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30 Cards in this Set

  • Front
  • Back
Social Influence
The exercise of social power by a person or group to change the attitudes or behavior of others in a particular direction
Social Power
The force available to the influencer to motivate attitude or behavior change.
Publicly acting in accord with a direct request
External Compliance
Acting in accord with a direct request despite privately disagreeing with it
Internal Compliance
Involves both acting and believing in acord with the request
the performance of an action in response to a direct order
A yielding to perceived group pressure by copying the behavior and beliefs of others
Not being subject to control by others
Social Norm
An expected standard of behavior and belief established and enforced by a group
Informational Pressure
Conformity, compliance, or obedience due to a desire to gain information
Information dependence
Dependence on others for information about the world that reduces uncertainty
Outcome dependence
Dependence on others for positive outcomes or rewards
Theory of psychological reactance
The theory that people believe they possess specific behavioral freedoms, and that they will react against and resist attempts to limit this freedom
Opposition to social influence on all occasions, often caused by psychological reactance.
Minority Influence
The process by which dissenters produce change within a group
Single Minorities
Differ from the majority only in terms of their beliefs
Double Minorities
Those who differ from the majority in terms of beliefs and group membership
Foot in the door technique
A two-step compliance technique in which the influencer secures compliance to a small request, and then later follows this with a larger, less desirable request.
Door in the face technique
A two-step compliance technique in which, after having a large request refused, the influencer counteroffers with a much smaller request
Thats no all strategy
A two-step compliance technique in which the influencer makes a large request, then immediately offers a discount or bonus before the initial request is refused
Low-ball technique
A two-step compliance strategy in which the influencer secures agreement with a request by understating its true cost
Social Impact Theory
The theory that the amount of social influence others have depends on their number, strength, and immediacy to those they are trying to influence
Several interdependent people who have emotional ties and interact on a regular basis
Expectation states theory
A theory that states that the development of group status is based on members' expectations of others' probable contributions to the achievement of group goals. These expectations are shaped not only by members' task-relevant characteristics, but also by diffuse status characteristics, such as race, sex, age, and wealth
Social Facilitation
The enhancement of dominant responses due to the presence of others.
Social Loafing
Group-induced reduction in individual output when performers' efforts are pooled and, thus, cannot be individually judged
Diffusion of responsibility
The belief that the presence of other people in a situation makes one less personally responsible for the events that occur in that situation
The loss of individual identity and a loosening of normal inhibitions against engaging in behavior that is inconsistent with internal standards.
Group Polarization
Group-produced enhancement or exaggeration of members' initial attitudes through discussion
A deterioration of mental efficiency, reality testing, and moral judgment in a group that results from an excessive desire to reach consensus.