the effects people have on one another; ways in which people are affected by the real/imagined pressures of others

mindless/automatic(chameleon effect) + pressure exerted(conformity, compliance, obedience)

tendency t0 change perceptions, opinions or behavior in ways that are consistent with group norms

factors contributing to conformity: size of group, focus on norms, presence of an ally, gender differences

asked participants to judge how far dot of light moved when it was actually still- autokinetic effect

asked first individually and then in groups, changed estimates to match other's in groups

conformed for info

line study- one participant set up, other people in the experiment clearly choose the wrong answer, leading to the participant to choose the wrong answer based on what other people said

participants caught between the need to be right and the desire to be liked

don't want to be percieved as deviant

changes in behavior that are elicited by direct requests; set subtle traps

300 pennies study- make request unique

langer's cut in line study- when giving a reason, people more likely to allow cutting

feel obligated to repay for acts of kindness, even when unsolicited

I scratch your back, you scratch mine

person begins with a very small request (customer cant refuse), secures agreement, then makes a seperate larger request

effective because people want to maintain their cooperative self-image

when a person secures agreement with a request and then increases the size of that request by revealing hidden costs

car salesmen- gets people hooked on the idea of owning car so that added costs are not an issue

psychology of commitment

person begins with a very large request that will be rejected, follows up with a more moderate one-boy scout

perceptual contrast: second request seems smaller

reciprocal concessions: pressure to respond to changes in a bargaining situation

feelings of guilt

behavior change produced by commands of authority

milgrim, security guard studies

factors that influence: control, gender differences, location, authority level of person in charge, proximity, others rebel/allies

group vs. collective

group= direct interaction, shared membership, common goals

collective= engaging in common activities but having minimal direct interaction

presence of same species

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increased arousal

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strengthened dominant response

if task is easy, having others around will help, if hard, it will hurt performance