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16 Cards in this Set
- Front
- Back
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Social Impact Theory |
the theory that social influence depends on the strength, immediacy, and number of source persons relative to target persons |
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Public Conformity |
a superficial change in overt behavior without a corresponding change of opinion that is produced by a real or imagined group pressure |
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Private Conformity |
the change in beliefs that occurs when a person privately accepts the position taken by others |
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Informational Influence |
influence that produces conformity when a person believes others are correct in their judgements |
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Normative Influence |
influence that produces conformity when a person fears the negative social consequences of appearing deviant |
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Foot-in-the-door |
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 |
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That's-not-all |
a two-step compliance technique where the influencer begins with an inflated request, then decreases it's apparent size by offering a discount or bonus |
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door-in-the-face |
a two-step compliance technique where the influencer prefaces the real request with one that is so large it is rejected |
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low-balling |
a two-step compliance technique where the influencer secures agreement with a request but then increases the size of that request by revealing hidden cost |
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Asch |
conformity, line test - see if participant would conform with confederates even when their answers were clearly wrong |
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Milgram |
obedience, shock test - people will be obedient when told what to do by a person of higher authority |
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Sherif |
conformity - autokinetic, light, people will look to others for answers when put in an ambiguous situation |
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Compliance |
changes in behavior that are elicited by direct requests |
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Individualism |
a cultural orientation in which independence, autonomy, and self-reliance take priority over group allegiances |
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Conformity |
the tendency to change our perceptions, opinions, or behavior in ways that are consistent with group norms |
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Obedience |
behavior change produced by the commands of authority |
