Summary
Summary Theories, Principles & Tactics of Social influence
- Course
- Institution
This document contains a summary of all discussed theories, principles and tactics used in Social Influence.
[Show more]
1 review
By: robbiellis8 • 2 year ago
Seller
Follow
ajakkerman
Reviews received
Content preview
Social influence (PSMIN07/PSB3E-SP07)Theories/principles/tactics
• The ‘because’ principle → when we ask someone to do us a favour we will be more
successful if we provide a reason.
• Customer principle → expensive = good
• The contrast principle → affects the way we see the difference between two things that
are presented one after another. If the second item is fairly different from the first, we
will tend to see it as more different than it actually is.
o Reference point
• Principle of social proof → we often decide to do what other people like us are doing/we
determine what is correct by finding out what other people think is correct
o By describing the undesirable behaviour as common, such messages can actually
increase its frequency, rather than reduce it.
o Asking recipients to imagine potential negative outcomes is also ineffective,
because the negative outcomes are often abstract that can make these outcomes
seem less likely to occur.
• Fluency-familiarity-truth phenomenon → Research demonstrates that variables that
facilitate fluent processing (repetition, contrasting background, rhyme) create the
impression that a statement is true.
• Tactic imagination → asking people about the likelihood that they will engage in a
behaviour can make them actually engage in the behaviour (if it is easy to imagine doing
it)
• The mere exposure effect → the more we see an object, the more we like it.
• Similarity heuristic → when making judgments we often compare the current situation
to a previous experience that we have and prototypes of these experiences.
• Recognition heuristic → something that we recognize is often higher on that value and
the correct answer.
• Simulation heuristic → the ease with which we can imagine something is often used as a
heuristic to determine its probability.
• Focus theory of normative conduct → there are two different types of norms (descriptive
and injunctive), which can have considerably different effects on behaviour.
o Solution: simply communicating that the behaviour is strongly disapproved,
without providing any data on what the majority of people are doing, can have a
positive effect on reducing these behaviours
• Theory of optimal punishment → in order to decrease deception
• Broken window theory → cues of broken windows will lead to a spiral of criminal
behaviour in that neighbourhood
• Goal framing theory → We basically have various glasses through which we look at the
world (and the information overload that is presented), these glasses on the one hand
focus us on specific things that are very important to us at that moment, and on the other
hand they filter out stuff that isn’t. These glasses/frames are our goals and make that we
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller ajakkerman. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $3.21. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
67474 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy study notes for 14 years now