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20 Cards in this Set
- Front
- Back
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Norms that simply describe what most people do in a given situation.
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DESCRIPTIVE NORMS
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Norms that specify what ought to be done in a given situation.
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INJUCTIVE NORMS
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The theory that suggests norms will influence behavior only to the extent that they are focal for the persons involved at the time the behavior occurs.
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NORMATIVE FOCUS THEORY
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Social influence based on the desire to be liked or accepted by other persons.
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NORMATIVE SOCIAL INFLUENCE
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Social influence based on the desire to be correct.
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INFORMATIONAL SOCIAL INFLUENCE
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The need to be distinguishable from others in some respects.
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INDIVIDUALISM
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Getting others to like us so that they will be more willing to agree to our request.
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INGRATIATION
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The basic idea behind an approach for gaining compliance is knows as...
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FOOT-IN-THE-DOOR TECHNIQUE
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A technique for gaining compliance in which an offer or deal is changed to make it less attractive to the target person after this person has accepted it.
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LOWBALL PROCEDURE
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A procedure for gaining compliance in which requesters begin with a large request and then, when this is refused, retreat to a smaller one.
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DOOR-IN-THE-FACE TECHNIQUE
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A technique for gaining compliance in which requesters offer additional benefits to target persons before these persons have decided to comply with specific requests.
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THAT'S-NOT-ALL TECHNIQUE
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A technique used for increasing compliance by suggesting that a person is hard to obtain.
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PLAYING HARD TO GET
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If you were to see a sign saying "Sale, 10% off today only!" This would be an example of...
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DEADLINE TECHNIQUE
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Social influence resulting from the mental representation of others.
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SYMBOLIC SOCIAL INFLUENCE
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All of the factors that bind group members together in to a coherent social entity.
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COHESIVENESS
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A form of social influence involving direct requests from one person to another.
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COMPLIANCE
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A type of social influence in which individuals chance their attitudes or behavior in order to adhere to existing social norms.
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CONFORMITY
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A form of social influence in which one person simply orders one or more others to perform some action(s), and the persons then comply.
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OBEDIENCE
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Efforts by one or more individuals to chance the attitudes, beliefs, perceptions, or behaviors of one or more others.
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SOCIAL INFLUENCE
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Rules indicating how individuals are expected to behave in specific situations.
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SOCIAL NORMS
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