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20 Cards in this Set
- Front
- Back
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Social Influence
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Efforts by one or more individuals to change the attitudes, beliefs, perceptions or behaviours of one or more others
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Conformity
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Type of social influence where someone changes their attitudes/behaviour to follow existing social norms
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Compliance
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Type of social influence involving direct requests from one person to another
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Symbolic Social Influence
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Social influence coming from a mental representation of others/our relationships with them
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Obedience
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Social influence where one person orders others to perform actions
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Social Norms
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Rules indicating how individuals are expected to behave in specific situations
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Autokinetic Phenomenon
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Apparent movement of a single, stationary source of light in a dark room. Often used to study the emergence of social norms and social influence
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Cohesiveness
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Extent to which we are attracted to a social group and want to belong to it
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Descriptive Norms
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Norms simply indicating what most people do in a given situation
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Injunctive Norms
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Norms specifying what has to be done; what is approved/disapproved behaviour in a given situation
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Normative Focus Theory
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Theory suggesting that norms will influence behaviour only to the extent that they are focal for the people involved at the time the behaviour occurs
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Normative Social Influence
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Social influence based on the desire to be liked/accepted by other people
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Informative Social Influence
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Social influence based on the desire to be correct (have accurate perceptions of the social world)
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Individualism
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Need to be distinguishable from others in some way
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Foot-in-Door Technique
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Procedure for gaining compliance where the requester begin with a small request and then, when this is granted, grows to something larger (the one they actually desired)
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Lowball Procedure
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Technique for gaining compliance in which an offer/deal is changed to make it less attractive to the target person after this person has accepted it
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Door-in-Face Technique
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Procedure for gaining compliance where requesters begin with a large request and then, when this is refused, retreat to a smaller one (the one they wanted all alone)
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That's-Not-All Technique
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Gaining compliance where requesters offer additional benefits to target people before they have decided whether to comply with or reject
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Playing Hard to Get
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Technique used for increasing compliance by suggesting that a person/object is scarce or hard to get
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Deadline Technique
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Technique for increasing compliance where target people are told that they only limited time to take advantage of some offer/or get some item
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