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14 Cards in this Set
- Front
- Back
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The ability to control another person's behavior is...
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Social influence
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Customary standards for behavior that are widely shared by members of a culture are called...
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Norms
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When another person's behavior provides information about what is appropriate it is called...
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Normative influence (norm of reciprocity, etc. can be used for good)
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A strategy that uses reciprocating concessions to influence behavior is the...
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Door-in-the-face technique
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The tendency to do what others do simply because others are doing it is...
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Conformity
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The tendency to do what powerful people tell us to do is...
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Obedience
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An enduring positive or negative evaluation of an event or object is an...
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Attitude
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An enduring piece of knowledge about an object or event is a...
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Belief
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When another person's behavior provides information about what is good or right it is...
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Informational influence
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When a person's attitudes or beliefs are influenced by a communication from another person it is a form of...
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Persuasion
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The process by which attitudes or beliefs are changed by appeals to reason is...
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Systematic persuasion
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The process by which attitudes or beliefs are changed by appeals to habit or emotion is...
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Heuristic persuasion
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A technique that involves a small request followed by a larger request is...
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Foot in the door technique
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An unpleasant state that arises when a person recognizes the inconsistency of his or her actions, attitudes, or beliefs is...
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Cognitive dissonance (e.g., people sometimes value things simply because they pay for them)
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