Influence: The Psychology of Persuasion

by Robert B. Cialdini

Simply separating the boys into two residence cabins was enough to stimulate a “we versus they” feeling between the groups; letting the boys assign names to the two groups (the Eagles and the Rattlers) accelerated the sense of rivalry. The boys soon began to demean the qualities and accomplishments of those in the other group; however, these forms of hostility were minor compared to what occurred when the experimenters introduced competitive activities into the groups’ interactions. Cabin-against-cabin treasure hunts, tugs-of-war, and athletic contests produced name-calling and confrontations. During the competitions, members of the opposing team were labeled “cheaters,” “sneaks,” and “stinkers.” Afterward, cabins were raided, rival banners were stolen and burned, threatening signs were posted, and lunchroom scuffles were commonplace.