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Social Psychology Chapter 12 Chapter 12 Learning Objective Menu LO 12.1 Factors affecting conformity LO 12.2 Four ways to gain compliance LO 12.3 Obedience LO 12.4 Components, formation and change of an attitude LO 12.5 When attitudes do not match actions LO 12.6 Social categorization and implicit personality theories LO 12.7 How people explain others actions LO 12.8 Prejudice and discrimination LO 12.9 Why people are prejudiced and how to stop it LO 12.10 Factors that govern attraction and the different forms of love LO 12.11 Biology and learning influences on aggression LO 12.12 Altruism and deciding to help others LO 12.13 Why people join cults Social Psychology and Conformity Social psychology the scientific study of how a persons thoughts, feelings, and behavior are influenced by the real, imagined, or implied presence of others. Social influence- the process through which the real or implied presence of others can directly or indirectly influence the thoughts, feelings, and behavior of an individual. Elements of Social Influence: Conformity, Compliance, and Obedience LO 12.1 Conformity Menu Confirmity Conformity- changing ones own behavior to match that of other people. Acceptance and Belonging- We tend to gain acceptance by being in accord with others, sometimes even when it violates our own beliefs. Menu LO 12.1 Conformity Groupthink and Compliance Groupthink The kind of thinking that occurs when people place more importance on maintaining group cohesiveness than on assessing the facts of the problem with which the group is concerned. Why Groupthink Occurs Fear of Rocking the Boat and the real or imagined pressure from others. LO 12.1 Conformity Menu Menu LO 12.1 Conformity Menu LO 12.1 Conformity Consumer Psychology The branch of psychology that studies the behavior of consumers in the marketplace. Devoted to figuring out how to get people to buy goods and services. Compliance- changing ones behavior as a result of other people directing or asking for the change. Four Ways to Gain Compliance Foot-in-the-door technique asking for a small commitment and, after gaining compliance, asking for a bigger commitment. Door-in-the-face technique asking for a large commitment and being refused, and then asking for a smaller commitment. Norm of reciprocity- assumption that if someone does something for a person, that person should do something for the other in return. LO 12.2 Four ways to gain compliance Menu Four Ways to Gain Compliance Lowball technique getting a commitment from a person and then raising the cost of that commitment.... View Full Document

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