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Summary Influence - Science and Practice
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For students of Applied Psychology at the HvA is a good summary in preparation for the examination. The summary is written in English.
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Social Influence | Notes
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Chapter 1 Weapons of influence college 1Fixed Action Patterns: automatic behavioral response after a specific cue
(birdsounds) ->
specific cue: trigger feature
trigger feature: can be anything and really small, something which causes a reaction
(like red blanket for a bull. Red blanket is trigger)
when humans explains their behavior they will be more accepted by others, ex. May I use
the printer because I am in a rush -> most people allow it.
Ethologists: researchers who study animal behavior in the natural environment
Ludivico technique
- Experimental treatment or aversion therapy
- Classic reinforcement or conditioning
- Violence= makes you sick
- Results in loss of behavioral control
Betting the shortcut (heuristics) odds
Humans need shortcuts to deal with the environment otherwise it costs us too much
energy, time and capacity
Judgemental heuristics: allows simplified thinking like expensive = good rule, it works
well most of the time but it can cause some mistakes. Like ‘if an expert says it it’s true’,
so you believe everything what an expert says and will ignore the arguments->
controlled responding
Luckily there’s a safety net: we just react to a single trigger which is relevant or
important for us
Expensive = good -> only if the buyer wants a good merchandise
95 % of our behavior is an automatic process and the conscious has nothing to do with it
automatic cognitive processes (like FAP’s -> fixed action patterns): click whirr
- Efficient
- Unconsciousness
- Uncontrollable
- Unintentional
Rules of thumb (shortcuts)
- Facilitate in quick appraising and efficient mental processing
- Like stereotyping ,these shortcuts classify contextual cues rapidly and effortlessly
- We use them, when we are low on cognitive energy, distracted, or we simply
don’t care
- Like FAP’s, a certain contextual cue triggers a judge mental heuristic
The power of persuasion lies in the context and pure begin influenced constantly
, The profiteers
People who are getting profit from other people’s behavior
Perceptual contrast: perception, cognition and related performance as a result of
immediately previous or simultaneous exposure to a stimulus of lesser or greater value
in the same dimension. (Here, normal perception or performance is that which would be
obtained in the absence of the comparison stimulus—
ex.one based on all previous experience.) like your telling your parents your bad grade and
tells them much worse things around it, so it’s like the bad grades aren’t bad anymore.
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