• Shuffle
    Toggle On
    Toggle Off
  • Alphabetize
    Toggle On
    Toggle Off
  • Front First
    Toggle On
    Toggle Off
  • Both Sides
    Toggle On
    Toggle Off
  • Read
    Toggle On
    Toggle Off

Card Range To Study



Play button


Play button




Click to flip

Use LEFT and RIGHT arrow keys to navigate between flashcards;

Use UP and DOWN arrow keys to flip the card;

H to show hint;

A reads text to speech;

20 Cards in this Set

  • Front
  • Back
Factors the influence willingness to comply
Status of the requestor
Number of requestors
Proximity of Requestor
Being Alone
Cialdini (methods for obtaining compliance)
studied compliance technique especially with salesman
Four walls Technique
find a way to put a person in a situation in which they must buy product or they are put in cognitive dissonance
Low-Ball Technique
you get someone to agree to make a purchase at a certain price and they become more sure of the decision to decrease cognitive dissonance and then you raise the price taking advantage of this cognitive dissonce
making small request and seek compliance and then make a large request and they are more likely to grant the second request if you didn't ask for the first
Reciprocity Norm
takes advantage of the idea that if someone does something for you then you should do something for them
Door- in- the face technique
you ask for something large first and then follow it up with something small
those who asked for something large are more likely to grant something small
4 Methods of Obtaining compliance
Four Walls Technique
Low ball Technique
Reciprocity Norm
Door in the Face Technique
Milgram Study
studied the holocaust and felt there was something about German culture that made thee them more likely to comply but concluded that this was just part of human nature
Why did Participants comply in the Milgram study?
Pre-existing beliefs regarding authority and value of science.
Experimenter self's assurance and acceptance of responsibility
Experimenter is near, confederate in the other room
Sequential Nature of task (food-in-the door-technique)
Social Faciliation
performance improves when people are watching
Social Interference
performace worsens when people are watching
Dual task performance
doing two things at once
when 1st start learning the task, you start one simple task and you see learning curve.
then they start on the second task and the same learning curve appears .
they have both at once , at first not good and then become good with practice
Unresponsive Bystander Phenomenon
caused by
social referencing
evaluation anxiety- social interference
diffusion of responsibility
Deindividuation ( crowd mentality)
reduced accountability causes disinhibition
shifted attention (from self to group)
uniforms and mask heighten the effect
Asch Conformity Experiment
Lines of different lengths
Critical Trials ( 12)
Participants conformed 37% of the time
75% of the participants conformed at least once
What was crucial in Asch Experiment?
Unity was crucial, if one person gave the right answer as well then the participants would be more likely to give the right answer.
Informational Influence
they must know more so I'll go with there answer
Normative Influence
conforming because you don't want to be alone ( the most prevalent)
Risky Shift
indivduals more likely to make risky decision in group
groups are more likely to make risky decisions than individuals