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16 Cards in this Set

  • Front
  • Back
collectivism
A cultural orientation in which interdependence, cooperation, and social harmony take priority over personal goals.
compliance
Changes in behaviour that are elicited by direct requests.
conformity
The tendency to change our perceptions, opinions, or behaviour in ways that are consistent with group norms.
door–in–the–face technique
A two–step compliance technique in which an influencer prefaces the real request with one that is so large that it is rejected.
foot–in–the–door technique
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.
idiosyncrasy credits
Interpersonal credits" that a person earns by following group norms."
individualism
A cultural orientation in which independence, autonomy, and self–reliance take priority over group allegiances.
informational influence
Influence that produces conformity when a person believes others are correct in their judgments.
lowballing
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.
minority influence
The process by which dissenters produce change within a group.
normative influence
Influence that produces conformity when a person fears the negative social consequences of appearing deviant.
obedience
Behaviour change produced by the commands of authority.
private conformity
The change of beliefs that occurs when a person privately accepts the position taken by others.
public conformity
A superficial change in overt behaviour without a corresponding change of opinion that is produced by real or imagined group pressure.
social impact theory
The theory that social influence depends on the strength, immediacy, and number of source persons relative to target persons.
that's–not–all technique
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.