social psychology (102) ch 7 key terms

social psychology (102) ch 7 key terms - goals *COMPLIANCE-...

Info iconThis preview shows pages 1–2. Sign up to view the full content.

View Full Document Right Arrow Icon
CHAPTER 7 *CONFORMITY - the tendency to change our perceptions, opinions, or behavior in what that are consistent with group norms *INFORMATIONAL INFLUENCE - influence that produces conformity when a person believes others are correct in their judgments *NORNATIVE INFLUENCE - influence that produces conformity when a person fears the negative social consequences of appearing deviant *PRIVATE CONFORMITY - the change of beliefs that occurs when a person privately accepts the position taken by others *PUBLIC CONFORMITY - a superficial change in overt behavior, without a corresponding change of opinion, produced by real or imagined group pressure *MINORITY INFLUENCE - the process by which dissenter produce change within a group *IDIOSYNCRASY CREDITS - interpersonal “credits” that a person earns by following group norm *INDIVIDUALISM - a cultural orientation in which independence, autonomy, and self-reliance take priority over group allegiances *COLLECTIVISM - a cultural orientation in which interdependence, cooperation, and social harmony take priority over personal
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Background image of page 2
This is the end of the preview. Sign up to access the rest of the document.

Unformatted text preview: goals *COMPLIANCE- Changes in behavior that are elicited by direct request *FOOT-IN-THE-DOOR TECHNIQUE- a two-step compliance technique in which an influencer sets the stage for the real request by first getting a person to comply with a much smaller request *LOW-BALLING- a two-step compliance technique in which the influencer secures agreement with a request but then increases the size of that request by revealing hidden costs *DOOR-IN-THE-FACE TECHNIQUE- A two-step compliance technique in which an influence prefaces the real request with one that is so large that it is rejected *THATS-NOT-ALL TECHNIQUE- a two-step compliance technique in which the influencer begins with an inflated request, then decreases its apparent size by offering a discount or bonus *OBIDIENCE- Behavior change produced by the commands of authority *SOCIAL IMPACT THEORY- the theory that social influence depends on the strength, immediacy, and number of source persons relative to target persons...
View Full Document

Page1 / 2

social psychology (102) ch 7 key terms - goals *COMPLIANCE-...

This preview shows document pages 1 - 2. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online