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18 Cards in this Set
- Front
- Back
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Descriptive Norms |
Describe hoe people behave in a given situation. |
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Injunctive Norms |
Describe what people ought to do in a given situation; the approved behaviour in a situation |
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Pluralistic Ignorance |
A misperception that occurs when each individual in the group privately rejects a group's norms but believes that the other embers of the group accept these terms. |
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Signal Amplification Bias |
When people perceive you to have more interest in something than you actually do. |
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Informational Influence |
Leads a person to conform to the behaviour of others because they believe that the others beliefs are correct (Muzafer Sherif's auto kinetic effect). |
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Private Conformity |
People change their private view and conform to the group norm because they believe the others are right. |
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Normative Influence |
The influence that produces conformity when a person fears the negative social consequences of appearing deviant (Asch's line length test). |
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Public Conformity |
When people conform because they want to publicly agree with others, even though in reality, they realize that the answer in incorrect. |
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Social Impact Theory |
The presence of particular group members may also influence conformity. |
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Minority Influence |
Less common, more lasting than behavioural conformity produced in the studies on majority influence. |
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Reciprocity |
The pressure to reciprocate someone else's behaviour. |
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Door-in-the-Face Technique |
You first make a big request and then make a smaller one. |
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Thats-not-all Technique |
Influencer begins with an inflated request and then decreases its apparent size by offering a discount or bonuses. |
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Foot-in-the-Door Technique |
First making a small, reasonable request then following up with a bigger one. |
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Lowballing |
Influencer secures compliance with a request but then increases the size of that request by revealing hidden costs. |
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Scarcity |
Limiting people's opportunity to act in terms of time or number. |
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Deadline |
Creating the illusion (false) of a strict deadline in which to act. |
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Hard-to-Get |
The fear that scarcity of something will be soon unavailable. |
