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Definition
| The myriad ways that people impact one another, including changes in attitudes, beliefs, feelings, and behavior, that result from the comments, actions, or even the mere presence of others |
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Definition
| changing one's behavior or beliefs in response to explicit or implicit pressure (whether real or imagined) from others |
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| responding favorably to an explicit request by another person |
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Definition
| in an unequal power relationship, submitting to the demands of the more powerful person |
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| the phenomenon whereby merely thinking about a behavior makes its actual performance more likely |
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Definition
| the apparent motion of a stationary point of light in a completely darkened environment |
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| informational social influence |
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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 |
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Term
| normative social influence |
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Definition
| the influence of other people that comes from the desire to avoid their disapproval, harsh judgments and other social sanctions (for example, barbs, ostracism) |
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| internalization (private acceptance) |
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Definition
| private acceptance of a proposition, orientation, or ideology |
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| agreeing with someone or advancing a position in public, even if we continue to beliece something else in private |
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| a norm dictating that people should provide benefits to those who benefit them |
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| door-in-the-face technique (reciprocal concessions technique) |
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Definition
| asking someone for a very large favor that he or she will certainly refuse and then following that request with one for a more modest favor |
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Definition
| adding something to an original offer, which is likely to create some pressure to reciprocate |
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| foot-in-the-door technique |
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| a compliance technique in which one makes an initial small request to which nearly everyone complies, followed by a larger request involving the real behavior of interest |
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Term
| negative state relief hypothesis |
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Definition
| the idea that people engage in certain actions, such as agreeing to a request, in order to relieve negative feelings and to feel better about themselves |
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Term
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Definition
| the idea that people reassert their prerogatives in response to the unpleasant state of arousal they experience when they believe their freedoms are threatened |
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