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Social Influence: A Case Study

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Social influence “refers to the myriad ways that people affect one another. It involves the changes in attitudes, beliefs, feelings, and behaviour that result from the comments, actions, or even the mere presence of others”. (Gilovich, Keltner & Nisbett, 2006, p. 276) Influencing others within ethical or unethical framework is part of everyday life. Different ways of persuasion are used in order to convince individuals to conform, resulting to the change of attitudes or beliefs. Friends try to influence others for their own benefit; industries do the same in order to sell their products, charities in order to attain funding and priests aiming to change beliefs. Being successful in society though, means to be able to distinguish when to adopt …show more content…

Individuals accept the second request just to look good and prove that they can compromise. Furthermore a related to the door in the face technique that works wonders on sales as well is called “that’s not all folks”. In this procedure requesters offer additional benefits before the target people say yes (Baron & Branscombe, 2012). Ultimately, the low balling technique is a persuasion and selling technique, in which a deal that the customer agrees to is then changed to a less beneficial deal for him; for instance the salesman changes the price of the product. This technique was tested by Burger and Cornelius (2003), when they asked students to donate money to a cause, in exchange for a small reward and in the second case without a reward. In the first case the majority of the students did not withdraw from the donation in contrast with the second case (Baron & Branscombe 2012). Interesting and proved to be successful techniques influence individuals in many situations though freedom of thought is always present in most cases and one must use judgement before deciding. If freedom of thought was used more bu humans maybe these techniques would be less

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