Social Psychology Test #2

Front 1

Conformity

Back 1

A change in behavior due to the real or imagined influence of other people,

Front 2

Informational social influence

Back 2

Conforming because we believe that others' interpretation of ambiguous situation is more correct than ours and will help us choose an appropriate course of action

Front 3

Private acceptance

Back 3

Conforming to other people's behavior out of a genuine belief that what they are doing or saying is right

Front 4

Public compliance

Back 4

Conforming to other people's behavior publicly, without necessarily believing in what they are doing or saying

Front 5

Normative social influence

Back 5

The influence of other people that leads us to conform in order to be liked and accepted by them; this type of conformity results in public compliance with the group's beliefs and behaviors, but not necessarily with private acceptance of the group's beliefs and behaviors

Front 6

Social norms

Back 6

The implicit or explicit rules a group has for the acceptable behaviors, values, and beliefs of its members.

Front 7

Social impact theory

Back 7

The theory that conforming to social influence depends on the strength, immediacy, and number of other people in a group.

Front 8

Minority influence

Back 8

The case where a minority of group members influence the behavior or beliefs of the majority.

Front 9

Compliance

Back 9

A change in behavior due to a direct request from another person

Front 10

Door-in-the-face technique

Back 10

A technique to get people to comply with a request, whereby people are presented first with a large request, which they are expected to refuse, and then with a smaller, more reasonable request, to which it is hoped they will acquiesce

Front 11

Reciprocity norm

Back 11

a social norm stating that receiving anything positive from another person requires you to reciprocate (or behave similarly) in response

Front 12

Foot-in-the-door technique

Back 12

A technique to get people to comply with a request, whereby people are presented first with a small request, to which they are expected to acquiesce, followed by a larger request, to which it is hoped they will also acquiesce

Front 13

Lowballing

Back 13

An unscrupulous strategy whereby a salesperson induces a customer to agree to purchase a product at a very low cost, the subsequently raises the price; frequently, the customer will still make the purchase at the inflated price

Front 14

Obedience

Back 14

Conformity in response to the commands of an authority figure.