PSY-8 Lecture Notes - Lecture 16: Small Favor, Cupcake, Bake Sale
Document Summary
Mindless conformity : the use of heuristics, automatic processing. Langer study: a placebo reason ( can i use the copier now because i have to make copies? ) increases compliance over no reason, and almost as much as a real reason ( because i"m in a rush ). We"re most susceptible to compliance when we"re in automatic processing. Being cognitively active keeps our brains sharp and keeps us thinking, but being cognitively active is tiring, and as a result, we have a natural tendency to use automatic. For experimenters, they need to know if people are in controlled or automatic so they"ll know if they"ll act normally this way. Lobbyists were getting perks for paying for the bill and etc. Norm of reciprocity (if someone does something for me, we tend to want to do something back for that person, but at the same degree) As its own strategy: soda study , hare krishna"s.
