Tag: Tactics

Decision paralysis occurs when there is simply too much choice. People become overloaded, and, thus, make no decision at all (Heath and Heath 2010). Less choice is actually better than more choice (Swartz 2004). Consider one experiment in whichContinue reading

Whether or not an individual is in a hurry will determine their likelihood of helping. In one study, Darley and Batson (1973) presented an experimental group with a lecture on the importance of being aContinue reading

In-group bias refers to "us" versus "them" group mentality that predominates in human societies. Occupying an in-group is important for self esteem, identity, community, and safety. Just as individuals favor themselves, they tend to favorContinue reading

The norm of social responsibility finds that people will help even when there is no expectation of reciprocation and even when that help remains anonymous. There are two stipulations, however. First, the person or groupContinue reading

The reciprocity norm suggests that people are likely to help those who have helped them in the past.  The feeling of reciprocity can be increased if the relationship is a sustained one, and, it canContinue reading

The door-in-the-face phenomenon suggests that, if one makes an over-the-top request that is likely to be denied and then counters with a more reasonable request, audiences will be much more likely to agree to theContinue reading

The just-world phenomenon asserts that people, to protect their peace of mind, tend to believe that bad things happen only to those who deserve it. This phenomenon surfaced in Nazi Germany where Jews were blamedContinue reading

Frustrated activists often lament that audiences simply do not want to listen to them. "I just don't want to know!" is a commonly-heard refrain. They will not be surprised to learn that social psychology supportsContinue reading

Social psychological research on the absorption of media indicates that media frequently operates in a two-step flow. Media first hits opinion leaders and then disseminates to friends, family, colleagues, and others. Messages become popular as they are filtered throughContinue reading