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20 Cards in this Set

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