- Tosh felt better about his exam results through downward social comparison after learning Calvin scored lower. He also engaged in upward counterfactual thinking about how he could have done better. - Calvin helped Crystal carry books through altruistic behavior without expecting a reward. He learned to be helpful by observing his aunt's behavior. - Tosh persuaded Calvin to attend a concert by using the scarcity tactic of telling him tickets were almost sold out, exploiting people's desire for opportunities that may disappear.

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/Downward-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