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16 Cards in this Set

  • Front
  • Back
collectivism
a cultural orientation in which interdependence, cooperation, and social harmony take priority over personal goals
compliance
changes in behavior that are elicited by direct requests
conformity
the tendency to change our perceptions, opinions, or behaviors in ways that are consistent with group norms
door-in-the-face technique
a two-step compliance technique in which an influencer prefaces the real request with one that is large that it is rejected
foot-in-thedoor technique
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
idiosyncrasy credits
interpersonal "credits" that a person earns by following group norms
individualism
a cultural orientation in which independence, autonomy, and self-reliance take priority over group allegiances
informational influence
influence that produces conformity when a person believes others are correct in their judgments
low-balling
a two-step compliance technique in which the influencer secures aggreement with a request but then increases the size of that request by revealing hidden costs
minority influence
the process by which dissenters produce change within a group
normative influence
influence that produces conformity when a person fears the negative social consequences of appearing deviant
obedience
behavior change produced by the commands of authority
private conformity
the change of beliefs that occurs when a person privately accpets the position taken by others
public conformity
a superficial change in overt behavior, without a corresponding change of opinion, produced by real or imagined group pressure
social impact theory
the theory that social influence depends on the strength, immediacy, and number of source persons relative to target persons
that's-not-all technique
a two-step compliance technique in which the influencer begins with an inflated request, then decreases its apparent size by offering a discount or bonus