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19 Cards in this Set
- Front
- Back
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bait-and-switch technique
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Gaining a commitment to an arrangement, then making the arrangement unavailable or unappealing and offering a more costly arrangement.
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compliance
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Behavior change that occurs as a result of a direct request.
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conformity
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Behavior change designed to match the actions of others.
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descriptive norms
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Norms that define what behaviors are typically performed.
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disrupt-then-reframe technique
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A tactic that operates to increase compliance by disrupting one's initial, resistance-laden view of a request and quickly reframing the request in more favorable terms.
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door-in-the-face technique
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A technique that increases compliance by beginning with a large favor likely to be rejected and then retreating to a more moderate favor.
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expert power
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The capacity to influence that flows from one's presumed wisdom or knowledge.
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foot-in-the-door technique
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A technique that increases compliance with a large request by first getting compliance with a smaller, related request.
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injunctive norms
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Norms that define what behaviors are typically approved or disapproved.
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labeling technique
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Assigning a label to an individual and then requesting a favor that is consistent with the label.
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low-ball technique
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Gaining a commitment to an arrangement and then raising the cost of carrying out the arrangement.
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norm of reciprocity
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The norm that requires that we repay others with the form of behavior they have given us.
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obedience
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Compliance that occurs in response to a directive from an authority figure.
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participant observation
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A research approach in which the researcher infiltrates the setting to be studied and observes its workings from within.
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personal commitment
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Anything that connects an individual's identity more closely to a positing or course of action.
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reactance theory
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Brehm's theory that we react against threats to our freedoms by reasserting those freedoms, often by doing the opposite of what we are being pressured to do.
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social influence
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A change in over behavior caused by real or imagined pressure from others.
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social validation
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An interpersonal way to locate and validate the correct choice.
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that's-not-all technique
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A technique that increases compliance by "sweetening" an offer with additional benefits.
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