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Social Influence: Persuasion & Conformity
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Hey everybody and welcome to another video in the social psych lecture series Today's lecture 6 this is when we're gonna start the real fun stuff we're gonna talk about social influence how to get people to do what you want them to do so I appreciate you sticking around for this lecture series maybe maybe you jump right into this one but here we're gonna talk about two ways in which you get somebody to do what you want them to do first we're going to talk about
0:31
persuasion and be persuasive what are the best strategies for persuasion and then we're gonna talk about conformity ways in which you conform to the situation and get other people to conform to your situations so let's jump into let's just jump into it I forgot to do an outline for this one sorry about that so we're gonna do persuasion first and then we're gonna do conformity so that's pretty much the outline so let's talk about persuasion here but I want to first define social
1:06
influence so social influences the many ways and we're gonna talk about these four ways so in this in this video we're gonna talk about the two end bits of the tree and then in the next video we're going to talk about the two middle bits compliance and obedience and the many ways in which people affect one another including changes in attitudes behaviors feelings that result from the comments actions or even the mere presence of others hmm so persuasion on on specifically is the process aimed at
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changing a person's or groups be either one attitude or behavior toward an event an idea an object another person or people by using written or spoken words to convey information feelings or reasoning about reasoning or combination thereof and so persuasion necessarily includes communications okay it's necessarily a communication influence this is on the other hand not the same for maybe the other three as we'll discuss so one of the ways in which I want to look at persuasion is probably one of
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the more common models you'll see in persuasion literature it's what is considered a dual process model in of persuasion a dual process model of persuasion because you can see that I have two processes here I have one and I have two so we have central and our peripheral and this is called the Elaboration Likelihood Model now a related cousin of the Elaboration Likelihood Model the ELM is the Systemic Heuristic Model the HSM and
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so that's why I put those in parentheses here so social work we're basically going to talk about persuasion by two roots okay by two roots and these two roots follow from motivation and ability and then lead to attitude change and well so we'll discuss the factors and the so the ability and motivation factors that lead to the processing one of the two and then we'll we'll talk about the factors that promote the actual attitude change so before we get
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into that what are these two processes well the peripheral route or hip heuristic these are this is your basically this is your type one that we talked about in a previous episode of dual process thinking so these are your heuristically these are your simple superficial processing so simple superficial queues related to the message are gonna change the lengths excuse me are going out things like length--jeepers--expertise or
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attractiveness okay people think using the peripheral route are generally less judicious with their consideration of that information so simple messages really rain here and irrelevant cues like rightness wrongness or attractiveness generally are ignored okay
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central route though the systemic processing this is where persuasion occurs with deliberation so you are engaging someone sexual route you better come with the receipts the details and the evidence to back up what you're saying because people are thinking real long and hard ok real long and hard so you need to weigh arguments you consider relevant facts and figures you think about things in a systematic fashion hence the the cousin so 3 motivating
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factors for central processing is the issue is personally relevant ok again I'm gonna sit here and I'm gonna listen to you but you better have all the stuff that I want to hear ok knowledgeable in the domain okay I know the some of that I know most of the thing you're gonna say to me so I want to be I want to be really really odd right now you really have to tell me something I don't know in order for me to be moved to your side and the third factor in motivating us to
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use is systematic is that if it's if we become personally responsible for the attitude change or the behavior change so that's going to lead to systemic processing okay quality of the argument so if it's good quality argument then hey you've won me over if it's a bad quality argument sorry goodbye okay now for peripheral processing motivation and ability factors these are essentially opposites of the box above it sorry issue is not personally relevant if you are distracted or
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fatigued so if you're tired or your attention is elsewhere you're like yeah it's fine whatever that's good and so this is when if you want to persuade somebody to do something H them at their most distracted catch them at their most distracted incomplete or hard to comprehend message if you also want to do something fun by persuading somebody to do something for you just you know throw talk so fast that people are like whoa I can't understand what you're saying to me fine
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it's fine the things that I do think are fine attitude change right and so the things that promote attitude change in peripheral processing are pretty much all here is six and we'll talk about some of them so source attractiveness so how attractive is a person giving the message how famous are they okay which is why celebrities and influencers are asked to market and advertise number in lengths of arguments so if there are a lot of arguments and you have to go through them you're just
8:14
like oh my god why so this is actually a crucial thing to note for 12 Angry Men the course film or if you want to watch it on your own 12 Angry Men number in length of arguments here we're talking about several arguments that the jurors just listened to in the trial and they just want to get out of there they're hot they're distracted oh it is they just want to say guilty and get out of there but there's the one guy who's like no no no let me engage your central processing please bear with me
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this is really important and he was not persuaded even though 11 other jurors at consensus
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11 other jurors had consensus so it's just like my man join us or die well no let me engage your systematic processing you can do it everyone get gather round I'll tell you about it okay so those are really important those are really important things this box right here this box really tells us whether or not we're gonna go here here even if these two things let's take for example we're distracted or fatigued but we're knowledgeable in this domain so
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which where do we go central or peripheral well that's because messages tend to be a mix of both okay but if you have a message that's targeted targeting this route you're going to be way more successful so these are the features of persuasion attempts so who what to whom and how so who the source who is the person giving the message generally speaking these are politicians influencers celebrities
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lawyers lawyers big one because they're the ones who are trying to persuade the jury on either side what what is the message what is the idea or event that the person is or object the person is trying to persuade you to use to attend to believe or whatever and then they how were they gonna get that message across you can see my arrows here who - what - how to whom right so here we talk about the source then the message what is that
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source saying and then how are they saying it what channel are they trying attempting are they trying to engage your central processing route or are they trying to engage your peripheral processing wrap and then finally who is their audience is it a distracted person or is it a an expert in the field that's crucial now I'll give you an interesting thing to note about lost psychology or legal psychology which is the audience is really crucial for each
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of these things so here we have a lawyer their message is my client my client will say a defense attorney my client didn't do the thing that they're accused of and so here I'm gonna engage as much peripheral route as possible and I don't want any experts and my hmm in my my jury in my audience because they're going to be engaging the wrong channel I want peripheral route channels open not central route channels open and so let's get rid of all of those
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possible experts this is why you rarely see psychologists on juries you can try to talk your way into it but I was selected I went to went through what a year one time which is jury questioning jury selection and I said that I was a psychology graduate student and they're like get'em a teehee and so I got I got dismissed because they're like oh this this person that was too much about psychology and I don't want them here at least the prosecution or defense didn't want me there okay
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now let's talk about the source and their characteristics shall we so credibility is really important so the credibility of the company that's trying to get you to buy a product subaru love it's what makes a Subaru a Subaru that right the person who is in the advertisement or the politician the source is it in Cosmopolitan magazine or is it in the New York Times or Washington Post so expertise is most important when you're talking about matters of fact position of authority or knowledge four
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to five deaths dentists don't influence our feelings about bowling balls but they do about toothpastes I really want to know what that fifth dentist is like no I don't really like this toothpaste I don't think it prevents cavities like you say it though those just like 80% of dentists where it's the other 20% what what is the other 20% doing right even tangential expertise so people who play doctors on TV you are like wait a minute
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is there a doctor on board boil I play a doctor I know a little bit I remember some of my lines so perceived motivation is also part of credibility right so the audience has the perception of whether or not you're credible so people arguing against self interests seemed to me more credible so if a prisoner is arguing for longer prison sentences we're like huh okay oh listen male representatives true for women's rights also okay label yourself a feminist and white abolitionists
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and then the sleeper effect this occurs when messages from unreliable sources initially exert very little influence but later cause attitudes to shift so the sleeper effect is insidious in persuasion because we can you can plant an idea and it's like yeah that's fine it's kind of like Inception in the film where they're like let's go into people's dreams and we'll plant an idea and you're like oh okay yeah sure
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and then eventually the idea is supposed to turn into something big okay hmm so I have an example for the sleeper effect in 1951 at the height of well at the burn a beginning part of the Cold War and the nuclear's nuclear arms race began participants were asked about the likelihood that nuclear subs would be built in the near future few days later they read an essay about the imminence of nuclear subs so how quickly they were supposed to be
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coming and told the essay was written either by a highly credible physicist Robert Oppenheimer or a journalist for a Soviet propaganda newspaper naturally people were more persuaded by the physicist however when measured again four weeks later people who had been told the essay was written by a Soviet epic andest had changed attitudes that's the sweeper effect the second source characteristic that I want to talk about is attractiveness so physical attractiveness and our
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similarity to that person's attractiveness this follows one of the stereotypes / heuristic then I may have mentioned in a previous video but here are all further explore what is beautiful is good is the heuristic what is beautiful is good so this applies to beyond just physical attractiveness it applies to status and prestige even for unrelated products why does it matter that Angelina Jolie and bono are spokespeople for the plight of Africa
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like you know Bono's product red for example it's because that they are high status they have high prestige they are generally speaking beautiful Angelina Jolie maybe more so than Bono unless you like Bono right so not only do we have physical beauty status and prestige this is why these people become spokespeople for various issues of course this doesn't matter to their actual position about what's going on in Africa has nothing to do with it
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it's how we perceive the source characteristics on whichever route we're traveling the central or peripheral similarity on the other hand is more important on matters of opinion so if we're comparing credibility and attractiveness well if we were talking about facts than credibility is more important you know it's why Facebook ads the little eye icon on on news articles because it wants you to know the source and it wants you to get
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an idea of the credibility of that source whereas attractiveness is helpful for matters of opinion a weight loss plan asks someone who has lost weight best makeup maybe find someone who is most like you and wears makeup like you bareMinerals what about things like brands like Neutrogena or Almay and talking about makeup useful use beautiful models or actresses and they then they convince you they are just like you that's why dove Neutrogena maybelline all these all these companies use somebody
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who thinks like you do like oh my face is dry oh man my face is dry too oh we're like the same you just have mil millions of dollars more than me that's how our faces are stowed dry though and so but but that is literally a matter of opinion rather than what the actual thing does to your face okay
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now the third source characteristic that I want to talk about is fear appeals I talk about fear appeals quite a bit in health psychology and here you have somebody smoking what is considered a loaded gun it's an advertisement in that one right and then I have a a a study here that I'll talk about in just a second so why would somebody use fear to be persuasive well its main goal is to disrupt your elaborative processing okay
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its main goal is to disrupt that so you go peripheral route like oh I don't okay I don't want to smoke then because I don't want to shoot myself in the mouth okay they're most effective when they depict a significant and relevant threat and this is why climate change threats don't work because climate change is so nebulous and distant or at least it has been that fear about what might happen with the effects of climate change and global warming all on sort of deaf ears
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they just kind of hit you and they're like ah
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and it's because the fear appeals need to be significant and relevant and they convey effective responses that seem easy to accomplish okay so if if we look at a study like this where a participant is either given instructions on reducing cigarettes ear for reducing cigarettes or instructions and fear you can see a decrease in the amount of cigarettes smoked per day so this is instructions for cessation this is just fear about
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this is just fear like don't smoke or your lungs are gonna mutiny and then this one is cessation instructions and your lungs are also going to mutiny you better do something about it so that's what this shows here offer a solution if you're gonna use fear to be persuasive offer a solution you don't want to frighten people so much that they then go into denial mode and deny the threat rather than act against the threat okay give them a solution so they have something to use to act against the
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threat okay and then the final source characteristic that I will mention is culture here's an image of the way in which the world war 2 and then the following Korean War and Cold War was trying to get people to act and be a part of something greater than themselves and so they came up with these like very patriotic very patriotic images like here we have two guys building what appears to be some sort of airplane they they're riveting and they're doing something and you know they're saying it
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says United We Win great culture has a lot to do and if you could just be like murki merica murka u.s.a U S A! U S A! this really just like takes away central processing you're like yeah this is kind of the tactic that Stephen Colbert did used on on The Colbert Report of course he was playing at a an idiot a character he made from his time at The Daily Show and and he just turned it up to 11 for that show and you know a lot of the times he would just end an
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argument by just getting the audience to start chanting USA and it's just like it's just like a end all kind of thing so culture has a lot to do with how motivating they're so if you can invoke somebody's culture their sense of self in that culture well then you're gonna go down peripheral route rather than central row finally the presents I thought culture was last one but presence of opposing arguments is actually the last one now do you have are you debating an opponent
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is there an opposing argument somewhere opposing arguments generally speaking will grab people's elaborative processing the central route processing you if you are trying to get people to change their behavior and change their behavior quickly through peripheral route processing then you don't want other arguments getting the way now the channel characteristics so are you how how are you going to get them to start thinking about it
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where's the persuasion actually starting from okay so is it active or passive we kind of mentioned that active is going to be more elaborative and passive is gonna be more peripheral okay so if it's a minor issue it's pretty easy to persuade somebody okay passive route generally speaking is fine and it may be better okay major issue on the other hand is probably going to require more active thinking and active engagement with the issue oh you're at
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you will be asking a lot and you will need a lot to be persuasive are you going to do this in person or through some sort of medium okay in person more persuasive that's why politicians go door to door media you get a better spread it's um it depends and a lot of and because presidential campaigns just by way of example here in the United States presidential campaigns are ridiculously long and so politicians in those
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presidential campaigns can do both they can go door to door and talk with people take selfies whatever but taking them then they can also engage the media through rallies and commercials and internet campaigns etc right is it gonna be written or is it gonna be seen or heard it's gonna be audio-visual is it written or AV written messages need to be extremely come concrete okay and they need to be eloquent and and and something that would invoke elaborative and central route thinking
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so written is really good for complex messages and because you can just lay out each thing you don't have to worry about saying the wrong thing or having the weird facial expression etc but if you're gonna go the more audio visual visual route these are for like inconsequential or quick sound bites you really don't want to engage any thinking whatsoever you kind of want to engage feeling more than anything which is why campaign ads are so visceral these days
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um the Willie Horton ad for George W Bush--George HW Bush in 1992 really sort of hits this one home because it was about this guy named Willie Horton who was got a day pass and ended up murdering somebody at a date he was a convict in a prison and he he was he ended up murdering somebody on a day pass and he is case was used against Bill Clinton and I'm in a very very racist kind of way but that's not the intent of the advertisement intent of
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the advertisement was to highlight how Georgia HW Bush was the better candidate because of this visceral racist thing and did you get your fire going if you are if you you know agree with whatever George Bush was saying at the time now the audience their age is going to matter younger people are more susceptible to messages because the youth probably have less info about those issues and so peripheral route processing this also has to do with
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brain development as well fewer frontal frontal frontal lobe resources okay and there's usually a gap in attitudes between old people and young people but this it's hard to determine whether or not this is cohort effects or actual age okay it would be like attitudes changed because we get older or just cohorts of people at different time periods at different ages okay so the Vietnam era with people who were born in the early 1900s versus teenagers in the 1960s like is that a
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cohort effect or is it that because those people who were born earlier have different attitudes toward communism I don't know um how much distraction or involvement the audience has for the message so distracted and less involved leads to less critical thought less time for prepping of counter-arguments a education the higher the education the more central route processing is engaged especially if the educated people in the audience are personally knowledgeable about the thing and so it's more
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difficult to persuade highly educated individuals people in positive moods tend to be more open to change okay people who are listening to persuasive message while eating or listening to beautiful music show more attitude change because the beautiful music puts people into a better mood it's actually pretty cool and then the final piece is a thinking thinking style it's called need for cognition its individual difference so we all have different thinking styles since we all
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all have different needs for cognition so the best way to describe this the most and the easiest way to describe this is like how what is the degree to which you like to think deeply to like do puzzles read science articles play with logic and solve problems etc right so the higher the audience member is for need for cognition the more elaborative processing the more central route processing they will engage in and people with less need for cognition will be more open to peripheral route
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processing and therefore more more easily persuaded okay so here these are the tools you need these are the tools you need to persuade people get them tired get them tired AF get the to get the the prettiest person you can find start changing minds get them in a good mood or changing minds boom done first way social psychology get you to dupe things for people or get you what you want okay and the second social influencer thing that I wanted to talk about is
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conformity conformity so we did persuasion now we're doing conformity conformity is implicit or explicit and so Lisa's behavior or beliefs changing behavior or beliefs in response to direct or indirect pressure from real or imagined others there's that imagined other's thing from the first lecture video which is great right so conformity is either implicit or explicit we either conform because we should or because we think we need to that's the explicit one or we conform
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because we do it anyways we're going to do it and and that's the way we're gonna do it alright so here's a great example and it is a classic experiment and it is highly robust which means it replicates rather rather easily so back in the 1940s researcher by the name of Solomon Asch what really wanted to study conformity and he was really interested and
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the the bridge between implicit and explicit conformity and it's it's such an exquisite simple design so what he had was a sort of a deceptive study that was advertised to potential participants he gathered a group of research assistants and other students in his lab and he called them Confederates and participants came into the study and the deception was that it was just a visual perception study that they were just interested in a group of people taking a
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test a visual test in the in a room at the same time okay all they had to do was measure a judge line a target line that's X to a group of lines a B and C so I'm sure you can clearly see that line X is the same length as line B that's pretty simple right but here's the catch so it's pretty straightforward when subjects were by themselves as opposed to in a group of people and a group of Confederates they were very accurate this 97% is because they were the screen projection was far enough
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away that they kind of did have to squint sometimes and if their eyesight wasn't 100% if they didn't have 20/20 vision then maybe they got it wrong so 97% within a margin of error of totally accurate okay so this was in 1930 so the initial one occurred in 1937 then he followed this up in the 1940s and then they gained national traction and played shows like candid camera in the late 1940s early 1950s played with it a little bit by doing like elevator gags
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and stuff like that but the key thing that I want you to note from Ash's study and subsequent studies in the 1940s and 50s is that people follow examples and this and this is critical people follow examples and so like I said when they were alone these these subjects did fine hey they were able to match the line but when they were with a group of people who were Confederates to the study that's when things started changing especially when those Confederates were instructed to choose
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the wrong answer so here in this other variation using standard line and then 1 2 & 3 you can say see the standard line is the same as 2 right and so one in three are wrong but then you actually ask B Confederates to give the wrong answer to give the wrong answer it's great it's great they'll go around the room um it kind of looks like this so here's the experimenter the projector is over here and they're kind of just going
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around this table and so - - thank you so the experimenter is right here and then they'll just go around and order and you can see that the subject is strategically placed at the end of the question in line they always go in order they always start with one and then go all the way around always in order and and then Confederate right after that one just to sort of round it out they were never really at the end of the line they were sort of right before the
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end all some variations do have the participant at the very end of the line right and as my as my slides here says seventy five percent of participants went with the incorrect majority at least once okay so those were called critical trials when participants excuse me Confederates said the wrong choice so they either said line one or line three they'll probably say line one in this case so they go around the room they would be like one one one one
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one
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one and we'll get to the participant and they'd be like
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one so on critical trials 3/4 of participant went with the incorrect majority at least one time some people you some people didn't conform and then some people conformed on every single critical trial internal monologue is kind of like everybody seems so sure am I not seeing this right something must be up with my eyes or my my glasses or something let me clean my glass lenses here put them in okay well it's there if they're certain that it's one
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it's probably going to be one right so that's how it works through so why would somebody conform well it's actually fairly simple uncertainty uncertainty generally speaking leads somebody to conform how many people are there doing the same thing okay how much cognitive load do we have hmm
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much cognitive load are we under we can form when we are under severe cognitive load when we're thinking about and efforting so much thinking okay so those are the those are the conditions in which we inform okay functionally speaking we are social animals and so there are two kinds of influencing from other people there's normative influence and there's informative influence normative influence is like these zebras here to fulfill expectations to gain acceptance to fit in to avoid rejection or
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disapproval the likelihood of rejection is quite high when not following social norms we get ostracized for that okay so conformity when people are free to do as they please they usually imitate each other 1/2 of zebras well they have to conform in order to fool lions and cheetahs eanes all those black and white lions are like ah alright so their conformity is is survival so when do we use normative influence when there is no objective correct answer if the task is ambiguous
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okay so that's when we use normative influence and we use normative influence quite a bit when somebody goes yeah nonconformity I want to be a nonconformist they're generally bucking normative influence in this case because they are not fulfilling the expectations Society has for them to gain acceptance or fit in they want to do the opposite right they don't care about rejection or disapproval so nonconformity is normative influence bucking we're gonna
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we're gonna dismantle that trend informative influence on the other hand is the desire the motivation to be correct okay and to be like the social input that we are receiving about reality okay so why do you walk into it so a funny teaching example that a lot of my colleagues do is they'll have you know the early coming early comer group before class starts like stand and face the back wall or something like that and you know when the late comers come in well not the late comers but the ones
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that like come in like toward when class starts they look around and they they they go why are people standing like this and then some of them will slowly do it they'll go I'm gonna stand up and you know face the back informative influence occurs when there is a correct answer that we can arrive at stand up and face the back door I guess that's what I should do right now the factors that affect conformity are things like group size so in the ash
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study there were you know ten people or so the more that they added so they did various variations you can see here that they had the subject by themselves one person two people three four eight and sixteen you can see that at about three people it's sort of asymptotes to how how comfortable we are with you know normative and informative influence right unanimity so if you have a bunch of people group size so in the ash studies if if the people conformed a third of the time uh then oh sorry
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people conformed 1/3 of the time but when one confederate broke rank they were told to break ranks sometimes then conformity just dropped about 30% to about 5% of the time maybe it wasn't crazy because now this person I share a bond and we can commiserate about that so the more unanimous a behavior is then the more we're likely to conform to that behavior expertise if somebody has more expertise in something we're more likely to trust them because we get info
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normative influence or informative influence actually culture uh call collective cultures are more concerned with conformity because that leads to group harmony individualistic cultures tend not to care too much about conformity unless it has to do with authority and obedience which we'll talk about in the next video gender we used to think that women conformed more this is not a gender difference that I am going to go down
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because it's not right it probably had something to do with materials they were studying in male-dominated domains like deer hunting for example women tend to conform more because they don't do it as much but when you compare that to female domains like our traditionally or stereotypically female domains like child rearing men will conform more to the things that their wives or partners do okay and so there may be subtle things there but only only if you take a an existing
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societal structure or societal stereotype to make the comparison which isn't doesn't really showing you a gender difference but show it's actually showing you a stereotype or role gender role difference time hmm this is an interesting one so ash has been replicated over and over and over again
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but even even within like 40 or 50 years and even still it's a very robust effect and so over time we see conformity being the case but it's really hard to pin down the mechanism for time showing conformity over it it's interesting one
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couple of couple of reasons is growing individualism so Vietnam anti-war protests hippies and free love women and gay rights and liberation and civil rights so by the 1960s it was all about rejecting the establishment saying known in visioning more authentic life things end up changing um but then the status quo then takes over again and people then begin to conform and so you need various cycles of breaking the establishment and more authentic life it's it's an interesting
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thing so time and conformity factors affecting conformity time maybe
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so normative influence is about fitting in right so if we can compare that to then not fitting in or being outcasted ostracism Schachter in 1955 did a quick study where he had non conformers appear to risk social rejection and ostracism so when one Confederate who was considered to be the non-conforming the group stubbornly disagrees with the unanimous opinion of the group that person is then taunted verbally attacked and rejected I spy by subjects people who are intended to
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be a part of a decision-making group right verbally attacked taunted rejected it's rough man so that's why I normative influence is pretty critical for conformity if you want somebody to do something you have to engage normative influence we really really have to engage operative influence now let's talk about the person what what makes what makes individuals as well as the situation's more conformist so those who are less likely to conform
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so you can read that any kind of any any any of the two ways you want so if you're less likely to conform you're gonna have these traits more likely to form you're not gonna have these traits I hope that makes sense so if you have a high needs to achieve you'll be less likely propensity be a leader talk more about leadership with groups in another video greater self-awareness and high self-esteem you'll be less likely to conform because you won't be
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you won't be so caught up in the normative influence aspect of it okay but however little is known about the personality personality Chris characteristics of those who tend to conform versus those who don't now situational variables are interesting because it has to do with ambiguity like over and above if the situation's ambiguous people are more likely to conform because there is normative and informative influence on conformity in ambiguous situation
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unconscious conformity is the last thing I want to talk about we can form without even thinking about it that's this is where the implicit stuff comes from okay so it's the chameleon effect that I want to specifically talk about the reason why it's called the chameleon effect is because this is conformity on a imitation level this is conformity through mimicry basically okay so how this worked was that a participant was paired with another participant to describe photos together
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and that was the cover story a the other person that the participant was with was actually a Confederate somebody who is in on the study and they were told to behave in certain ways they either rub their face or shook their foot while doing the task of describing photos and in another room observer observers were measuring and recording the participants movements whether the and specifically whether or not they rubbed their face or shook their foot today and
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they were also videotaped at this point too and then they were recorded sorry they were recorded and then coded for these things thanks specifically for these things and what they found was that behavioral mimicry occurred and the participants didn't even know that they did that and here's the funny thing so how do you then it's like well well how do you dr. Swan how do you say that this was unconscious well they did a B they did a manipulation check after that was
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all said and done and they would ask them depending on what the confetti who the Confederate they were paired with what they did rub their face or you know shook their foot do you remember rubbing your face you're shaking your foot and the participant would likely say no hmm excuse me No and you can see here that there is quite a bit of a difference this is percentage or sorry this is times per minute so how many times per
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minute the and then this is the group where the Confederate rub their face and this is the group where the Confederate shakes their foot and you can see that the participant does the same thing most the time but what I like about this is that a home people like to shake their feet several times a minute but the point here is that the conformity is unconscious and de passive I'm so why do we do it well it's sooo smooth social interactions and you may have heard the phrase
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imitation is the sincerest form of flattery well it's because it is it increases rapport and liking between the the two people and if you're mimicking somebody unconsciously not doing it like quit saying what I'm saying game eight that hate that game this is unintentional and passive and so you're just doing it but implicitly it makes the other person feel good because they're like oh you're doing what I'm doing I'm doing it and I like that I'm doing it and so therefore I like you because
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you're doing it let's say I mean then that's on an implicit level as well it's just like it's just creating a bond in in a non direct way
55:28
oh there's the why that is the end of this particular video please leave your comments and feedbacks down below generate your questions until the next video bye!
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