Bem Sex Role Inventory Scoring
• Scoring
Part 1
• Add up your ratings for items 1, 4, 7,10,13, 16. 19. 22.
25. 28. 31. 34. 37. 40. 43. 46. 49. 55, and 58. Divide
the total by 19.
Part 2
• Add up your ratings for items 2, 5, 8, 11, 14, 17, 20,
23, 26, 29, 32, 35, 38, 41, 44, 47, 50, 53, 56, and 59.
Divide the total by 20.
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How to Read Your Scores
According to Sandra Bem
• If your masculinity score is above 4.9 (the
approximate median for the masculinity scale)
and your femininity score is above 4.9 (the
approximate femininity median), then you
would be classified as androgynous on Bem’s
scale.
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Psychology Today
• Unit 8 Social Behavior
▫
▫
▫
▫
▫
▫
▫
▫
Understanding social behavior on several levels
Groups
Groups Structure
12 Days
Group Cohesiveness
Left!!!!!!!!!!!
Values
Beliefs
Norms
Ideals
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Chapter 18
Social Behavior
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Let’s Talk About Life
• Real World- noun: life after high school; or, life
as an adult
• What are you looking forward to most about the
real world?
• What scares you about the real world?
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Is everyone in the world separated by only 6
links? – Duncan Watts, Colombia University
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What is Social Psychology?
• Social Psychology:
▫ Scientific study of how
individuals behave, think,
and feel in social situations
 (In the presence, actual or
implied, of others)
The Study of :
Society
Culture
Groups
Social Behavior
Conformity
Persuasion
Influence
Obedience
http://www.youtube.com/watch?v=PtdH5hMz0SU&playn
ext=1&list=PL972F14C05D75C195
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Notice any
Differences?
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Part 1
Similarities in the Formation and Maintenance of Social Groups
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Understanding Group Structure
Group Structure:
Network of roles, communication,
pathways, and power in a group
Group Cohesiveness:
Degree of attraction among group members or
their commitment to remaining in the group
Psychology fun Fact
-- Cohesive groups have stronger bonds
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The Ties That Bind Groups
Cohesiveness
1. Values- Principles, standards, or qualities for living
2. Beliefs- Acceptance of what is right and true
3. Symbols- Objects that stand for a greater importance
4. Norms: Accepted, but usually unspoken, standard of appropriate
behavior
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*All these add up to create a sense of pride. More pride = More Cohesion
Exit
Beliefs
Values
Principles,
standards, or
qualities for
living
Acceptance of
what is right and
true
•based on values
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Symbols
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Norms
Accepted
standards of
appropriate
behavior
Failure to stick to the norms can result in severe punishments, the
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most feared of which is exclusion from the group.
Exit
Personal Space
• Area surrounding the body that is defined as private and
is subject to personal control
Fig. 18.2 Typical spatial zones (in feet) for face-to-face interactions in North America. Often, we must stand
within intimate distance of others in crowds, buses, subways, elevators, and other public places. At such
times, privacy is maintained by avoiding eye contact, by standing shoulder to shoulder or back to back, and
by positioning a purse, bag, package, or coat as a barrier to spatial intrusions.
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Spatial Norms
• Proxemics: Systematic study of human use of
personal space, especially in social settings
▫ Intimate Distance: Most private space immediately
surrounding the body; 18 inches from the skin.
Reserved for special people or special circumstances
▫ Personal Distance: Maintained in interactions with
friends. 18 inches to 4 feet from body; arm’s length
▫ Social Distance: Impersonal interaction takes place;
4 to 12 feet
• Public Distance: Formal interactions take place
(like giving a speech); 12 feet or more
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Psychology Today
• Group Structures
▫ Cohesion
• Jane Elliot
▫ A Sweet “A” Video
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C
O
H
E
S
I
O
N
Values
Beliefs
Groups
Symbols
Norms
C
O
H
E
S
I
O
N
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Jane Elliot
Brown Eyes
v
Blue Eyes
- Infamous Social Psychology
Experiment
Grammar School Teacher
- Focused her study on third grade students and the
creation and reaction to social prejudice. Her study
was based on symbols, their representation, and how
they drew a dividing line between social structures
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Brown Eyes vs. Blue Eyes
1. Why did Jane Elliot want to conduct her experiment?
2. How did Jane Elliot conduct her experiment?
3. What were some symbols Jane used to divide the students?
3. What types of tests were given to the students during the
experiment to help support her findings?
4. What were some conclusions Jane Elliot discovered during
this experiment?
5. Do you think an experiment of this measure would work on
adults?
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Social Science Research:
Cohesion and Group Pride
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Exit
The Bathroom Study Survey
School Pride
Cohesion
No Cohesion
School Pride
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Student Dress Code Study
Test Scores
No cohesion
Cohesion
Test Scores
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Social Study: Neighborhoods
Crime Rates
Cohesion
No Cohesion
Crime Rates
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Fig. 18.1 Results of an experiment on norms concerning littering. The prior existence of litter in a
public setting implies that littering is acceptable. This encourages others to “trash” the area. (From
Cialdini, Reno, & Kallgren, 1990.)
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The Social Creature: Where we Fit in
Social Status:
-- The level of social power and importance one has over
others in his group
Social Roles:
-- Patterns of expected behaviors of people in various social
positions
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Represent Your Social Position
Social Positions
2 Types of Social Positions
1 Achieved: Attained
voluntarily or by
special effort
2. Ascribed: Assigned
to a person or not
under personal control
Role Conflict: When two or more roles make
conflicting demands on behavior
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Represent Your Status
Social Status (power and prestige) is often a direct result of
social position
Represented By:
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The Thing About Social Status
Social Status
Social Status
Special Privileges
and Respect
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What Would You Do?
http://www.youtube.com/watch?v=nIEFiHgPPgE
1. Would you Help? Why or Why Not?
What if?
http://www.youtube.com/watch?v=1hn-wL6hPq8
1. Would you help now? Why or Why Not?
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The Point?
Taking the first steps into understanding human behavior
Every Society Consists of:
Social Structures
People
•Social Positions
•Social Roles
•Social Statuses
Social Structures are Held together
by
Group Cohesiveness
•Values
•Beliefs
•Symbols
•Norms
Pride
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Psychology This Week
• Monday
▫ Psychology from this
weekend
▫ Jane Elliot Reflection
▫ The Bystander Effect
▫ What Would You Do?
• Wednesday
▫ Conformity
▫ Coercion
▫ Obedience
• Thursday
▫ It Hurts to be a Cubs Fan!
• Tuesday
▫ Milligram- the man, the
myth, the legend!
• Friday
▫ October 14, 2003
▫ The Saddest Moment of My
Life
▫ 
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Social Poll
• Has anyone ever misconceived your behavior for
something that it wasn’t?
▫ Why did this misconception occur?
• Have you ever misconceived someone’s behavior
for something that it wasn’t?
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Social Perception
How we view Human Behavior
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Can You Guess How Differently
These Groups Will React?
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Is What You See Really What You Get?
• Attributions
▫ The process of making inferences about the
causes of one’s own behaviors and that of
others
Internal Causes
External Causes
-- causes assumed to live with in
the person such as needs,
preferences and personality traits
-- factors assumed to
lie outside the person
Internal
attitudes
External
influences
Behavior
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Meet Molly
Gross!!
Internal Causes
-Anger issues?
-Bitchy personality?
Personal
-Prefers women?
Ooooo Baby you
look scrumptious!
External Causes
-Broken Heart?
-Just got fired?
Sean is Ugly?
Environmental
Influences (Social
Structure)
In order to understand human behavior we have to deduce
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the surrounding factors
Exit
3 Things to Take Into Account in Perception
Why was Sean Rejected?
B
A
The social structure
of the actor (the
person of interest)
What if the social roles
and expectations are
completely different for
each structure?
S
P
R
The social structure of the
Object (the person the
action is directed towards)
S
VS
P
R
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The Final Piece of the Puzzle
• Situational Demands
▫ Pressures to behave in
certain ways in particular
C
settings and social
The social situation (the
situations
physical or social environment
in which it occurred)
* FactAs situational demands Increase we
discount (downgrade) internal causes
for explaining behavior
Situational
Demands
Internal Causes
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ASS-U-ME This: Mistakes Made in
Attributing Behavior
More often then not, mistakes are made in attributing causes
to behaviors
Fundamental Attribution
Error:
•The tendency to attribute the behaviors
of others to internal causes (personality
traits)
“Uhh what a (b*$%, slob, jerk, pig,
racist, etc…..)
Actor-Observer Bias
•While following the fundamental
attribution error for others, we tend to
attribute our own behaviors to
external factors
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Reacting to Social Behavior
Post Attribution:
• The determined causes of someone’s behavior will force us to
react in a defensive or passive way:
- Environmental- reaction is passive
- Internal- reaction is defensive
Tolerant reaction
(proceed cautiously, allow
Situational attribution
“maybe a dog ran out on the road.” driver a wide berth)
Negative behavior
Dispositional attribution
Unfavorable
reaction
Exit
Table of Contents
(speed up and race past the
The Point?
When Determining the Cause of Behavior
1. The Environmental 2. The Personal Factors of
Factors of the Person the Individual
- Social Structure
-
Social Status
-
-
Social Roles
-
-
Rankings
Expectations
Social Position
-
Jobs
- Social Situation
- Personality
-
Traits
Needs
Preferences
3. Our Reactions
- Passive
-Defensive
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Exit
Jane Elliot
Brown Eyes
v
Blue Eyes
- Infamous Social Psychology
Experiment
Grammar School Teacher
- Focused her study on third grade students and the
creation and reaction to social prejudice. Her study
was based on symbols, their representation, and how
they drew a dividing line between social structures
Table of Contents
Exit
Remember Jane Elliot
Brown Eyes
v
Blue Eyes
- Social Psychology
Experiment
Questions to Ponder
1. What conclusions can be made from
Elliot’s experiment?
2. Could a social experiment work on
students at TPHS?
3. Why don’t members of the inferior
group help each other out in a time of
need?
Exit
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EMERGENCY!!!!!
• When was the last time you
witnessed an emergency happening?
▫ Did you help?
▫ Why or why not?
▫ What do you consider an emergency?
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Prosocial Behavior and Bystander
Apathy
• Bystander Effect:
▫ Unwillingness of bystanders to offer
help during emergencies
 Related to number of people present
 More potential helpers present, less likely people
will give help
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Fig. 19.7 This decision tree summarizes the steps a person must take before making a commitment to offer
help, according to Latané and Darley’s model.
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What Would You Do?
ABC 7 Social Experiments: The Bystander Effect in Motion
• http://www.youtube.com/watch?v=lOy4IT5G8s
• http://www.youtube.com/watch?v=X0ONij6eBk
• http://www.youtube.com/watch?v=LlFAd4YdQ
ks
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Why The Bystander Effect Happens
•
1. Everyone is convinced that someone else will do something.
• 2. There is a diffusion of responsibility in which the metaphor comes into play
that, "No one rain drop believes it caused the flood." Here, the larger the
group, the less pressure each witness feels to do anything helpful.
• 3. A lack of empathy for the victim in the situation
• 4. Pluralistic Ignorance (Ambiguity of Emergency)
▫ In an unfamiliar situation people tend to look to others for instruction.
People watch what others are doing and mimic their actions.
• 5. There is fear of victimization in which people avoid conflict because of the
dread that they will be attacked or ridiculed if they help.
• 6. People create their socially acceptable reasons for not taking actions, such
as, "Well, no one else is doing anything because: it's a lover's quarrel; its just
teenage pranks; its just innocent play acting,....etc."
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Empathy Concepts
• Empathic Arousal:
▫ Emotional arousal that occurs when you feel some
of the person’s pain, fear or anguish
• Empathy-Helping Relationship:
▫ We are most likely to help person in need when we
feel emotions such as empathy and compassion
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Interpersonal Attraction
• Social attraction to another person
• Physical Proximity: Physical nearness to another
person in terms of housing, school, work, and so
on
• Physical Attractiveness: Person’s degree of
physical beauty as defined by his or her culture
• Halo Effect: Tendency to generalize a favorable
impression to unrelated personal characteristics
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Interpersonal Attraction
(cont.)
• Similarity: Extent to which two people are alike
in terms of age, education, attitudes, and so on
▫ Similar people are attracted to each other
• Homogamy: Tendency to marry someone who is
like us in almost every way
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CNN – Fan Psyche
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Self-Disclosure
• Process of revealing private thoughts, attitudes,
feelings and one’s history to others
▫ Should be used cautiously and sparingly when you are
the therapist performing therapy
▫ May lead to countertransference in therapy
• Reciprocity: Return in kind; reciprocal exchange
• Overdisclosure: Self-disclosure that exceeds
what is appropriate for a relationship or social
situation
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Social Exchange Theory
• Social Exchange Theory: Rewards must exceed
costs for relationships to endure; we
unconsciously weigh social rewards and costs
• Comparison Level: Personal standard used to
evaluate social rewards and costs in a social
exchange
• Relationship needs to be profitable enough to
maintain it
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Love and Attachment
• Romantic Love: Marked by high levels of interpersonal
attraction, sexual desire, and heightened arousal
• Liking: Relationship based on intimacy but lacking
passion and commitment
• Mutual Absorption: When two lovers almost always
attend only to each other
• Avoidant Attachment: Fear of intimacy and a tendency
to resist commitment to others
• Ambivalent Attachment: Mixed emotions about
relationships; conflicting feelings of affection, anger
and emotional turmoil
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Fig. 18.4 What do people look for when considering potential dating partners? Here are the results of a study in
which personal ads were placed in newspapers. As you can see, men were more influenced by looks, and women
by success (Goode, 1996). According to evolutionary psychologists, women tend to be concerned with whether
mates will devote time and resources to a relationship. Men place more emphasis on physical attractiveness and
sexual fidelity.
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Social Influence
• Changes in a person’s behavior induced by the
actions of another person
▫ Someone else influences your decision: husband,
wife, mother, peer, etc.
▫ Peer pressure: Rudy is swayed by Fanny to go see
“The Matrix Reloaded” when he really wanted to
see “Terminator 3”
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Daily Announcements
Monday Feb. 28th
-The Need to Affiliate ( Muzafer Sharif)
-- Conformity
-What is it?
-Whose Doing it?
-Why (Theories on why and how people conform)
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Flash Back
Group Structure
Values
Symbols
Beliefs
Norms
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Remember Jane Elliot
Brown Eyes
v
Blue Eyes
- Infamous Social Psychology
Experiment
Questions to Ponder
1. Why does this social experiment work on
children?
2. Why does this social experiment work
on adults?
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Psychology This Week
• One Final Week!!!!!!!!
▫ Monday-
Conformity Theories
▫ Tuesday- Power, Compliance, Obedience
▫ Wednesday- Semester 2 Final Review/
Stanford Prison
▫ Thursday- Stanford Prison
▫ Friday – Review
Senior Letters!!
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What Happened?
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Psychology Today:
Theories as to why we do it….. and then some.
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Conformity
• Sherif’s Robbers Cave Experiment
• Sherif’s classic social psychology experiment named Robbers Cave
Experiment dealt with in-group relations, out-group relations and
intergroup relations.
Muzafer Sherif
•
-Social Psychology Experiment:
-Robbers Cave National Park, OK
-1954
VS
Rattlers
Eagles
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Conformity
• Bringing one’s behavior into agreement or
harmony with norms or with the behavior of
others
▫ Regardless of personal beliefs or opinions
▫ Regardless of values
▫ Regardless of warning signs that say it might be a
bad idea
Is anyone truly Unique?
Why does conformity get a bad rap?
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Conformity
Coming to a Neighborhood Near
You
Theories on Why it Occurs
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Theory 1
• Ingratiational Conformity
▫ When a person conforms to impress or gain
favor/acceptance from other people.
 motivated by the need for social rewards rather than the
threat of rejection, i.e., group pressure does not enter the
decision to conform.
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Theory 2
• Social Learning Theory
▫ We learn much by watching others, thinking, then
trying it out.
▫ When we succeed, we become more confident and in
turn feel as part of the group
 For ex: if a daughter watches as her mother returns to her
abusive father, the girl has learned that it’s acceptable to let
your husband hit her
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Theory 3
• Social Comparison Theory
▫ Making judgments about ourselves by comparing
ourselves to others (e.g., comparing our feelings and
abilities to those of other people)
 Upward comparison- we compare ourselves to higher
ranking people in order to change who we are and
ultimately be part of the group
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Theory 4
• Politeness Theory
▫ We act politely or rudely depending on whether we
care.
 Conformance to the social rules of politeness is
treading a central and safe path which neither
threatens nor signals that you may be threatened.
 Politeness means acting to help save face for others.
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Theory 5
• Consistency Theory
▫ We seek the comfort of internal
alignment.
 Humans are creatures that, psychologically, do
not handle change well
 In order to avoid change, or the work that goes
along with it, we conform for personal comfort.
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Theory 6
• Group Sanctions
▫ Punishments or rewards(such as approval or
disapproval) administered by the group
 Negative sanctions- being laughed at, ridiculed,
being stared at
 It’s the idea that none of us like to be punished, so
we do what we have to in order to be rewarded and
feel like part of the group.
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Theory 7
• The Bystander Effect
▫ The greater number of
people there are doing
something the more likely
we are to follow
 Typically witnessed in
emergency situation
 Think of it as a social
norm
Would you Help? Probably not……
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Decision Model of Helping
1
Notice an event?
Yes
2
No
No
Interpret as an emergency?
Yes
3
Assume responsibility for helping?
No
Do not help
Yes
4
Know how to help?
No
Yes
5
Decide to help implement intervention?
No
Yes
Help victim
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March 13, 1964
-Queens, NY
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Why The Bystander Effect Happens
•
1. Everyone is convinced that someone else will do something.
• 2. There is a diffusion of responsibility in which the metaphor comes into play
that, "No one rain drop believes it caused the flood." Here, the larger the
group, the less pressure each witness feels to do anything helpful.
• 3. A lack of empathy for the victim in the situation
• 4. Pluralistic Ignorance (Ambiguity of Emergency)
▫ In an unfamiliar situation people tend to look to others for instruction.
People watch what others are doing and mimic their actions.
• 5. There is fear of victimization in which people avoid conflict because of the
dread that they will be attacked or ridiculed if they help.
• 6. People create their socially acceptable reasons for not taking actions, such
as, "Well, no one else is doing anything because: it's a lover's quarrel; its just
teenage pranks; its just innocent play acting,....etc."
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Exit
Theory 8
• Normative Conformity (Dominant type)
▫ Yielding to group pressures because a person wants to fit in
with the group
 Conforming due to a fear of rejection
• Group Think
▫ A compulsion by members of decision making groups to maintain agreement, even at
the cost of critical thinking
2 Factors at Play Here
 The maintenance of the group’s cohesion and togetherness becomes all-important
and can result in very bad decision-making.
 They will also be more vocal if they believe they are a part of the majority.
 This works because we fear social rejection.
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Solomon Asch’s Experiment
Solomon Asch’s Experiment: You must select (from a group of three) the line that most closely
matches the standard line. All lines are shown to a group of six people (including you)
Other five were accomplices and at times all would select the wrong line
In 33% of the trials, the real subject conformed to group pressure even when the group’s
answers were obviously incorrect!
75% conformed at least once
Exit
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<1% tested erred when alone
Affiliation
• Sherif’s Robbers Cave Experiment
• Sherif’s classic social psychology experiment named Robbers Cave
Experiment dealt with in-group relations, out-group relations and
intergroup relations.
•
Muzafer Sherif
-Social Psychology Experiment:
-Robbers Cave National
Park, OK
-1954
VS
Rattlers
Eagles
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Exit
Theory 9
• Self-Fulfilling Prophecy
▫ The way we act is based on the idea of
how we think other people view us.
(simple right?)
 If a student has the idea that his teacher
hates him or is “dumb” the child is more
likely to act that way.
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Theory 10
• Over-Identification Conformity
▫ Conforming to the expectations of a social role
provided to us
 Ex: my expectations as a man
▫ Though we may not agree with these expectations we
still fulfill them
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In the End
• No one really knows why we
conform?
▫ As you ca already tell, there
could be multiple reasons.
• Many times, it isn’t just
because of 1 theory.
▫ Most times it’s a combination.
• All we really need to
understand is that conformity
is a group’s number 1
NORM!!!
▫ Without conformity, there
would be no groups.
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Let Me Ask You This
• When is conformity a
positive thing?
• When can conformity
go wrong?
• What would a world
without conformity
be like?
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Psychology Today
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Red Sox History
1918
1986
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Cubs History
Oct 7, 1984
1908
Sept 9, 1969
1945
Oct 14, 2003
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Exit
Psychology This Week
• One Final Week!!!!!!!!
▫ Monday-
Conformity Theories
▫ Tuesday- Power, Compliance, Obedience
▫ Wednesday- Semester 2 Final Review/
Stanford Prison
▫ Thursday- Stanford Prison
▫ Friday – Review
Senior Letters!!
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Exit
Psychology Today
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Psychology Today
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Ron Jones
-Teacher
--Palo Alto, California
-1966-67
-Human Nature Experiment
“The Wave”
Hypothesis:
A Free and open society (democratic) of high school students
could easily shift to the ideals of facism.
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Today’s Agenda
1. Reanalyzing Brown v Blue Eye & The Wave
2. Human Nature Discussion
3. Applying the Theories of Conformity to
Recent Social Experiments
Today’s essential Question: Can we find examples of each theory
of conformity in both social psychological experiments?
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Food For Thought
1. What do Jane Elliot’s findings
from her Brown Eye v Blue Eye
study tell us about human nature?
2. What do the findings from Ron
Jones’s “The Wave” tell about
human nature?
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Your Goal
Theories on Conformity
Psychology in Motion
Putting Social Psychology to Use
Directions: Using your knowledge of the two
famous social experiments discussed in class
(Jane Elliot’s Brown Eye v Blue Eye and Ron
Jones’ “The Wave”) identify one example of
each of the nine theories of conformity being
used in either study.
1.
2.
3.
4.
5.
6.
7.
8.
9.
Group Sanctions
The Bystander Effect
Social Learning Theory
Group Think
Social Comparison
Theory
Self-Monitoring
Behavior
Social Desirability Bias
Self-Fulfilling Prophecy
Group Locomotion
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Exit
Psychology This Week
• One Final Week!!!!!!!!
▫ Monday-
Conformity Theories
▫ Tuesday- Power, Compliance, Obedience
▫ Wednesday- Semester 2 Final Review/
Stanford Prison
▫ Thursday- Stanford Prison
▫ Friday – Review
Senior Letters!!
Table of Contents
Exit
What Happened?
Table of Contents
Exit
Psychology This Week
• One Final Week!!!!!!!!
▫ Monday-
Conformity Theories
▫ Tuesday- Power, Compliance, Obedience
▫ Wednesday- Semester 2 Final Review/
Stanford Prison
▫ Thursday- Stanford Prison
▫ Friday – Review
Senior Letters!!
Table of Contents
Exit
Psychology Today
• Stanley Milgram
▫ The study that “Shocked” psychology
• Compliance and Obedience
▫ The differences?
▫ Are there any?
• Power and obedience
Philip Zimbardo
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Power, Obedience and
Compliance
In Group Conformity
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Abu Ghraib Prison
How do good people turn evil?
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Stanley Milgram – Power and
Obedience
Famous Social Psychologists
-- Well known for his studies on obedience
and authority
--Would you shock a man with a known
heart condition who is screaming and asking
to be released?
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The Breakdown Subjects Task:
--After every wrong answer a shock was to
be given the confederate.
-- Voltage continues to increase after each
wrong answer
Confederate Task:
--Match the given word with the object that
it represents
Experimenter Task:
--Keep the experiment going at all costs.
-- Use phrases like “it’s necessary that you
continue”
*Confederate and Experimenter were in on the set up
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© Stanley Milgram, The Pennsylvania State University
Fig. 18.6 Scenes from Stanley Milgram’s study of obedience: the “shock generator,” strapping a “learner” into
his chair, and a “teacher” being told to administer a severe shock to the learner.
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Fig. 18.7 Results of Milgram’s obedience experiment. Only a minority of subjects refused to provide
shocks, even at the most extreme intensities. The first substantial drop in obedience occurred at the 300volt level (Milgram, 1963).
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Conformity and Obedience
Obedience
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Conformity and Obedience
Obedience
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Conformity and Obedience
Obedience
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Conformity and Obedience
Obedience
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Milgram’s Results
• 65% obeyed by going all
the way to 450 volts on
the “shock machine”
even though the learner
eventually could not
answer any more
questions
▫ The learner screamed
and provided no further
answers once 300 volts
(“Severe Shock”) was
reached
450 volts
XXX
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3 Different Scenarios
Fig. 18.8 Physical distance from the “learner” had a significant effect on the percentage of subjects
obeying orders.
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Obedience v Compliance
Why we give in
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Compliance v Obedience
Compliance
-- Bending to the requests of
one person who has little or no
authority or social power
Obedience
-- the act of adhering to dutiful
or submissive behavior with
respect to people with social
power
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Power
Social Power:
Capacity to control, alter or
influence the behavior of
another person or group of
people
Reward Power: the
ability to reward a
person for complying
with desired
behavior
Coercive Power:
Based on ability to punish
a person for failure to
comply
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Obtaining Power
Legitimate Power: Accepting a
Referent Power: Respect for, or identification
person as an agent of an established
with, a person or a group
social order
Those who follow, respect, and believe in the
Those who hold the most resources
core values of the group have the most
are typically those who have the
influence
most influence
People refer to these people for direction
Expert Power: Based on possession of
knowledge or expertise
Those who know the most about
achieving the goals of a group have the
most influence
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Why We Comply
Giving in to those who have no
authoritative power over us
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Compliance Techniques
The How To Guide to Getting People to do What you Want
With out and Authority
1. Foot-in-the-Door Effect:
A person who has agreed to a
small request is more likely later to
agree to a larger demand.
Once you get a foot in the door, then
a sale is almost a sure thing
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Foot-in-the-Door
Uhhhh, O.K.?
Uhhhh, I guess?
Ummmm, O.K., I guess.
“Hey Babe can I get your
Number?”
Ooookkkk?? Sounds
good?
“Well Do you mind if I call
you this weekend?”
“Wait, my phones broke, why
don’t I just stop by?”
“Since I’ll Already be at your place
with my car, why don’t we just go to
the movies then?”
Sean’s Goal: Get a date with
Molly
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Compliance Techniques
The How To Guide to Getting People to do What you Want
With out and Authority
2. Door-in-the-Face Technique:
A person who has refused a major
request will be more likely later on
to comply with a smaller request
After the door has been slammed in
your face (major request refused),
person may be more likely to agree to
a smaller request
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Door-in-the-Face
“Ooooo Baby you look
SCRUMPTIOUS!!! What do you say
you and me hit up Lover’s Point this
weekend?”
Eeeewww No! You’re a pig!
“Again, I am not
interested you perv!”
“Uhhh, Fine! Just leave
me alone.”
“Well, what if we just went out to dinner
and from there we see where the night
goes?”
“Well, then can I at least have your
number and maybe call you
sometime?”
Sean’s Goal: To get Molly’s phone
Number
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Compliance Techniques
The How To Guide to Getting People to do What you Want
With out and Authority
3. Low-Ball Technique:
Commitment is gained first to
reasonable or desirable terms, which
are then made less reasonable or
desirable
Henry accepts the price he states for a new car.
Then, later, Tillie the saleswoman tells Henry
“The business would lose too much money on
that price; can’t you take a bit less and add all
these options?”
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Low-ball Technique
The Hook
“Oh God Yes!!”
“Hey Seany baby, do you want to be my
boyfriend?”
“Ok, good. So it’s settled right?”
W are dating?”
“Well since we are now dating, I think we
should celebrate by you taking me out for
an expensive dinner?”
“Oh, and I’m also going to need new
Tiffany earrings and a Coach purse!”
“Oh Yeah!”
“Anywhere you wanna go baby!”
“Uhhhh, sure babe whatever makes
you happy.”
Molly’s Goal: To use Sean for his money
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The Point?
Most Social Behavior is the
Result of 2 Things
1. Obeying those people with
social power
Giving into:
1. Legitimate
2. Expert
3. Referent
4. Reward
5. Coercive
2. Complying to People with
no social power
Giving into:
1. Foot-in-the-door
2. Door-in-the-face
3. Low-balling
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Assertiveness Training
• Instruction in how to be self-assertive
• Self-Assertion: Standing up for your rights by speaking
out on your own behalf; direct, honest expression of
feelings and desires
• Aggression: Hurting another person or achieving one’s
goals at the expense of another person
▫ Attempt to get one’s way no matter what
▫ No regard for other people's feelings
• Broken Record: Self-assertion technique that involves
repeating a request until it is acknowledged
▫ Good way to be assertive without being aggressive
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Fig. 18.9 In an experiment done
at an airport, a smoker
intentionally sat or stood near
non-smokers. Only 9 percent of
the non-smokers asked the
smoker to stop smoking, even
when no-smoking signs were
clearly visible nearby (Gibson &
Werner, 1994).
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©Michael Newman/PhotoEdit
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Social Traps
• Any social situation that rewards individual actions
that will have undesired effects in the long run
▫ Anya buys things on credit for immediate satisfaction and then
gets a HUGE bill later, which she cannot afford
• Tragedy of the Commons: Type of social trap where
individuals share a scarce resource. Each person acts
in his or her self-interest, which causes the resource to
be used up, so eventually everyone suffers
▫ No efforts made, for example, to conserve water, gasoline,
electricity, or food
• Some social behaviors produce immediate rewards but
have significant consequences in the long run
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