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16 Cards in this Set
- Front
- Back
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collectivism
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a cultural orientation in which interdependence, cooperation, and social harmony take priority over personal goals
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compliance
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changes in behavior that are elicited by direct requests
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conformity
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the tendency to change our perceptions, opinions, or behaviors in ways that are consistent with group norms
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door-in-the-face technique
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a two-step compliance technique in which an influencer prefaces the real request with one that is large that it is rejected
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foot-in-thedoor technique
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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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idiosyncrasy credits
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interpersonal "credits" that a person earns by following group norms
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individualism
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a cultural orientation in which independence, autonomy, and self-reliance take priority over group allegiances
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informational influence
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influence that produces conformity when a person believes others are correct in their judgments
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low-balling
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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
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minority influence
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the process by which dissenters produce change within a group
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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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obedience
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behavior change produced by the commands of authority
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private conformity
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the change of beliefs that occurs when a person privately accpets 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, produced by real or imagined group pressure
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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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that's-not-all technique
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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
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