PSYCH 2C03 Lecture Notes - Lecture 9: Small Favor, Fits
4 Mar 2020
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Document Summary
How traumatic was participation: over 80% of participants (defiant or obedient) said they were glad to be in the experiment. Using the point of no return for replications. Milgram shocked by his own results: thought that the only reason people obeyed was through legitimate, expert and coercive social power. Changing others" behavior by exploiting needs for consistency and reciprocation. Salespeople: exploit people"s natural need to feel consistent (we find the idea of being inconsistent undesirable, reciprocation of favors) Consistency: strong normative pressure to appear (and be) consistent, get people to make a commitment and they will follow through. Reciprocation: evolutionary and normative pressures to reciprocate favors (instinct for survival, if you do someone a favor, they feel like they must do one for you. Get a person to agree with something small, and then the person changes the agreement and make it bigger (person will feel forced) Burger and petty (1981: both requests must be made by the same person.
