Influence: Science and Practice (61 page)

Race relations

desegregation and,
152–154

jigsaw classroom and,
156–157

scarcity principle and,
214–215

Razran, Gregory,
164

Real estate market

perceptual contrast in,
14–16

scarcity principle and,
218

Reciprocity rule,
19–20

defenses against,
45–49

examples of,
20–21
,
142
,
164

free samples in,
28–31

function of,
22–23

to gain concessions,
35–37

obligations of,
31–33

in politics,
26–28

power of,
23–26

rejection of,
45–47

unequal exchange in,
33–35

violation of,
34

Regan, Dennis,
22

Rejection-then-retreat,
37–39

effectiveness of,
43–44

emotional effects of,
44–45

mutual satisfaction after,
45

and perceptual contrast,
42–43

Religion

on obedience,
180–181

social proof principle and,
102–109

Restaurant waiters, tactics of,
193–195

Revolution, political, conditions for,
214

Revolutionary War,
214

Reynolds, Joshua,
54

Riecken, Henry,
103–107

Roberts, Cavett,
100

Romeo and Juliet effect,
207–208

Rosenthal, A. M.,
110
,
111–112

Rosten, Leo,
11

Rothman, Alexander,
200

Rove beetles,
11

Running, Steve,
211

Ryan, Leo R.,
128

Sabbatists,
103

Sabin, Robert,
132

Sadat, Anwar,
68

St. John, Kevin,
211

Salovey, Peter,
200

Sanka coffee,
183
,
184
,
191–192

Saturday Night Fever
,
221

Scarcity principle,
199–200

and censorship,
210–213

competition for resources,
217–221

defense against,
221–225

numerical scarcity and,
200–202

operating conditions for,
213–221

psychological issues in,
203–206

time limits and,
203

Schachter, Stanley,
103–107

Schein, Edgar,
61

Segal, Henry,
66

Self, William,
219

Self-esteem, disassociated from attractiveness,
148

Shadel, Doug,
94

Shaklee Corporation,
144

Sheen, Martin,
184

Sherif, Muzafer,
154

Sherman, Steven,
60

Shopping

carts,
109–110

scarcity principle and,
218–219

Similarity

effect on social relations,
148–149

and social proof principle,
118–120

Singapore, bank run in,
136–137

Size, conveying status,
185–186

Social proof principle,
99

advertising and promotion uses of,
99–102
,
142

benefits of,
131

and bystander phenomenon,
110–117

and copycat crime,
126–128

cultural issues in
136–137

defending oneself against,
131–137

and herd mentality,
135–138

manipulation of,
132–135
,
138

and religion,
102–109

research on,
100–101
,
113–115

similarity and,
118–120

and suicide,
120–126
,
128–131

therapies based on,
101–102

uncertainty in,
110–112

Sports, association principle and,
166–170

Stanko, Jack,
60

Status

clothing indicating,
188–190

size and,
185–186

titles and,
184–187

trappings of,
190–191

Stereotyped behavior,
7

Stevenson, McLean,
149

Stomach signs, regarding undue influence,
89–91

Streisand, Barbra,
182

Styron, William,
79

Suicide

mass,
128–131

social proof principle and,
120–126

statistics on,
123–125

Swanson, Richard,
76–77

Tamraz, Roger,
26

Technology, and automaticity,
230

Teen years, psychological reactance in,
206–207
,
208

Television, canned laughter on,
98

Terrible twos,
205–206
,
208

Thonga people,
74

Thorne, Avril,
168

Tiananmen Square,
80

Time pressure,
203

Titles, conveying authority,
184–187

Toy industry, use of consistency principle by,
57–59

Trappings, of status,
190–191

Travolta, John,
221

Trigger feature,
3

Tupperware parties,
142–143

Turkeys, parenting by,
2–3
,
99
,
228–229

Uncertainty, and social proof principle,
110–112

Uniforms,
188–189

Van Kampen, Jakob,
109

Vartan Bhanji,
19

Virgil,
174

Watergate scandal,
41–42

Watson, Thomas,
9–10

Weather readers, attitudes toward,
159–160
,
161

Werther effect,
122–126

West, Louis Jolyon,
129

Whitaker, Chuck,
161

Whitehead, Alfred North,
1

Williams, Brian,
184

Wilson, Lee Alexis,
112

Wilson, S. Brian,
179

Wood, Robert,
220
,
222

Woods, Tiger,
163

Worchel, Stephen,
213

Wright, Frank Lloyd,
169

Written statements, to elicit commitment,
67–71
,
80

Young, Robert,
182
,
184
,
191–192

Zappa, Frank,
228

Credits

Photo and Advertisement Credits

Copyright ©
Jeff Greenberg/Photo Edit
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George Holton/Photo Researchers
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Yvona Momatiuk / Photo Researchers, Inc
.; ©
AP/Wide World Photos
; ©
Alan Carey/The Image Works
; ©
Larry Downing/Reuters/Corbis
; ©
AP PHOTO/CP, David Boily
; (top): ©
Luuk Kramer
; (bottom): ©
Jay Dickman/CORBIS
; © Tui De Roy/Minden Pictures/Getty Images;
Advertisement reprinted by permission of the U.S. Treasury Department, Bureau of the Public Debt, Washington, D.C
.; ©
Andrew Lichtenstein/The Image Works
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Christopher Robbins/Digital Vision/Getty Images
; ©
Hiroko Masuike/The New York Times
; ©
Nicholas Prior/Stone/Getty Images
; ©
Jemal Countess/WireImage
; ©
Chris Graythen/Getty Images
; ©
Hanan Isachar/Alamy
; From the film “
Obedience,” © 1968 by Stanley Milgram, © renewed 1993 by Alexandra Milgram, distributed by Pennsylvania State University Media Sales
; ©
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; ©
iStockphoto.com/Antonio Rosario
; Copyright ©
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Figure Credits

Figure 4.1
. From “The Influence of Suggestion on Suicide: Substantive and Theoretical Implications of the Werther Effect,” by David E. Phillips,
American Sociological Review,
Vol. 39, 1974, Figure 1, p. 343. Reprinted by permission of the American Sociological Society and the author.