Conformity

Front 1

collectivism

Back 1

A cultural orientation in which interdependence, cooperation, and social harmony take priority over personal goals.

Front 2

compliance

Back 2

Changes in behaviour that are elicited by direct requests.

Front 3

conformity

Back 3

The tendency to change our perceptions, opinions, or behaviour in ways that are consistent with group norms.

Front 4

door–in–the–face technique

Back 4

A two–step compliance technique in which an influencer prefaces the real request with one that is so large that it is rejected.

Front 5

foot–in–the–door technique

Back 5

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.

Front 6

idiosyncrasy credits

Back 6

Interpersonal credits" that a person earns by following group norms."

Front 7

individualism

Back 7

A cultural orientation in which independence, autonomy, and self–reliance take priority over group allegiances.

Front 8

informational influence

Back 8

Influence that produces conformity when a person believes others are correct in their judgments.

Front 9

lowballing

Back 9

A two–step compliance technique in which the influencer secures agreement with a request but then increases the size of that request by revealing hidden costs.

Front 10

minority influence

Back 10

The process by which dissenters produce change within a group.

Front 11

normative influence

Back 11

Influence that produces conformity when a person fears the negative social consequences of appearing deviant.

Front 12

obedience

Back 12

Behaviour change produced by the commands of authority.

Front 13

private conformity

Back 13

The change of beliefs that occurs when a person privately accepts the position taken by others.

Front 14

public conformity

Back 14

A superficial change in overt behaviour without a corresponding change of opinion that is produced by real or imagined group pressure.

Front 15

social impact theory

Back 15

The theory that social influence depends on the strength, immediacy, and number of source persons relative to target persons.

Front 16

that's–not–all technique

Back 16

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.