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Psy 160 Ch 9 Book
Psy 160 Ch 9 Terms from Book
16
Psychology
Undergraduate 3
03/30/2013

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Term
Social influence
Definition
the many ways that ppl affect one another, incl. changes in attitudes, beliefs, feelings, and B that result from the comments, actions or mere presence of others
Term
Conformity
Definition
changing one's behavior or beliefs in response to explicit or implicit pressure (whether real or imagined) from others
Term
Compliance
Definition
responding favorably to an explicit request from another person
Term
Obedience
Definition
in an unequal power relationship, submitting to the demands of the more powerful person
Term
Ideomotor action
Definition
the phenomenon whereby merely thinking about a behavior makes its actual performance more likely
Term
Informational social influence
Definition
the influence of other people that results from taking their comments or actions as a source of information about what is correct, proper, or effective
Term
Normative social influence
Definition
the influence from other people that comes from the indiv's desire to avoid their disapproval, harsh judgments or other social sanctions i.e. ostracism
Term
Internalization
Definition
private acceptance of a proposition, orientation or ideology
- is more strongly influence by informational social influence than by normative social influence
Term
Norm of reciprocity
Definition
a norm dictating that ppl should provide benefits to those that benefit them
Term
Door-in-the-face technique [reciprocal concessions technique]
Definition
asking someone for a very large favor that he or she will certainly refuse and then following that request with one for a smaller favor (which tends to be seen as a concession that the target will feel compelled to honor)
Term
That's-not-all technique
Definition
adding something to an original offer, thus creating some pressure to reciprocate
Term
Foot-in-the-door technique
Definition
a compliance technique in which a person makes an initial small request with which nearly everyone complies, followed by a larger request involving the real behavior of interest
Term
Negative state relief hypothesis
Definition
the idea that ppl engage in certain actions, such as agreeing to a request, to relieve their negative feelings and feel better about themselves
Term
Reactance theory
Definition
the idea that ppl reassert their prerogatives in response to the unpleasant state of arousal they experience when they believe their freedoms are threatened
Term
descriptive norms
Definition
ppl's perceptions of how most ppl behave in a certain context
Term
prescriptive (injunctive) norms
Definition
ppl's perceptions of what behaviors are generally approved of or frowned upon by others
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