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0:00
Hey everybody and welcome to another lecture in this social psych summer lecture series today's lecture is going to be the second part of our social influence discussion today we are going to talk about the other two that you saw on the table from last video compliance and obedience so will do will do compliance and then will do obedience so without further ado let's get started alright compliance so we're gonna do compliance first and then
0:40
obedience like I said let me get the mic out of there there we go all right so compliance what is compliance compliance is you doing things or me actually pretty pretty simple it's explicit there is no implicit feature like persuasion or conformity like we talked about in the last video compliance is only explicit requests okay you respond to a direct request by another person or another person is just responding to a direct request from you
1:25
and I'm pretty gonna - I'm pretty much gonna take the latter part of that equation where I'm gonna frame it like you getting what you want especially how I have how I have idle this slide and in another slide I'm gonna go over three so there's gonna be I think seven or eight steps for using compliance in a way that makes essentially social psychology get what you want right so that's how we're gonna play this so I'm gonna talk about the first three here and then we'll talk a
2:09
little bit about some of the features and I think one or two one or two research findings so the first one is positive mood you want to be in a good mood if you are asking and you want the other person to be in a good mood when you're asking them for something so you're in a good mood they're in a good mood everyone's in a good mood you could call this the luncheon technique so it's just like yeah let's go have lunch and hang out with amazing it's a way to
2:53
ingratiate yourself to that person it's a form of flattery you use flattery if you'd like it it doesn't even have to be directed at the requester so in one study a woman misdialed with her last dime this was in 1976 so payphone dying that's an expensive call and and so she misdialed with her last dime and asked the participant if they would call a number and relay a message in one condition no more than 20 minutes prior the caller had received a free sample of
3:34
stationery and in another group there was no gift at all so no gift only 10% complied in the gift condition everyone complied and it's funny because even in that condition so it's 100 it was a hundred percent immediately after the gift arrived but as time wore on after receiving the gift compliance decreased so all you have to do is really get the other person in a good mood and it doesn't even have to be in relation to you as the requester it's
4:15
just get them in a good mood that's how you do it get people in good moods that's how salespeople do it right the second one is using what is called the norm of reciprocity so this is one of in Western culture specifically is one of our unspoken rules in our culture that's kind of what a norm is we return favors that's what we do I do something for you you do something for me that's reciprocal right take advantage of this free gifts
4:48
like I just talked about feelings of obligation paying that obligation forward in some way okay it's also kind of underhanded and sneaky when advertisements go and that's not all and then they add in like another gift you're like oh wow that's that makes this offer so much better that it would be crazy not to participate right so if you are making the request for somebody should be like and you know as an added bonus I'm gonna give you my last coke
5:23
what do you think about that what do you think about that do you want my last coke I'm gonna give it to you and they're like oh oh man it's your last coke okay all right what do you need what do you want your last coke I'm sorry what do you want and we'll go into a little bit more detail about this but the norm of reciprocity has a fun little named for it for the kind of requests that we'll talk about is called door in the face I have
5:56
a further example for you in just a minute let me just introduce you to it so door in the face or DITF is when you ask somebody for a large favor that they are sure to deny but that increases the likelihood they will concede to a smaller favor so essentially what happens is your smaller request is seen as a concession that the norm of reciprocity urges them to obligate a blush not obligate oblige okay so that's door in the face and go over that in a little bit more detail in
6:45
just a second the third one that I want to talk to you before then I go into DITF and the next one is creating commitment it's like all of the petitions that are going around to have you sign for something get rid of Confederate statues defund the police label the KKK as a terrorist organization so on and so forth those just come to mind because they're accessible and salient to me in the moment that I am recording this video okay and so the special name that we have for
7:25
creating commitment is called the foot in the door technique and it's literally just how it sounds you stick you get your foot right in that door you just wedge it you're like oh wait what if I were to tell you this so this is essentially the opposite of door in the face you make a small initial request which almost anyone will agree to and that paves the way for a larger but your actual request so in 1966 Friedman and Frasier went around California asking residents if they were
8:08
that they would display a huge ugly yard sign that read drive carefully only 17% of the people were like oh sure you can put that ugly thing in my yard and then they had another group where they were asked to display a small two-inch sign in their like windows almost everyone agreed to that one I mean how effective is a drive slowly signed from your window not very but then two weeks later they came back and we're like so you put that sign in your window what about this billboard 76% of those
8:57
same people agreed right so we have 17 versus 76 you created the commitment you got your foot in the door with the window sticker and then even after two weeks they're like okay all right let the yard sign out there I got the thing in my window both the yard sign out there it's funny because there's it really isn't that necessarily related to the actual request there was another study where there was they were going around getting people to sign petitions
9:35
on two completely different issues and even with the second one compliance increased with that second request it's like all you have to do is create that momentary explicit commitment and obligation and people are you've got them hook line and sinker yeah I got you I got you so let's compare the two because they work at different times and with in different contexts so I have here my alligator signs my alligators you know when you were learning less-than and greater-than right so we've got we've
10:26
got our less than and our greater than and so the size of the quest so this is time right so foot the door like I said you start with small requests and you end with a large during the face you start with the large and then with a small okay so foot the door it endures over time as long as you can keep coming back to the commitment then you've got that person you've got that person locked down regardless of who they are or what the request was as long as
11:00
you've got them committed to the idea of commitment then you've got them door in the face needs to be specific and immediate reciprocity works if there's the continuity of the feelings of guilt okay and so if you wait too long well then you're gonna end up with issues that people aren't gonna remember are like oh yeah you did that thing for me man I don't think so I'm not gonna do that yeah yeah now that's been like five months I barely even remember your face okay so you got to be quick with it
11:44
multiple people can create commitment it's actually more powerful if you've got a band of people around you and you know you know you're coalescing on one person not too many and not too aggressive because then people will be like whoa okay close the door people are gonna murder me or something so multiple people can request but you know you gotta be nice about it gonna be nice about it of course with door in the face it can only be one person if you have
12:17
multiple people requesting even this super big thing it'll just seem overtly ostentatious and just odd and weird and and and the the smaller request won't have the same reciprocity hit that you need it to have foot in the door you really like I said you don't need too much context and that's why foot-in-the-door generally speaking get spared a lot with advertising is paired with advertising so foot-in-the-door advertising because you
13:01
don't really need to be in front of the person's face to create the commitment you just need to have the right message okay door in the face needs to be legitimate and in context okay so you can't really go to your mom and ask hey can I have $500 I'm just kidding $25 because immediately it's just like whoa what's the $500 for? why need $500 well I really only need $25 why do I need why did I start with $500 well ask for $50 instead I mean your mom probably doesn't
13:45
even have $500 lying around and so that's out of context it's not a an appropriate request I mean your mom might say that's not an appropriate request don't ask me for money but it's not appropriate for door in the face to work okay so just keep that in mind let's see I have one more example of foot in the door and door in the face so foot in the door Burger and Caldwell I like this one because it has to do with pro-social commitments
14:17
so Burger and Caldwell had four conditions in their study aim and they asked people what whether they would have no prompt if they were asked to sign a petition which was the foot in the door paid a dollar or reinforced helpfulness and then they asked them which was the mate which was the main ask the willingness to volunteer at homeless shelter and then over here on the y-axis is the percent of people in each group who complied with that final request
14:53
willingness to volunteer at a homeless shelter okay so with no prompt only about 30% of people right so there was there was no foot in the door there was no context there was no obligation it's how many people complied with would you be willing to go volunteer at a homeless shelter I mean that's time and it's it's a it's a big ask to be fair and then if they were paid one dollar would they go do it well only about ten percent more would do it
15:27
so this is two thousand three dollar wasn't really worth much in two thousand three and it's external it's external incentive so it was $1.00 I'm like okay alright fine but if we consider 30 our baseline then 40 or even 39 because it doesn't really reach the 40 mark there 39 put 9% increase that's that's that's not a lot that's not a lot but here I want to talk about this one and then this one because they're both kind of foot in the door this one was
16:04
specifically foot in the door but reinforcing helpfulness is is another kind of foot in the door it's a priming foot in the door it's it's so good so good okay so let's talk about the asked to sign a petition first so asked to sign a petition if no prompt is our baseline then we got about 20 I got about 20% more complaints they almost doubled their compliance by asking them to sign a petition about homeless activity first or homeless shelters
16:37
and then they came back white the the petition created the commitment toward helping homeless helping the homeless excuse me and then they came back and they're like would you be willing to volunteer at a homeless shelter and that's where the commitment comes and gets cashed in but this reinforcing happiness this one is great this one's great so this is a sort of a priming example of implicitly creating a foot in the door okay so it doesn't even have to
17:15
be like again context is not necessary for foot in the door so when they were asked about homelessness and stuff like that they were you know we're talking to people at door to door and they would say words like complimented on being thoughtful and caring I'm like oh you're so thoughtful oh you know what you're so caring you're such a wonderful person that that'd be that'd be really cool and then they would come and so that created this implicit sense of commitment like I
17:53
am thoughtful I am caring self perception I am but to not have any cognitive dissonance when when the people came back to then ask for the larger request for donating their time to the homeless shelter then that commitment it's like well they did say it was I am helpful I am caring so ah you know what I guess I guess I should go and there you go more than double our baseline more than double that's a pretty good foot in the door technique so if you can find a an
18:35
aspect of the person you want to ask get your foot in the door to create that commitment for a larger request later then you've got a you've got flattered eat up to them you got to ingratiate yourself to them so step number one then you can create that commitment woo it works well it works well alright so what's this door in the face example so this is my other favorite one so this was a child Dini in 1975 so a little bit before the the Bergeron Caldwell one but
19:07
so this was a an interesting Juveniles at the Zoo so juveniles was short for juvenile delinquents so juvenile offenders kids who were in detention centers right so the the big ask in one group was hey are you just so this group they just got asked would you be willing to chaperone these these children at the zoo only 17% of the people that they asked said yes not surprising right it's a bet that's a huge ask okay what what's entailed by the chaperoning
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- I doesn't matter if they're caught doing something they shouldn't what do I need to arrest them if they are you know like how close am i watching these kids right then there was another group who got asked okay would you be willing to donate two hours a week to counselling delinquents for two years okay that's not terrible it's two hours a week 104 hours a year so a total of 200 excuse me 208 hours total spread over the course
20:39
of two years 208 hours would you be willing to do that and then they asked and so yes or no on that one and then they asked would you then chaperone them at the zoo now people said where they were like 50% yeah all right fine so half the people in that group when they were asked what about this counts counseling thing which was which was is a is a is a big ask right it's a it's a it's a beast of an ask right now we're gonna do a smaller request because it's really only a
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couple hours of your time and relatively smaller so it's a big ask here just by itself because that's that's incredibly difficult but then if you're gonna do 208 hours over the course of two years counseling that's a time commitment versus a couple hours of the zoo much smaller request relatively speaking they're both big ask by themselves yeah of course we can we can all probably get behind that I imagine you can get behind
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that but when they're paired together the counseling seems much larger of an ask so that's why I like this study 50 percent doesn't sound like a lot but to move from 17 to 50 that's critical okay so let's finish up this list I have what I did three and then I have five more on this one so a total of eight so number four use psychological reactance is a fancy word fancy phrase or revert what you've probably heard as reverse psychology so one way I'll put this is when our
22:40
freedom seems threatened we act to restore it right and so this is reactance banned books end up with larger audiences how many of you who are watching this under the age of 17 in the United States to try to go see an r-rated movie when you when you impact somebody's freedom they want to do that more we'll call that what we'll call that reactance okay so that's how you get people to do what you want be like fine I don't really want it anyways dude to do and then be like Oh fine have a thanks
23:26
number five social proof this is the tendency to conform to what we believe is respected that respected others think and ooh okay so that social proof who we respect what they do basically so for example students created and wore matching t-shirts on an event day they organized the shift system so that they would always that that there would always be several people at the event table so that members of the campus community would be curious to stop and see what was going on a full-sized hoop
24:08
which would be considered a donation was set up for students to play nets for nets okay and a large crowd formed around this net the nets for nets were from mosquito nets so they were creating a donation system so they could if you made a basket then they would donate a net to somebody in Africa that would they that mosquito net to protect against malaria transmission okay and so these t-shirts created the sense of social proof okay what are those people
24:50
doing they're all wearing t-shirts maybe I should go look and see and then people tried it and they kept trying it and people kept making baskets and making baskets and and so nets and nets and that's and that's and nets were raised for this it's pretty cool pretty cool pretty cool number six scarcity we seem to have an innate preference for anything that it's in short supply this includes creating deadlines which are actionable of course students made use of the deadline tactic highlighting
25:34
the possibility that their generation ending malaria this is related to the previous one by 2015 I don't not entirely sure if they were they they made it but still a goal they also built a display to show the number of bed nets raised so far and how close they were to the goal of 200 nets okay so they said we have 200 MEPs we want to end malaria come on let's get those 200 Nets ticket so 200 nets which is why wouldn't you see these when you when you
26:11
participate in a fundraiser there's always goals and that generally speaking gets this scarcity mindset going so if you want to manage anything in short supply this you you want to create this scarcity
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number seven mindlessness yes this is one of my favorite ones get people to do daily routines and tasks that are scripted once you set the script in motion you stop - you fail to stop and think about what whether or not our actions are actually reasonable it's really good you can get somebody going through the motions and then you jump right in there to get what you want them to do and then they'll probably do it because they're like oh that's part of
27:10
my mindlessness here I'm just doing it so this is done a lot within sort of joke situations with a kid and their parent if their kid and if the parents just like kind of like going through bills or something like that and the kids like mom dad mom dad mom dad can we do this can we do this and they're like yeah yeah yeah so that's that's the mindlessness and they're like yeah they said yay and then they go complaining complaining is the next one sorry complaining I have an asterisk on it
27:47
because you need to use this with caution you need to use this with caution squeaky wheels get grease which means in this case attention okay tenshun it's effective in small doses don't just use complaining that's why it's last thence why has an asterisk next to it use with caution don't try to just constantly complain it's not gonna work for you try to get somebody you know to do something and then let me know in the comments below
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if it worked by one of the things that you that I just so one of the eight things let me know in the comments if it worked or let me know in the livestream if you are one of my students let me know in the livestream if it worked because I am eager to know if this work use one of the eight strategies or a combination of the aged strategies and let me know down below kyoool
28:53
okay so the last one we're going to talk about is obedience obedience so obedience is explicit it's explicit okay because people are talking and you know if I'm the authority you're gonna obey me or vice versa right so this is submitting to the demands of another more powerful person so you notice that if you go back to when I first introduced compliance you saw the word equal there I didn't talk about it then because I wanted to
29:28
explain it now so equal in that context is equal status of the people so you know you're not to straying too far from your level of the social hierarchy so equal status with obedience we're talking about unequal status of the social hierarchy okay and you can make somebody obey with their behavior or their beliefs if you are submitting if you are telling somebody to submit to your demands okay you can have with obedience you can have outward compliance without internal changes however a
30:13
and then other obedience is obviously one is the idea that we are most familiar with which as we come to privately accept something once we obey it for a long time so what I'm gonna do is show which quickly show you a video from the classic Milgram Stanley Milgram studies so I'm gonna go ahead and play this and you'll get a sense of where obedience in social psychology research got its start in a unique period from the early 60s to the early 70s a group of social
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scientists conducted a series of experiments examining the nature of human behavior and its relationship to social conventions and situations in this setting I allow things to be done to me that I wouldn't allow in any other context dentist is about to put an electric drill into my mouth in this setting I willingly expose my throat to a man with a razor blade
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stanley milgram one of the most influential social psychologists of the time was particularly fascinated with the dangers of group behavior and blind obedience to Authority what is there in human nature that allows an individual to act without any restraints whatsoever so that he can act in humanely harshly severely and in no way limited by feelings of compassion or conscience these are questions require the experiments that Milgram and others
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conducted were controversial and for ethical reasons may never be conducted again yet the results of those experiments remain groundbreaking profoundly revealing about the tensions between the individual and society and increasingly relevant to contemporary life that's the Stanford Prison Experiment that they showed briefly in 1962 Stanley Milgram shocked the world with his study on obedience to test his theories he invented he knew that would become a window into human cruelty
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in ascending order a row of buttons marked the amount of voltage one person would inflict upon another note rooms original motive for the experiment was to understand the unthinkable how the German people could permit the extermination of the Jews when I learned of incidents such as the massacre of millions of men women and children perpetrated by the Nazis in World War two how is it possible I ask myself the ordinary people were courteous and
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decent in everyday life connect callously in humanely without any limitations of conscience now there are some studies in my discipline social psychology that seemed to provide a clue to this question I wanted to study was a little different went a little bit further it was the issue of authority under what conditions would a person obey authority who commanded actions that went against conscience these are exactly the questions that I wanted to
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investigate at Yale University it is May 1962 an experiment is being conducted in the Elegant Interaction Laboratory at Yale University the subjects of 40 males between the ages of 20 and 50 residing in the Greater New Haven area psychologists develop several theories to explain how people learn one theory is that people learn things correctly whenever they get punished for making a mistake forty years later Milgram's infamous
34:06
experiment obedience is still taught in classrooms around the world you open those and tell me
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we're all right now the next thing we'll have to do is set the burner up so that he can get some sort of punishment when inspired Milgram I would say there were a number of factors one of them is he was a very ambitious he wanted to make a mark in social psychology and he wanted as he wrote to one friend he wanted to come up with the most what the boldest experiment that he could think of would you roll up your right sleeve please this electrode is connected to the shock
34:42
generator in the next room and this electrode paste is to provide a good contact to avoid any blister of burn do you have any questions now before we go to the next room about two years ago I was the Veterans Hospital on West Haven and while there they detected a hard condition nothing serious but as long as I'm having these facts I'm strong are they how dangerous are they well no although they may be painful and not dangerous and anything else no that's
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all alright teacher would you take the test and be seated in front of the shock generator please inaudible but the experiment was rigged a victim was an accomplice of the experiment the victim according to plan provided many wrong answers his verbal responses were standardized on tape and each protest was coordinated to a particular voltage level on the shock generator now his teacher you were seated in front of this impressive looking instrument the shock
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generator it's essential feature is a line of switches that goes from 15 volts to 450 volts and a set of verbal designations that goes from slight shock to moderate shock strong shock very strong shock intense shock extreme intensity shock and finally xxx danger severe shock your job the experimenter explains to you is a word pair test if he gets each answer correctly fine you move on to the next pair but if he makes a mistake you were instructed to give
36:12
him an electric shock starting with 15 volts and you increase the shock one step on each era incorrect you'll not get a shock of 105 hardhead just how far can you go in this thing as far as is necessary they me as far as milkman was very much aware that obedience is a necessary ingredient from society to function but he focused on the darker side of obedience it's absolutely essential that you continue you got no other choice did a lot of
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choices my number one choice is that I wouldn't go on if I thought he was being hard now this man makes disobedience seem a very rational and simple deed now other subjects respond quite differently to the experimenters Authority some psychologists were troubled by the ethics of it many if not most subjects found that a highly stressful conflicted experience people stammering stuttering laughing hysterically inappropriately
38:00
all righty so that gives you an a window into obedience research in social psych Milgram essentially got it started and you can watch the rest of it I mean it's a ten minute thing but there are plenty of videos on YouTube okay so why do people why did why do people obey why did the Nazi folks obey why did the folks in the Milgram the the Milgram studies obey well for one thing they could remove the responsibility from themselves so with respect to
38:46
Milgram they could blame the experimenter if they ever got in any sort of legal trouble or any issues like that they could say well the the experimenter kept saying you need to continue even though this guy was having I don't know ostensibly a heart attack right signs of authority all over the place while these subjects were in the lab there were signs of authority Yale itself is an authority it's very prestigious right the experimenter wore
39:19
a lab coat and so did everybody else that was associated with the study walking down the hall in the lab lab coats passing by a security card they had badges people had name name tags that had official IDs okay um all of this has actual authority behind it right these people could hire somebody demote somebody not pay somebody etc right and then here we get to an easy law an easy informal logical fallacy okay slippery slope of gradual demands
40:07
hey you start small and then you work your way up it's sort of like foot-in-the-door that I just mentioned you tell a white lie and then a bigger one and then a bigger one they get easier and easier and easier as you as you know Hitler didn't start by saying let's kill all the Jews in 1933 he did not say that right he started with boycotts of Jewish businesses he redefined citizenship in Germany he then began forbidding intermarriage among Jews and others he then said you have to join a Jewish
40:49
registry and then he started making them where the Stars of David and that had like udin underneath it which you know was Jew and German people had to have papers that said they were Jewish right and then they were removed out of communities then they went to work camps and then finally from those work camps they went to death camps Hey so genocide was the last step of Hitler's MO it wasn't the first one you get the gradual amount of obeying and
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for the people who are subordinate to that the people who have to carry out the obedience carry out the orders began accepting that because it was just a gradual change in their lives and gave them time to process and rationalize it and even though at the Nuremberg trials when they said I was just following orders for doing all this stuff people were like but this is you know ten years worth of changes how is it that you were just following orders for ten years
42:10
so you gotta you got to wonder about giving people too much time to make gradual changes and then just blindly obeying them of course most people think that Milgram's participants obey blindly and that's that's not the case it's actually quite nice that that documentary clip first showed one of the subjects disobeying is his polite disobedience he's like oh there's so a lot of things that I could could be can do incredible
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it's it's a fallacy that a lot of people did it okay so two-thirds of the of the participants in the original study went all the way up to XXX but during that travel to the last 450 volts one
43:14
said that they would not continue so that was forms of resistance many people said they would not continue but did okay because we have to get to the two-thirds value from 450 volts many stood up to leave and then sat back down so there was turmoil for it there was turmoil okay so not everyone was like yeah okay you know as they went through it they were like hmm I can't do this right now no no I don't want to do this right now so what are the factors then
43:51
that affect obedience so some of them are intuitive I will I will lay that out bear right at the start first of all you have to be close to the victim are sorry farther from the victim in order to obey obedience and this works with harm toward non-human victims too you are more likely to obey and harm non-human victims the farther you away the farther you are away of it from it because research for drone pilots really bears this out okay so if you are close to the
44:33
victim then it's harder to obey especially if harm is coming the victim's way and if you're farther away less obedience or more obedience sorry less obedience close more obedience far okay then how close are you to the proximity of the authority figure if you're if it's a legitimate Authority with more power it doesn't really matter too much how far you are away from it you're going to obey take the study out of Yale and do it in
45:12
like I don't know Eureka College for example there's gonna be far less obedience because the prestige and the authority that are like surrounding the participants is unlikely to yield obedience the extent of the authority so how much of the authority is there okay so where is the authority and what is the obedience that's important to note how much pressur pressure is there to conform now in follow-up studies Milgram and then people after Milgram had multiple teachers and one learner that
46:06
was a Confederate and if one person out of a group of two or three said I don't want to do this then the other one or two teachers were likely to follow suit so are you with are you conforming to the obeah skewed me are you conforming to the obedience are you not conforming to the obedience that is quite a quite a bit important when we discuss obedience so if you have multiple people saying no yeah this is really going back to a deep cut is the I
46:46
am Spartacus seen from Spartacus where everybody is like I am Spartacus I'm Spartacus I am Spartacus because the Romans were like who is Spartacus who is this guy leading this slave revolt and everybody says they're Spartacus well if everyone Spartacus then no one is Spartacus so that's really really important personality personality
47:18
yeah it doesn't really work if you think that you have the personality to disobey think again and I'll say why the situation the context the obeying the authority in setting and proximity to victim authority whatever is too powerful and over shines your personality traits even the ones that you can think about now like no I stand for truth justice and the American Way well if you were put into a position where you had to dis where you had to
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obey something antithetical to truth justice in the American Way you probably would and I'm just being honest that's that's the realist in me as much as I would like to think that I wouldn't obey if it was something morally wrong it's probably more likely that I wouldn't if the situation was powerful enough and even though even though the Milgram studies need a lot of approval and a lot of protections for participants they can be done it's very difficult to get them
48:50
through ethics boards these days and I are bees but if they do a lot of these effects will replicate it's fairly robust humans aren't that special when it comes to this psychological influence effect ah one last thing I want to bring up before we end this video is mortality salience so the authors of your textbook for those of you who are students in my class are some of the people who are important for bringing mortality
49:27
salience research to social psychology and that is telling reminding people that they have impending deaths and what happens when you remind people that they are mortal and they will die someday I mean and I really find this research fascinating with respect to Authority and obedience because it has to do with who you want to follow in your moment of understanding your own mortality okay what kind of leader would you obey if
50:07
you were reminded by your own impending death and and so in this particular study from Cohen and colleagues in 2004 they asked participants
50:23
whether or not they would follow a charismatic task-oriented a relationship oriented leader and they gave characterizations verbal characterizations and they were in one of two conditions they were either in the exam sailing condition where they were said that an upcoming exam was was soon and and that it was gonna be worth a lot of their grade and they should study for it and it's gonna be difficult and that sort of thing and then the other group of course was reminded of their own deaths
50:58
yeah the charismatic leader was portrayed as having high expectations of followers having confidence and followers her abilities engaging in risky but calculated behavior and emphasizing the importance of overarching vision and identity of the group as a whole that was very helpful to mortality salient folks and not very helpful to examples but here again I want to say that I'm not a fan of the figure makers for this text book because
51:35
and and this text and this figure should be in your textbook this scale is awful it's only a point because you can see it goes from 2.6 the 3.5 so if I were to put this on the actual scale of the rating which I think would I want to say one to five but I'm not entirely sure it doesn't look all that impressive I'll tell you what it doesn't look all that impressive these deep these differences though are statistically significant so keep that
52:11
in mind but this is not the way to show people this is not the way to show people how good your graph looks ah anyway the task leader the task oriented leader this guy was characterized as setting high yet achievable goals and effectively achieving those goals by efficiently allocating resources and delegating responsibilities so both the exam condition folks and the task oriented folks really really enjoyed that one the relationship oriented leader was portrayed as treating
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followers compassionately respectfully emphasizing communication by listening to followers and showing trust and confidence and followers and acknowledging followers with recognition and appreciation so being reminded of your own death wasn't really all that helpful in this case there's medic and task oriented folks leaders were nice for them okay so when a person was reminded of their mortality the participants attitudes became much more
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favorable to the charismatic candidate who and the task oriented candidate who promoted the greatness and the ability to achieve greatness and especially the charismatic one the greatness of the state okay and this does also apply to real-life leaders so yeah this is a little this from 2004 okay so this was the 2004 election between John Kerry and George W Bush so this was George W Bush re-election year and he was re-elected of course
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and you can see here that when people were reminded of something painful versus when they reminded something were reminded of their death this is from Landau et al 2004 so it came out at the same time as the Cohen paper about the same time so eligible voters were asked which one would you prefer John Kerry or George Bush and there were two groups and this is how you do scales right this is how you do y axes 0 to 6 support
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for leader right so they were either in the I'm gonna remind you of campaign conditioner I'm going to remind you of your incoming impending death condition and then this is support for John Kerry or George Bush and so reminders of mortality increased support for George Bush okay and not actually decreased support for John Kerry
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because of what in this case a Republican president brings table identity politics versus what John Kerry brought which is more of a like this is government and or whatever the Democratic platform was back in 2004 I don't even remember now but it wasn't very calming or
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helpful to somebody who's reminded that they are immortal and and they have a death incoming
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it's being reminded of your own deaths might be an issue the last thing I will say about these last two slides about mortality salience is actually fairly critical it is that
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it's not replicating all that well so is mortality salience real or the effects that we see real um I don't really know I don't really know so keep that in mind the the authors of your textbook should probably put that in on their next edition I would say that would be very important I will see if they do that'll be it for this particular video go ahead and leave your combat cop comments suggestions and feedback feedback down below generate your
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questions for the live stream and I will see you in the next video goodbye!
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