Social Psychology, Chapter 4

Front 1

Role

Back 1

a set of norms that define how people in a given social position ought to behave

Front 2

Foot in the door phenomenon

Back 2

tendency for people who have first agreed to a small request to comply later with a larger request

Front 3

low ball technique

Back 3

tactic-getting ppl to agree to something. ppl who agree to an initial request - still comply when requester ups the ante.

Front 4

Cognitive dissonance

Back 4

tension that arises when on is simutaniously aware of 2 inconsistent congnitions.

Front 5

Insufficient justification effect

Back 5

reduction of dissonance by internally justifying ones behaviour when external justification is "insufficient"

Front 6

self perception theory

Back 6

when unsure of our attitudes, we infer them much as would someone observing us-by looking at our behaviour and the circumstances under which it occurs

Front 7

overjustification effect

Back 7

result of bribing ppl to do what they already like doing-see action as externally controlled rather than intrinsically appealing