Leadership

So-Hyeon Shim
Spring 2018
Tactics of Influence
 Influence

Psychological Tactics (=Heuristics)

Interpersonal Tactics
 Influence

Names and Photos

Increase identifiability and emotional connection
 Small, Loewenstein, & Slovic (2007)

Food Shortages in
Malawi are affecting 3
Million children
More than 11 Million in
Ethiopia need immediate
assistance
One-third of Angolans
have been forced to flee
their homes Any money that you donate
will go to Rokia, a 7-year-old
girl from Africa. Rokia is
desperately poor, and faces a
threat of severe hunger.
Small, Loewenstein, & Slovic (2007)
 Slovic (2014)

Save the Children!

In the next study, Slovic used a combination of
statistics with an individual story including photos.
Slovic (2014)
 Slovic (2014)

Combination of statistics with an individual story

Can cause negative emotions.
Positive feelings of potentially helping someone are
overshadowed by the large numbers of people who still
need help.
 Slovic (2014)

“Pseudoinefficiency”
People, when presented with the overwhelming size of a
problem, may believe that their money will be less
effective and consequently withhold this money.
 Influence

Advocacy Effect
The tendency to have more positive attitudes toward
whatever or whomever one advocates than to whatever or
whomever others advocate
 Influence

Advocacy Effect
Why?
People become identified with, connected to, and experience
empathy for the candidate for whom they have advocated.
Dissonance (Festinger, 1957): The preference for
consistency between behavior and attitudes
 Influence

Advocacy Effect
Why?
We don’t always say what we believe but we often come to
believe what we say.
connection People tend to change the criteria used to make evaluations
after advocacy: The criterion most favorable to their
candidate becomes the most important criterion – thus
standards can change depending on whom one advocates
for (Norton, Vandello, & Darley, 2004; Uhlmann & Cohen,
2005).
 Influence

What if there were enough kidneys for every

candidate?
 Influence

Whether the candidate deserves to receive a

kidney at all given that transplants are very
expensive
Some people (i.e., political conservatives) are less
willing to provide a kidney when people are
responsible for their situation, but actually more
willing to give the kidney to those who were
responsible for their situation but are now
rehabilitated and reformed (Skitka & Tedlock, 1993)
 Influence

The UNOS Points Systems

UNOS (United Network for Organ Sharing) actually
makes kidney allocations
Three criteria for allocation:
Efficacy – The likelihood that the transplant will be
a success
Need – The lack of alternatives such as dialysis
Disadvantage – Candidates who are difficult to
match should be given some point adjustment
 Influence

The UNOS Points Systems

Efficacy – 2 points for each of the six possible antigen
matches, plus a bonus of up to 6 points if the logistics
of getting kidney to the candidate are favorable. An
organ found to be a perfect match for a candidate on
the waiting list must be allocated to that candidate.
Need – 6 points for medical urgency.
Disadvantage – 1 point for each 10 percent of
population against which the candidate has
antibodies.
 Influence

The UNOS has expanded their point system

Length of time on waiting list
Antibody level
The potential organ candidate is a child/age
Body size
Medical urgency
Blood type compatibility
Location of the donor
 Influence

Singapore: people who chose not to be organ

donor are given only secondary access to
organ transplants.
 Influence

UNOS (United Network for Organ Sharing)

Vs.
Singapore
 Defaults (Opt-in vs. Opt-out)

Organ donation situation

– Opt-in approach (explicit consent)
• You are not an organ donor unless you say you want to be.
• Donors have to give explicit consent, for example when they
renew their driver’s licenses.

– Opt-out approach (presumed consent)

• You are an organ donor unless you do not want to be.
• Everyone is presumed to be a donor unless they specifically
remove themselves from the system, again for example when
they renew their driver’s license.
 Johnson & Goldstein (2003)

Effective consent rates: Explicit consent (opt-in, yellow) and

presumed consent (opt-out, Blue)
 Resource Allocation

Allocating scarce resources requires a system, but that

determining what the criteria for allocation within that
system can be is difficult
Because there are so many interpretations of fairness.
 Resource Allocation

How the United States decided after the end of the

European part of WW2 which US solders would be
demobilized and which would be sent to the Asian front.
They asked the solders : what the criteria should be to
distribute this resource.
Four criteria
Length of time in the Army: 1 point per month
Length of time overseas: 1 point per month
Combat: 5 points per campaign star or combat
decoration
Dependents: 12 points per child under 18, up to three
 Resource Allocation

How the United States decided after the end of the

European part of WW2 which US solders would be
demobilized and which would be sent to the Asian front.
They asked the solders : what the criteria should be to
distribute this resource.
• 82 % of troops who demobilized early and 65 % of troops who
did not considered the system as “good or fairly good.”
 Procedural Justice

Distributive Justice
How much each person gets

Procedural Justice
How this distribution was determined: was it distributed
with transparency and delivered with dignity and
respect
 Procedural Justice

People are affected not only by the outcomes of decisions,

but also how the decisions are made and communicated
(Lind & Tyler, 1988)

In Why People Obey the Law (Tyler, 2006), compliance is

primarily a function of systems that are designed and
applied according to principles of procedural justice
 Justice

Justice: the distribution of resources (Rawls, 1971)

Maximin criterion of social justice: an allocation of

resources satisfies the maximin criterion only if it
maximizes the well-being of the worst-off individual.

Social institutions should develop allocation systems that

maximize the well-being of the worst-off individual.
 Justice

Justice: the procedures used to distribute resources

(Nozick, 1974)

If there is justice in acquisition and transfers (voluntary

transactions) then very uneven distributions are fine.
method: use survey with team members to gather opinion