100% tevredenheidsgarantie Direct beschikbaar na je betaling Lees online óf als PDF Geen vaste maandelijkse kosten
logo-home
Eerder door jou gezocht
Eerder door jou gezocht
logo
Social Influence Articles Summary €4,99
In winkelwagen
Snel navigeren naar
Voorbeeld
  2.  
  3. Radboud Universiteit Nijmegen (RU)
  4.  
  5. Social Influence (SOWPSB3BE45E)

Samenvatting

Social Influence Articles Summary

1 beoordeling
 6 keer verkocht

2020! A complete summary of all articles for the course 'Social Influence' (Psychology, Radboud University). An overview of the articles I summarized can be found in the preview. Additionaly, I also made notes of all lectures in English and a summary of the book by Cialdini in Dutch. Using these th...

[Meer zien]
Laatste update van het document: 4 jaar geleden

Voorbeeld 4 van de 33  pagina's

Document informatie

  • 9 mei 2020
  • 10 mei 2020
  • 33
  • 2019/2020
  • Samenvatting

Onderwerpen

Geschreven voor

Alle documenten voor dit vak (2)

1  beoordeling

review-writer-avatar

Door: avene • 4 jaar geleden

Verkoper

avatar-seller
elinemeuleman

Ontvangen beoordelingen

Voorbeeld van de inhoud

ARTICLES SOCIAL INFLUENCE
2019-2020




Eline Meuleman
RADBOUD UNIVERSITY Social influence

,Reciprocity
Goei, R., Roberto, A., Meyer, G., & Carlyle, K. (2007). The Effects of Favor and Apology on Compliance.
Communication Research, 34(6), 575–595. http://doi.org/10.1177/0093650207307896

Goldstein, Griskevicius, & Cialdini, 2011. Reciprocity by proxy: A novel influence strategy for
stimulating cooperation. Administrative Science Quarterly, 56, 441-473.

Commitment and consistency
Aronson, E. (1999). The power of self-persuasion. American Psychologist, 54(11), 875.

Cialdini, R. B., Wosinska, W., Barrett, D. W., Butner, J., & Gornik-Durose, M. (1999). Compliance with a request
in two cultures: The differential influence of social proof and commitment/consistency on collectivists and
individualists. Personality and Social Psychology
Bulletin, 25(10), 1242-1253.

Müller, B., van Someren, D. H., Gloudemans, R. T. M., Van Leeuwen, M. L., & Greifeneder, R. (2017). Helping
made easy: Ease of Argument Generation Enhances Intentions to Help. Social Psychology, 48, 113-121

Sociaal proof
Griskevicius, V., Goldstein, N. J., Mortensen, C. R., Sundie, J. M., Cialdini, R. B., & Kenrick, D. T. (2009). Fear and
loving in Las Vegas: Evolution, emotion, and persuasion. Journal of Marketing Research, 46(3), 384-395.

Liking & Scarcity
Burger, J. M., Messian, N., Patel, S., Del Prado, A., & Anderson, C. (2004). What a coincidence! The effects of
incidental similarity on compliance. Personality and Social Psychology Bulletin, 30(1), 35-43.

Van Leeuwen, M. L., & Neil Macrae, C. (2004). Is beautiful always good? Implicit benefits of facial
attractiveness. Social cognition, 22(6), 637-649.

Social influence in organizations
Treadway, D. C., Breland, J. W., Williams, L. M., Cho, J., Yang, J., & Ferris, G. R. (2013). Social influence and
interpersonal power in organizations: Roles of performance and political skill in two studies. Journal of
Management, 39(6), 1529-1553.

Unconscious influence
Loersch, C., & Payne, B. K. (2011). The situated inference model: An integrative account of the effects of primes
on perception, behavior, and motivation. Perspectives on Psychological Science, 6(3), 234-252.

Authority
Doliński, D., Grzyb, T., Folwarczny, M., Grzybała, P., Krzyszycha, K., Martynowska, K., & Trojanowski, J. (2017).
Would you deliver an electric shock in 2015? Obedience in the experimental paradigm developed by Stanley
Milgram in the 50 years following the original studies. Social psychological and personality science, 8(8), 927-
933.

Damen, T. G., van Leeuwen, M. L., Dijksterhuis, A., & van Baaren, R. B. (2014). Authority defied: need for
cognitive closure influences regulatory control when resisting authority. Journal of personality, 82(4), 310-316.




1

,Content
The Effects of Favor and Apology on Compliance (Goei, 2007)..............................................................3
Reciprocity by proxy: A novel influence strategy for stimulating cooperation (Goldstein, 2011)...........5
The power of self-persuasion (Aronson, 1999).....................................................................................12
Compliance with a request in two cultures: The differential influence of social proof and
commitment/consistency on collectivists and individualists (Cialdini, 1999).......................................14
Helping made easy: Ease of argument generation enhances intentions to help (Müller, 2017)..........16
Fear and loving in Las Vegas: Evolution, emotion and persuasion (Griskevicius, 2009).......................18
What a coincidence! The effects of incidental similarity on compliance (Burger, 2004)......................20
Is beautiful always good? Implicit benefits of facial attractiveness (van Leeuwen, 2004)....................22
Social influence and interpersonal power in organizations: Roles of performance and political skill in
two studies (Treadway, 2013)..............................................................................................................23
The situated inference model: an integrative account of the effects of primes on perception, behavior
and motivation (Loersch, 2011)............................................................................................................25
Would you deliver an electric shock in 2015? Obedience in the experimental paradigm developed by
Stanley Milgram in the 50 years following the original studies (Dolinski, 2017)...................................29
Authority defied: need for cognitive closure influences regulatory control when resisting authority
(Damen, 2014)......................................................................................................................................30




2

, The Effects of Favor and Apology on Compliance (Goei, 2007)
Abstract: This study was designed to test the effects of favor and apology on compliance and to
explain any potential effect via indebtedness, gratitude, and liking. Two experiments were devised to
accomplish these ends. In the first experiment favor and apology were varied in the absence of a
transgression to see if apologizing for not providing a favor can be used proactively to increase
compliance. In the second experiment favor and apology were varied in a more common scenario,
following a transgression. Results show that favor has a positive effect on compliance mediated by
gratitude when using a general prosocial request and by liking when using a more altruistic request.
Results also suggest that apology has a positive effect on liking and that apology has an indirect effect
on compliance under certain conditions.

Background
 A way to increase compliance is to provide a favour or apology to a target before making a
direct request for compliance.
 Favor increases compliance. Strongest effect when it occurs between strangers.
 The most commonly accepted explanation for the favor–compliance relationship is that the
norm of reciprocity mandates the reciprocation of favors. Upon the receipt of a favor,
internalization of the norm of reciprocity induces a psychological state of indebtedness or
obligation.
 When predicaments arise and project unwanted, negative aspersions on our character, an
apology is one method of remediation.

First experiment (apologizing for not providing an unsolicited favor):
 A confederate and participant filled in a lot of questionnaires.
 The confederate walked away after a while, and then he returned back with..
o No favor/ no apology: confederates returned to their seat without saying anything
o No favor/ apology: only water for him selve + apologizing for that
o Favor/ no apology: bringing water for the participant
o Favor / apology: first not bringing water, than apologizing and buying a new bottle of
water for the participant
 Results:
o Apology increases liking and indebtedness, gratitude and liking all increase
compliance
o Favour increased indebtedness, gratitude
o Favor  Gratitude  Compliance

Second experiment (apology following a transgression):
 During a silent experiment, the confederate got called. In the apology condition, the
confederate turned around and apologize.
 Some time later, the confederate either got one (no favor) or two (favor) bottles of water.
 Results:
o Favor has an effect on indebtedness, gratitude and liking
o Liking has an effect on compliance


3

Dit zijn jouw voordelen als je samenvattingen koopt bij Stuvia:

Bewezen kwaliteit door reviews

Bewezen kwaliteit door reviews

Studenten hebben al meer dan 850.000 samenvattingen beoordeeld. Zo weet jij zeker dat je de beste keuze maakt!

In een paar klikken geregeld

In een paar klikken geregeld

Geen gedoe — betaal gewoon eenmalig met iDeal, creditcard of je Stuvia-tegoed en je bent klaar. Geen abonnement nodig.

Direct to-the-point

Direct to-the-point

Studenten maken samenvattingen voor studenten. Dat betekent: actuele inhoud waar jij écht wat aan hebt. Geen overbodige details!

Veelgestelde vragen

Wat krijg ik als ik dit document koop?

Je krijgt een PDF, die direct beschikbaar is na je aankoop. Het gekochte document is altijd, overal en oneindig toegankelijk via je profiel.

Tevredenheidsgarantie: hoe werkt dat?

Onze tevredenheidsgarantie zorgt ervoor dat je altijd een studiedocument vindt dat goed bij je past. Je vult een formulier in en onze klantenservice regelt de rest.

Van wie koop ik deze samenvatting?

Stuvia is een marktplaats, je koop dit document dus niet van ons, maar van verkoper elinemeuleman. Stuvia faciliteert de betaling aan de verkoper.

Zit ik meteen vast aan een abonnement?

Nee, je koopt alleen deze samenvatting voor €4,99. Je zit daarna nergens aan vast.

Is Stuvia te vertrouwen?

4,6 sterren op Google & Trustpilot (+1000 reviews)

Afgelopen 30 dagen zijn er 68175 samenvattingen verkocht

Opgericht in 2010, al 15 jaar dé plek om samenvattingen te kopen

Begin nu gratis
€4,99  6x  verkocht
  • (1)
In winkelwagen
Toegevoegd