Compliance

changing one's behavior in response to a direct request

explicit - asking someone for a donation

implicit - advertisement

6 principals of compliance

1. Reciprocity
2. Consistency
3. Social Validation
4. Friendship/liking
5. Authority
6. Scarcity

Reciprocity

1. "Free" gift
2. Door in the face
3. That's not all

Consistency

commitment leads to consistency

ex-what color do you want?

1. Foot in the Door
2. Commitment

• Bait and Switch
• Lowball (Hidden Costs)

1. Even a penny would help

Social Validation

feeds off normative and informational social influence

1. "Largest selling, fastest growing"
2. List (of donators)

Liking

1. Physical attractiveness
2. Similarity (Mirror and match technique)
3. Compliments
4. Cooperation (Good cop bad cop)

Scarcity

1. Reactance theory (don't like loss of freedom)
2. Rare is good heuristic

6 determinants of attraction and liking

1. Physical attractiveness
2. Proximity
3. Similarity
4. Familiarity
5. Reciprocity
6. Secrecy

Radiating effect of beauty

being associated with a pretty person may enhance image

why physical attractiveness may lead to liking...

Expectancy-value theory

people tend to approach the most desireable person they think they can attract

Why does similarity lead to liking?

dissonance

expectancy-value theory

similarity and proqinquity - similar people seek out similar situations

3 kinds of social influence

conformity

obedience

compliance

private acceptance

informational social influence

changing thoughts or behaviors out of genuine belief that others are right

public compliance

normative social influence

changing behavior bc have to for norm, but doesn't necessarily reflect what's going on inside

3 conditions under which social norms are strongest

conditions are uncertain

source is similar to us

concerned about relationship with source

(the most salient norm will have the greatest impact on behavior)

social impact theory

explains when people change their behavior bc of normative social influence

*strength - how important is group?

*immidiacy - how close is group in space and time?

*numbers - how many people are in group?

• unanimity makes big difference;even 1 ally      decreases likelihood of conformity

obedience is lessened when...

obedience is lessened when...

person is aware of harm they cause

person is responsible for actions

other people disobey

Sternberg's triangular theory of love

love made up of

1. intimacy
2. passion
3. commitment

Companionate love-intimacy and commitment(family)

romantic love - intimacy plus passion

fatuous love - passion plus commitment

CONSUMMATE LOVE - all 3

secure attachment

56%

coping strategy - talking to partner

anxious/ambivalent

19%

coping strategy - rumination

avoidant attachment style

25%

coping - distancing

avoidant and ambivalent pairings, when are they succesful?

when male is avoidant and female is anxious (complies with gender stereotypes)

self-disclosure

2 types

descriptive - info we provide that describes ourselves

evaluative - info we provide that describes our personal assesment of something, like an opinion

4 purposes of self-disclosure

expression (get it off your chest)

self-clarification (understand yourself better)

social control (can have power by not disclosing)

relationship development

social penetration theory

as relationships develop, we disclose more and more personal things about ourselves

occurs along 2 dimensions:

1. depth - how personal

2. breadth - range of informational categories

interdependence theory of relationships

maximize rewards and minimize costs

rewards: love, money, status, information, goods, services

costs: time and energy, conflict, disapproval of others, opportunity to other rewarding activities

interdependence theory:

what info do we use when deciding if we want to end a relationship?

Comparison level (CL)

-quality of outcomes person believes they deserve

-reflects past relationship experiences

Comparison level for alternatives (CL-Alt)

-assesing how our relationship compares to others that are available

interdepenence model revisited

Satisfaction (costs, rewards, CL)

Investments

-extrinsic (directly associated)

-intrinsic

Alternatives (CL-Alt)

Breaking up

active vs. passive

constructive vs. destructive

EXIT-active, destructive

VOICE-active, constructive
LOYALTY-passive, constructive
NEGLECT-passive, destructive