Term
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Definition
| The tendency to change our perceptions, opinions, or behaviour in ways that are consistent with group norms. |
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Term
Often we are not aware of the influence other people have on our behaviour.
True or False? |
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Definition
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Term
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Definition
| Influence that produces conformity when a person believes others are correct in their judgements. |
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Term
When all members of a group give an incorrect response to an easy question, most people most of the time conform to that response.
True or False? |
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Definition
False.
When a harder question is posed, however, people are more likely to conform to the group norms. |
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Term
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Definition
| Influence that produces conformity when a person fears the negative social consequences of appearing deviant. |
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Definition
| The change of beliefs that occurs when a person privately accepts the position taken by others. |
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Term
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Definition
| A superficial change in overt behaviour without a corresponding change of opinion that is produced by real or imagined group pressure. |
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Term
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Definition
| The process by which dissenters produce change within a group. |
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Term
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Definition
| Interpersonal "credits" that a person earns by following group norms. |
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Term
Majorities are powerful by sheer numbers whereas minorities derive power from the style of their behaviour.
True or False? |
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Definition
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Term
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Definition
| Changes in behaviour that are elicited by direct requests. |
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Term
Con artists prosper from the tendancy for people to respond mindlessly to requests that sound reasonable but have no real basis for compliance.
True or False? |
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Definition
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Term
| Foot-in-the-door Technique |
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Definition
| A two-step compliance technique in which an influencer sets the stage for the real request by first getting a person to comply with a much smaller request. |
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Term
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Definition
| A two-step compliance technique in which the influencer secures agreement with a request but then increases the size of that request by revealing hidden costs. |
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Term
| Door-in-the-face Technique |
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Definition
| a two-step compliance technique in which the influencer prefaces the real request with one that is so large that it is rejected. |
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Term
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Definition
| A two-step compliance technique in which the influencer begins with an inflated request then decreases its apparent size by offering a discount or bonus. |
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Term
An effective way to get someone to do what you want is to make a first request that is so large the person is sure to reject it.
True or False? |
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Definition
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Term
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Definition
| Behaviour change produced by the commands of authority. |
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Term
In experiments on obedience, most participants who were ordered to administer severe shocks to an innocent person refused to do so.
True or False? |
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Definition
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Term
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Definition
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Term
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Definition
| The theory that social influence depends on the strength, immediacy, and number of source persons relative to target persons. |
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Term
As the number of people in a group increases, so does the group's impact on an individual.
True or False? |
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Definition
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