Term
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Definition
| a change in behavior, belief, or both to conform to a group norm as a result of real or imagined group pressure |
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Term
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Definition
| acting in accordance with a direct request from another person or group |
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Term
| foot-in-the-door technique |
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Definition
| compliance to a large request is gained by preceding it with a very small request |
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Term
| door-in-the-face technique |
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Definition
| compliance is gained by starting with a large, unreasonable request that is turned down and following it with a more reasonable, smaller request |
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Term
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Definition
| compliance to a costly request is gained by first getting compliance to an attractive, less costly request but then reneging on it |
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Term
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Definition
| compliance to a planned second request with additional benefits is gained by presenting this request before a response can be made to a first request |
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Term
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Definition
| leading to improvement on simple or well-learned tasks and worse performance on complex or unlearned tasks when other people are present |
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Term
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Definition
| the tendency to exert less effort when working in a group toward a common goal than when individually working toward the goal |
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Term
| diffusion of responsibility |
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Definition
| the lessening of individual responsibility for a task when the responsibility for the task is spread across the members of a group |
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Term
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Definition
| the probability of a person's helping in an emergency is greater when there are no other bystanders than when there are other bystanders |
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Definition
| the loss of self-awareness and self-restraint in a group situation that fosters arousal and anonymity |
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Term
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Definition
| the strengthening of a group's prevailing opinion about a topic following group discussion about the topic |
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Term
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Definition
| a mode of group thinking that impairs decision making because the desire for group harmony overrides a realistic appraisal of the possible decision alternatives |
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Term
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Definition
| information gathered early is weighted more heavily than information gathered later in forming an impression of another person |
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Term
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Definition
| our behavior leads a person to act in accordance with our expectations for that person |
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Term
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Definition
| the tendency to overestimate situational influences on our own behavior, but to overestimate dispoistional influences on the behavior of others |
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Term
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Definition
| the tendency to overestimate the commonality of one's opinions and unsuccessful behaviors |
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Term
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Definition
| the tendency to underestimate the commonality of one's abilites and successful behaviors |
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Term
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Definition
| evaluative reactions towards objects, events, and other people |
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Term
| cognitive dissonance theory |
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Definition
| a theory developby by Leon Festinger that assumes people have a tendency to change their attitudes to reduce the cognitive discomfort created by inconsistencies between their attitudes and their behavior |
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Term
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Definition
| a theory developed by Daryl Bem which assumes that when we are unsure of our attitudes, we infer them by examining our behavior and the context in which it occurs |
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