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10 Cards in this Set
- Front
- Back
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Leadership |
A process in which one or more group members are permitted to influence and motivate others to help attain group goals. |
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Low-ball technique |
A technique in which the influencer secures agreement with a request but then increases the cost of honoring the commitment. |
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Mere exposure effect |
People's tendency to prefer objects to which they have been more frequently exposed. |
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Minimal intergroup situation |
A research situation in which people are categorized, on an arbitrary or trivial basis, into groups that have no history, no conflicts of interest, and no stereotypes. |
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Negotiation |
The process by which parties in conflict communicate and influence each other to reach agreement. |
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Nonexperimental research |
A research design in which both the independent and dependent variables are measured. |
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Norm of obedience to authority |
The shared view that people should obey those with legitimate authority. |
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Norm of social commitment |
The shared view that people are required to honor their agreements and obligations. |
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Norm of social reciprocity |
The shared view that people are obligated to return to others the goods, services, and concessions they offer to us. |
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Out-group homogeneity effect |
The tendency to see the out-group as relatively more homogeneous and less diverse than the in-group. |
