PSYB10H3 Lecture Notes - Lecture 6: Milgram Experiment, Construals, Audio Feedback
Document Summary
Experiment suggests giving people justification more likely they will exceed to our requests. Norm of reciprocity feel obligated to give to someone who has given to us. Even when given something small, we may feel obligated by a later request. Study: when confederate had given a participant a can of soda earlier, participant was more likely to buy a raffe ticket from him or her than if he or she hadn"t been given the can of soda earlier. Why it works: social norms, feeling obligated, you gave to me so i give to you . Reason based approaches: door in the face. Make a large request that is refused followed by smaller request. Psychologist bob cialdini, when asked to buy raffle tickets refuses, then he is asked to buy a candy bar and agrees (even though he doesn"t like chocolate hat much)
