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