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18 Cards in this Set
- Front
- Back
- 3rd side (hint)
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Who is the "father of obedience"?
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Milgram.
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None.
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Define "obedience".
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Following a direct request from authority.
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None.
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The obedience studies by Milgram were fashioned after the famous statement "I was doing my job". This was said by who?
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Adolf Eichman, man in charge of organizing and sending people to death camps in the holocaust.
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holocaust.
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What is the Law of Social Impact.
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Impact is a factor of strength, Immediacy and number
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Impact=f(SIN)
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Define "Compliance".
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Following a request from someone average.
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None.
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What is the foot-in-the-door effect?
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If someone agrees to a small request, they are more likely to agree to a bigger one.
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Compliance.
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What is door-in-the-face effect?
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Ask for a huge request, then counter with something more reasonable (what you really wanted in the first place).
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Compliance.
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What is the low-ball technique?
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Get them to agree to the request and them add things to it.
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Compliance.
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What is the "that's not all folks" tactic?
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once someone's committed, give them more. People want something more if it's on sale.
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Compliance.
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What is the norm of reciprocity?
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We do thing for people if they do things for us.
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Compliance.
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What is the principle of social proof?
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If we don't know what to do, we do what everyone else is doing.
(salting the tip jar) |
Compliance.
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What is scarcity?
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If we can't get it, or they're going to run out, we want it more.
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Compliance.
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Define "conformity".
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A change in beliefs as a result of real or imagined pressures.
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None.
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Why do we mimic people?
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It makes them like us more.
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None.
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What is the auto kinetic effect?
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when an array of answers seem to come to a similar conclusion, no matter how far away from their final answer they started and no matter if it is right or wrong.
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Dark room, small light.
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What were the Ash Line studies?
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Group of people shown an original line, then lines to match the original line to. If everyone before the subject gives the wrong answer, the subject will too.
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None.
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What is Informational Influence?
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When we do what others are doing because we think we're gaining information (auto kinetic).
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None.
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What is Normative influence?
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The desire to do what others want them to do.
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None.
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