Lecture notes - Social Influence

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Lecture 1 - SI

Lecture 1 (5 video’s) Kees Keizer

What are heuristics?

Discission strategies
Rules of thumb
Intuitive judgement
Educated guesses
Automotive choices

We have a trigger and then a whole sequent that is taking place to get you to make your discission

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Lecture 2 - SI

Lecture 2 (4 video’s)

Coffee with cows

Your inner cow --> social proof / social norms. Powerful.

An introduction to social proof

All about being packed of other people to your behaviour/beliefs. It is so powerful that we wear ugly shoes (UGGS), because everybody is wearing

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Lecture 3 - SI

Lecture 3 (2 videos)

Increasing the impact of social norms: moderators

Moderators: factors that determine the strength of the impact.

Various moderators:

Reference group size
Presence of others
Similarity reference group (VS outgroup effect)
Unanimous referent group
Reference group: experts, vips

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Lecture 4 - SI

College 4 (2 video’s)

Commitment and consistency

Cognitive dissonance
Self-perception
Social norm
Self-persuasion

Question

Dice game
Make a bet: what number?
How confident are you about your bet? (5-point-likert scale)

Self-persuasion

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