behaviors are affected specifically by their
surrounding, social and cultural factors.

8. -Harris sneezes then says: “Excuse me”
-At the same time Rainnie sneezes louder but says nothing after.
-Harris is shocked and feels repulsed by Rainnie’s rude attitude
because in his culture, it is rude to sneeze loudly and to not apologize
right after

9. Cialdini’s Six Weapons
of Influence(Scarcity)
-People want what they (think) they can’t have.
-Example: “Limited edition!”

10. -When Harris finds out the scholarship is only opened for 100 slots.
-He is nervous and moving quickly to apply for the scholarship.

11. Confirmation Bias
-Paying attention only to information that
supports our beliefs.
-Ignoring information that argues with our
beliefs.

12. -When lecturer sees Thomas and realizes he is the
repeating student and believes that he is going to fail
again.
-This is because Thomas had been a low grading student.

13. Self-fulfilling Prophecy
-Predictions that cause themselves to come
true.
-Assume you will fail something, then you
fail at the end. (Self-fulfilling prophecy)

14. -Thomas is unconfident and worried about to fail the mock
exam.
-He recalls the word “LOSER” from his lecturer.
-He tells himself a “failure”.
-When the result comes out, he got a “D”(fail).

15. Counterfactual Thinking
-Imagining different outcomes for an event that has already occurred
-It is included by “Upward Counterfactual Thinking & Downward
Counterfactual Thinking”.
-Eg. (Upward Counterfactual Thinking): If I had dodged the knife!
-Eg. (Downward Counterfactual Thinking): It’s ok, I’m still alive.

16. -During the mock exam, Thomas told himself, “I should have studied!” (Upward
Counterfactual Thinking)

17. -Jeanette on the other hand, “It’s just a mock exam, I’ll do better on the
real one.” (Downward Counterfactual Thinking)

18. Credits
 Lee Fei Syen@Jeanette Lee - 0323008
 Vun Tze Lin@Rainnie Vun - 0323301
 Thomas Ting - 0323962
 Harris Aziz - 0323219