Compliance and Social Psychology

2020 ◽  
Author(s):  
Chad R. Mortensen ◽  
Robert B. Cialdini
Keyword(s):  
Social Psychology ◽  
Scientific Evidence ◽  
Universal Principles ◽  
Social Proof ◽  
Influence Attempts ◽  
Influence Process ◽  
Recommended Action

It is through the influence process that people generate and manage change. As such, it is important to understand fully the workings of the influence processes that produce compliance with requests for change. Fortunately, a vast body of scientific evidence exists on how, when, and why people comply with influence attempts. From this formidable body of work, one can extract six universal principles of influence that generate compliance in the widest range of circumstances. Reciprocation states that people are more willing to comply with requests (for favors, services, information, concessions, etc.) from those who have provided such things first. Commitment/Consistency states that people are more willing to be moved in a particular direction if they see it as consistent with an existing commitment. Authority states that people are more willing to follow the directions or recommendations of a communicator to whom they attribute relevant expertise. Social Proof states that people are more willing to take a recommended action if they see evidence that many others, especially similar others, are taking it. Scarcity states that people find objects and opportunities more attractive to the degree that they are scarce, rare, or dwindling in availability. Finally, Liking states that people prefer to say yes to those they like, such as those who are similar to them and who have complimented them.

scholarly journals Asymmetrical bargaining in the conference on security and cooperation in Europe

1978 ◽  
Vol 32 (1) ◽  
pp. 141-177 ◽  
Author(s):  
P. Terrence Hopmann
Keyword(s):  
Social Psychology ◽  
Game Theory ◽  
Political Influence ◽  
Comprehensive Analysis ◽  
European Security ◽  
Two Factors ◽  
Influence Attempts ◽  
Final Text

Bargaining relationships in formal international conferences and negotiations may involve structural asymmetries. A comprehensive analysis of these asymmetries in bargaining may be found in a synthesis of literature from formal game theory, structural-manipulative approaches to bargaining, social psychology, and the study of political influence. Propositions based on this literature focus on two factors which are likely to contribute to asymmetrical outcomes in negotiations: unequal costs to the negotiators from the failure to agree, and unequal resources available to employ in bargaining or influence attempts. An analysis of bargaining in the section of the Conference on Security and Cooperation in Europe (CSCE) dealing with the issues of European security gave qualified support to these propositions. Influence over the final text in the CSCE agreement is related to a rough index of losses which would have resulted for individual nations from the failure to reach agreement in the CSCE. In addition, influence over the final text is related to each nation's resources, especially military resources. More significantly, the two superpowers exerted considerable asymmetrical influence over what was not included in the CSCE agreement, thus exercising a substantial veto. Thus, the asymmetrical outcomes within the CSCE negotiations were reflective of both differences in “threat potential,” that is, in the losses which actors would receive if no agreement had ensued, as well as differences in resources.

scholarly journals Harnessing Moral Psychology to Reduce Meat Consumption

2022 ◽  
Author(s):  
Joshua May ◽  
Victor C C Kumar
Keyword(s):  
Moral Psychology ◽  
Dietary Habits ◽  
Negative Impact ◽  
Scientific Evidence ◽  
Motivated Reasoning ◽  
Meat Consumption ◽  
Weakness Of Will ◽  
Moral Progress ◽  
Psychological Mechanisms ◽  
Social Proof

How can we make moral progress on factory farming? Part of the answer lies in human moral psychology. Meat consumption remains high, despite increased awareness of its negative impact on animal welfare. Weakness of will is part of the explanation: acceptance of the ethical arguments doesn’t always motivate changes in dietary habits. However, we draw on scientific evidence to argue that many consumers aren’t fully convinced that they morally ought to reduce their meat consumption. We then identify two key psychological mechanisms—motivated reasoning and social proof—that lead people to resist the ethical reasons. Finally, we show how to harness these psychological mechanisms to encourage reductions in meat consumption. A central lesson for moral progress generally is that durable social change requires socially-embedded reasoning.

Social engineering defence mechanisms and counteracting training strategies

2017 ◽  
Vol 25 (2) ◽  
pp. 206-222 ◽  
Author(s):  
Peter Schaab ◽  
Kristian Beckers ◽  
Sebastian Pape
Keyword(s):  
Social Psychology ◽  
Social Engineering ◽  
Reference Points ◽  
Human Behaviour ◽  
It Security ◽  
Content Type ◽  
Training Techniques ◽  
Social Proof ◽  
Training Strategies ◽  
Defence Strategies

Purpose This paper aims to outline strategies for defence against social engineering that are missing in the current best practices of information technology (IT) security. Reason for the incomplete training techniques in IT security is the interdisciplinary of the field. Social engineering is focusing on exploiting human behaviour, and this is not sufficiently addressed in IT security. Instead, most defence strategies are devised by IT security experts with a background in information systems rather than human behaviour. The authors aim to outline this gap and point out strategies to fill the gaps. Design/methodology/approach The authors conducted a literature review from viewpoint IT security and viewpoint of social psychology. In addition, they mapped the results to outline gaps and analysed how these gaps could be filled using established methods from social psychology and discussed the findings. Findings The authors analysed gaps in social engineering defences and mapped them to underlying psychological principles of social engineering attacks, for example, social proof. Furthermore, the authors discuss which type of countermeasure proposed in social psychology should be applied to counteract which principle. The authors derived two training strategies from these results that go beyond the state-of-the-art trainings in IT security and allow security professionals to raise companies’ bars against social engineering attacks. Originality/value The training strategies outline how interdisciplinary research between computer science and social psychology can lead to a more complete defence against social engineering by providing reference points for researchers and IT security professionals with advice on how to improve training.

scholarly journals Theory of Social Proof and Legal Compliance: A Socio-Cognitive Explanation for Regulatory (Non) Compliance

2021 ◽  
Vol 22 (2) ◽  
pp. 238-255
Author(s):  
Shubhangi Roy
Keyword(s):  
Social Psychology ◽  
Social Influence ◽  
Imperfect Information ◽  
Regulatory Compliance ◽  
Legal Compliance ◽  
Dynamic Framework ◽  
Social Proof ◽  
Improve Compliance ◽  
Criminal Deterrence ◽  
Cognitive Explanation

AbstractChallenging the assumption of perfect legal knowledge, this Article employs social psychology to better understand how individuals make decisions about legal compliance under imperfect information conditions. It adapts the informational aspects of “social influence conception of criminal deterrence” to regulatory compliance at large. However, it conceptualizes social influence as more than just “visible deterrence.” Social Psychology helps us to understand who, how many, and what kind of behaviors constitute adequate social proof to guide an individual’s decision on compliance. Additionally, the interaction of social proof and legal compliance is considered within a dynamic framework in relation to specific rules and across the system. Within this framework, compliance/non-compliance cascades across different rules and can create a perception about legal compliance at large, which in turn guides initial expectations with respect to new laws. Over time, this can create high/low compliance equilibriums within which societies operate. Understanding this informational role that social influence plays in legal compliance can further our understanding of what motivates compliance, the potency of the expressive functions of law in societies operating within different compliance equilibriums, and inform policy discussions on how to improve compliance—both voluntary and through sanction/incentives.

Lessons Learned From Coaching Postsecondary Students With Traumatic Brain Injury

2020 ◽  
Vol 5 (1) ◽  
pp. 88-96
Author(s):  
Mary R. T. Kennedy
Keyword(s):  
College Students ◽  
Traumatic Brain Injury ◽  
Brain Injury ◽  
Sense Of Self ◽  
Scientific Evidence ◽  
Sudden Onset ◽  
Lessons Learned ◽  
Speech Language Pathologists ◽  
The Brain ◽  
Exhaustive List

Purpose The purpose of this clinical focus article is to provide speech-language pathologists with a brief update of the evidence that provides possible explanations for our experiences while coaching college students with traumatic brain injury (TBI). Method The narrative text provides readers with lessons we learned as speech-language pathologists functioning as cognitive coaches to college students with TBI. This is not meant to be an exhaustive list, but rather to consider the recent scientific evidence that will help our understanding of how best to coach these college students. Conclusion Four lessons are described. Lesson 1 focuses on the value of self-reported responses to surveys, questionnaires, and interviews. Lesson 2 addresses the use of immediate/proximal goals as leverage for students to update their sense of self and how their abilities and disabilities may alter their more distal goals. Lesson 3 reminds us that teamwork is necessary to address the complex issues facing these students, which include their developmental stage, the sudden onset of trauma to the brain, and having to navigate going to college with a TBI. Lesson 4 focuses on the need for college students with TBI to learn how to self-advocate with instructors, family, and peers.

Medical and Legal Issues Raised by the Protz Decision Issued by the Pennsylvania Supreme Court

2017 ◽  
Vol 22 (4) ◽  
pp. 12-13
Author(s):  
LuAnn Haley ◽  
Marjorie Eskay-Auerbach
Keyword(s):  
Supreme Court ◽  
Scientific Evidence ◽  
Workers Compensation ◽  
Sixth Edition ◽  
Complex Concept ◽  
The Supreme Court ◽  
Compensation Claims ◽  
Recent Edition ◽  
Impairment Ratings ◽  
Definition Of

Abstract Pennsylvania adopted the impairment rating provisions described in the AMA Guides to the Evaluation of Permanent Impairment (AMA Guides) in 1996 as an exposure cap for employers seeking predictability and cost control in workers’ compensation claims. In 2017, the Supreme Court of Pennsylvania handed down the Protz decision, which held that requiring physicians to apply the methodology set forth in the most recent edition of the AMA Guides reflected an unconstitutional delegation of legislative power to the American Medical Association. The decision eliminates the impairment-rating evaluation (IRE) mechanism under which claimants were assigned an impairment rating under the most recent edition of the AMA Guides. The AMA Guides periodically are revised to include the most recent scientific evidence regarding impairment ratings, and the AMA Guides, Sixth Edition, acknowledges that impairment is a complex concept that is not yet defined in a way that readily permits an evidence-based definition of assessment. The AMA Guides should not be considered standards frozen in time simply to withstand future scrutiny by the courts; instead, workers’ compensation acts could state that when a new edition of the AMA Guides is published, the legislature shall review and consider adopting the new edition. It appears unlikely that the Protz decision will be followed in other jurisdictions: Challenges to using the AMA Guides in assessing workers’ compensation claims have been attempted in three states, and all attempts failed.

Comparative Analysis: The State of Colorado Study, Part II

2004 ◽  
Vol 9 (2) ◽  
pp. 1-16
Author(s):  
Christopher R. Brigham ◽  
Kathryn Mueller ◽  
Douglas Van Zet ◽  
Debra J. Northrup ◽  
Edward B. Whitney ◽  
...  
Keyword(s):  
Daily Living ◽  
Scientific Evidence ◽  
Pain Syndrome ◽  
Evidence Based ◽  
Clinical Assessments ◽  
Physician Judgment ◽  
History Of ◽  
Key Terms ◽  
Causation Analysis ◽  
Work Interference

Abstract [Continued from the January/February 2004 issue of The Guides Newsletter.] To understand discrepancies in reviewers’ ratings of impairments based on different editions of the AMA Guides to the Evaluation of Permanent Impairment (AMA Guides), users can usefully study the history of the revisions as successive editions attempted to provide a comprehensive, valid, reliable, unbiased, and evidence-based system. Some shortcomings of earlier editions have been addressed in the AMA Guides, Fifth Edition, but problems remain with each edition, largely because of the limited scientific evidence available. In the context of the history of the different editions of the AMA Guides and their development, the authors discuss and contextualize a number of key terms and principles including the following: definitions of impairment and normal; activities of daily living; maximum medical improvement; impairment percentages; conversion of regional impairments; combining impairments; pain and other subjective complaints; physician judgment; and causation analysis; finally, the authors note that impairment is not synonymous with disability or work interference. The AMA Guides, Fifth Edition, contrasts impairment evaluations and independent medical evaluations (this was not done in previous editions) and discusses impairment evaluations, rules for evaluations, and report standards. Upper extremity and lower extremity impairment evaluations are discussed in terms of clinical assessments and rating processes, analyzing important changes between editions and problematic areas (eg, complex regional pain syndrome).

Special Issue on “New Media and Social Psychology”

2006 ◽  
Vol 37 (2) ◽  
pp. 57-57
Author(s):  
Bernad Batinic ◽  
Anja Goeritz
Keyword(s):  
Social Psychology ◽  
New Media ◽  
Special Issue

The Role of Zinc in Thyroid Hormones Metabolism

2019 ◽  
Vol 89 (1-2) ◽  
pp. 80-88 ◽  
Author(s):  
Juliana Soares Severo ◽  
Jennifer Beatriz Silva Morais ◽  
Taynáh Emannuelle Coelho de Freitas ◽  
Ana Letícia Pereira Andrade ◽  
Mayara Monte Feitosa ◽  
...  
Keyword(s):  
Thyroid Hormones ◽  
Scientific Evidence ◽  
Thyroid Stimulating Hormone ◽  
Zinc Transporters ◽  
Serum Concentrations ◽  
Metabolic Adaptations ◽  
Serum T3 ◽  
Regulatory Effects ◽  
Shed Light

Abstract. Thyroid hormones play an important role in body homeostasis by facilitating metabolism of lipids and glucose, regulating metabolic adaptations, responding to changes in energy intake, and controlling thermogenesis. Proper metabolism and action of these hormones requires the participation of various nutrients. Among them is zinc, whose interaction with thyroid hormones is complex. It is known to regulate both the synthesis and mechanism of action of these hormones. In the present review, we aim to shed light on the regulatory effects of zinc on thyroid hormones. Scientific evidence shows that zinc plays a key role in the metabolism of thyroid hormones, specifically by regulating deiodinases enzymes activity, thyrotropin releasing hormone (TRH) and thyroid stimulating hormone (TSH) synthesis, as well as by modulating the structures of essential transcription factors involved in the synthesis of thyroid hormones. Serum concentrations of zinc also appear to influence the levels of serum T3, T4 and TSH. In addition, studies have shown that Zinc transporters (ZnTs) are present in the hypothalamus, pituitary and thyroid, but their functions remain unknown. Therefore, it is important to further investigate the roles of zinc in regulation of thyroid hormones metabolism, and their importance in the treatment of several diseases associated with thyroid gland dysfunction.

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