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23 Cards in this Set
- Front
- Back
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conformity
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the tendency to change our perceptions, opinions, or behavior in ways that are consistent with group norms.
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sherif
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visual perception experiment
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Solomon asch
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conformity study-line test
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informational influence
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influence that produces conformity when person believes others are correct in their judgments.
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normative influence
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influence that produces conformity when a person fears the negative social consequences of appearing deviant.
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private conformity
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the change of beliefs that occurs when a person privately accepts the position taken by others.
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public conformity
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a superficial change in overt behavior without a corresponding change of opinion that is produced by real or imagined group pressure.
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minority influence
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the process by which dissenters produce change within a group.
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idiosyncrasy credits
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interpersonal "credits" that a person earns by following group norms.
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compliance
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changes in behavior that are elicited by direct requests.
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Langer
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we often respond mindlessly to words without fully processing the information they are supposed to convey.
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norm of reciprocity
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the powerful norm of reciprocity dictates that we treat others as they have treated us.
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foot in the door technique
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break the ice with a small initial request that the customer can't easily refuse. - 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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lowballing
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a two step compliance technique in which the influencer secures the agreement with a request but then increases the size of that request by revealing hidden costs.
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an effective way to get someone to do you a favor is to make a first request that is so large the person is sure to reject it.
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true
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door in the face
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an influencer prefaces the real request with one that is so large that it is rejected.
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that's not all technique
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influencer begins with an inflated request, then decreases its apparent size by offering a discount or bonus. (infomercial)
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obedience
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behavior change produced by the commands of authority
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milgram
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conducted his experiments during the time hitler was being tried for Nazi war crimes.
-ethical debate |
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social impact theory
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the theory that social influence depends on the strength, immediacy, and number of source persons relative to target persons.
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factors that influence obedience
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physical presence and apparent legitimacy of the authority figure.
-victim's proximity. -participants were led to feel relieved of personal responsibility for the victim's welfare. -gradual escalation was used. |
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defiance
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social influence can also breed rebellion and defiance
-having allies gives individuals the courage to disobey. |
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as the number of people in a group increases, so does the group's impact on an individual.
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false
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