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Group Influence Question 1: Does the presence of others enhance or diminish performance? Solo Situation Group Situation Running a 50 m dash by yourself. Subtracting large numbers in your head by yourself. Competing with others in a 50 m dash. Competing with others to subtract large numbers in your head quickly. A group project everyone gets the same grade based on the final product. An individual project where everyone gets a grade based on the product. Watching your favorite basketball team compete in the NCAA tournament by yourself. What effect does the presence of the group have on your performance? Does the presence of the group make you feel… More or less More or less aroused (ie, responsible for heart racing, your excited or performance or nervous)? outcome? How hard is the task? Concept name Watching your favorite basketball team compete in the NCAA tournament with a group of fans. ________________________ – the presence of others enhance performance at a well-rehearsed or easy skill (races, well-rehearsed recitals, plays, speeches) _________________________ – the presence of others diminishes performance at difficult tasks (poorly rehearsed recitals and speeches, tests you didn’t study for) __________________________ – the presence of others diminishes performance due to diffusion of responsibility (group project) __________________________ – the presence of others makes one act in unrestrained ways (fans at sports event) Question 2: Who leans toward more cautious decisions: individuals or groups? Group _________________ – group discussion strengthens a group’s dominant point of view and produces a shift toward a more extreme decision in that direction _______________________ – members of a group emphasize concurrence at the expense of critical thinking in arriving at a decision Factors that contribute to groupthink: 1. high degree of group _________________ 4. high decision __________________ (people in the group like each other/the group) 5. _______________________ leadership 2. group works in ______________________ 6. lack of _________________________________ 3. individual members don’t share information for appraisal Persuasion Techniques Two methods of persuading others: _______________________________ – the person ponders the content and logic of message. o Example: You should buy this car because __________________________________________ ____________________________________ -- the individual is encouraged to not look at the content of the message, but at the source. Factors such as the _________________ and expertise of the source, the mere ________________ of the arguments presented, stimuli such as ____________________ played with the ad, and _________________. o Example: You should buy this type of car because _____________________________________ Attitudes changed through the __________________ route to persuasion are strong, stable, predictive of behavior and resistant to change, while attitudes formed through the ___________________ route are weak. However, the central route requires active processing. Thus, the peripheral route is more effective when the subject doesn’t want to put forth the effort to process (such as for low-impact decisions, like what shoes to wear today). o ______________________________ - influence resulting from a desire to gain approval of others. o ______________________________ - influence resulting from one’s willingness to accept others’ opinions Group Influence ANSWERS Question 1: Does the presence of others enhance or diminish performance? “arousal” means a state of anxiety or excitement. Group Situation Running a 50 meter dash. How is behavior altered by presence of others? Run faster Arousal Sense of Responsibility Task difficulty Concept name High High Low Social facilitation High Social inhibition Subtracting large numbers in your head by yourself. Freeze, forget words High High A group project for class where everyone gets the same grade Watching your favorite basketball team win the NCAA tournament. Slack off Low Low Social loafing Act crazy, uninhibited High Low deindividuation Social facilitation – the presence of others enhance performance at a well-rehearsed or easy skill (competitions, recitals, plays, speeches) Social inhibition – the presence of others diminishes performance at difficult tasks (competitions, recitals, tests) Social loafing – the presence of others diminishes performance due to diffusion of responsibility (group project) Deindividuation – the presence of others makes one act in unrestrained ways (fans at sports event) Anyone willing to share your experiences Question 2: Who leans toward more cautious decisions: individuals or groups? Group polarization – group discussion strengthens a group’s dominant point of view and produces a shift toward a more extreme decision in that direction Groupthink – members of a group emphasize concurrence at the expense of critical thinking in arriving at a decision Factors that contribute to groupthink: 1. high degree of group cohesiveness (people in the group like each other and the group) 2. group works in isolation 3. individual members don’t share information unique to them 4. high decision stress 5. Dominating leadership 6. lack of standard procedures for appraisal Discussion: It is now believed that the Bay of Pigs was the result of groupthink. Can anyone tell the class what happened at the Bay of Pigs? When you become president someday, what will you do to prevent groupthink? Question 3: What is the best way persuade someone of your beliefs? Persuasion – Two methods of persuading others: Central route to persuasion – the person ponders the content and logic of message. o Example: You should buy this car because it gets excellent gas mileage and a high resale value. Peripheral route to persuasion -- the individual is encouraged to not look at the content of the message, but at the source. Factors such as the attractiveness and expertise of the source, the mere number of the arguments presented, stimuli such as music played with the ad, and scarcity o Example: You should buy this type of car because there are TEN reasons to buy it! Brad Pitt drives this car! Listen to the cool music playing! This is the last one on the lot! Get it while you can! Attitudes changed through the central route to persuasion are strong, stable, predictive of behavior and resistant to change, while attitudes formed through the peripheral route are weak. However, the central route requires active processing. Thus, the peripheral route is more effective when the subject doesn’t want to put forth the effort to process (such as for low-impact decisions, like what shoes to wear today). o Normative social influence - influence resulting from a desire to gain approval of others. You should quit smoking because it is considered a low class and makes people think you are stupid. o Informational social influence - influence resulting from one’s willingness to accept others’ opinions You should quit smoking because it could give you cancer.