Social Psychology: Human Nature Chapter 13

Front 1

normative influence

Back 1

going along with the crowd in order to be liked and accepted

Front 2

autokinetic effect

Back 2

illusion, caused by very slight movements of the eye, that a stationary point of light in a dark room is moving

Front 3

group norms

Back 3

the beliefs or behaviors that a group of people accepts as normal

Front 4

informational influence

Back 4

going along with the crowd because you think the crowd knows more than you do

Front 5

private acceptance

Back 5

a genuine inner belief that others are right

Front 6

public compliance

Back 6

outwardly going along with the group but maintaining a private, inner belief that the group is wrong

Front 7

foot-in-the-door technique

Back 7

influence technique based on commitment, in which one starts with a small request in order to gain eventual compliance with a larger request

Front 8

low-ball technique

Back 8

influence technique based on commitment, in which one first gets a person to comply with a seemingly low-cost request and only later reveals hidden additional costs

Front 9

bait-and-switch

Back 9

influence technique based on commitment, in which one draws people in with an attractive offer that is unavailable and then switches them to less attractive offer that is available

Hint 9

keyword

Front 10

labeling technique

Back 10

influence technique based on consistency, in which one assigns a label to an individual and then requests a favor that is consistent with the label

Hint 10

keyword

Front 11

legitimization-of-paltry-favors technique

Back 11

influence technique in which a requester makes a small amount of aid acceptable

Hint 11

keyword: acceptable

Front 12

door-in-the-face technique

Back 12

influence technique based on reciprocity, in which one starts with an inflated request and then retreats to a smaller requst that appears to be a concession

Front 13

that's-not-all technique

Back 13

influenc technique based on reciprocity, in which one first makes an inflated request but, before the person can answer yes or no, sweeten the deal by offering a discount or bonus

Hint 13

Oh NO! there's more!

Front 14

pique technique

Back 14

influence technique in which one captures people's attention, by making a novel request

Hint 14

interest

Front 15

disrupt-then-reframe technique

Back 15

influence technique in which one disrupts critical thinking by introducing an unexpected element, then reframes the message is a positive light

Hint 15

keyword

Front 16

persuasion

Back 16

an attempt to change a person's attitude

Front 17

source

Back 17

the individual who delivers a message

Front 18

sleeper effect

Back 18

the finding that, over time, people separate the message from the messenger

Front 19

expertise

Back 19

how much a source knows

Front 20

trustworthiness

Back 20

whether a source will honestly tell you what he or she knows

Front 21

convert communicators

Back 21

people perceived as credible sources because they are arguing against their own previously held attitudes and behaviors

Hint 21

conversion

Front 22

stealing thunder

Back 22

revealing potentially incrimination evidence first to negate its impact

Front 23

advertisement wear-out

Back 23

inattention and irritation that occurs after an audience has encountered the same advertisement too many times

Front 24

repetition with variation

Back 24

repeating the same information, but in a varied format

Hint 24

keyword

Front 25

receptivity

Back 25

whether you "get" (pay attention to, understand) the message

Front 26

yielding

Back 26

whether you "accept" the message

Front 27

need for cognition

Back 27

a tendency to engage in and enjoy effortful thinking, analysis, and mental problem solving

Front 28

impressionable years hypothesis

Back 28

proposition that adolescents and young adults are more easily persuaded than their elders

Front 29

elaboration likelihood model (ELM)

Back 29

theory that posits two routes to persuasion, via either conscious or automatic processing

Front 30

heuristic/systematic model

Back 30

theory that posits two routes to persuasion, via either conscious or automatic processing

Front 31

central route (systematic processing)

Back 31

the route to persuasion that involves careful and thoughtful consideration of the content of the message (conscious processing)

Front 32

peripheral route (heuristic processing)

Back 32

the route to persuasion that involves some simple cue, such as attractiveness of the source (automatic processing)

Front 33

personal relevance

Back 33

degree to which people expect an issue to have significant consequences for their own lives

Front 34

alpha strategies

Back 34

attempts to persuade others by increasing approach forces

Front 35

omega strategies

Back 35

attempts to persuade others by decreasing avoidance forces

Front 36

two-sided message

Back 36

a message that tries to persuade the audience by acknowledging and then refuting opposing arguments

Front 37

self-efficacy

Back 37

the belief that one can successfully accomplish a task

Front 38

negative attitude change (boomerang effect)

Back 38

doing exactly the opposite of what one's being persuaded to do

Front 39

limited-number technique

Back 39

influence technique based on scarcity, in which one tells people that an item is in short supply

Front 40

fast-approaching-deadline technique

Back 40

influence technique based on scarcity, in which one tells people in item or a price is only available for a limited time