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| the tendency to change our perceptions, opinions, or behavior in ways that are consistent with group norms |
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| influence that produces conformity when a person believes others are correct in their judgments |
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| influence that produces conformity when a person fears the negative social consequences of appearing deviant |
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| the change of belief that occurs when a person privately accepts the position taken y others; also called true acceptance or conversion |
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| a superficial change in overt behavior, without a corresponding change of position, produced by real or imagined group pressure (compliance) |
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| the process by which dissenters produce a change within a group |
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| changes in behavior that are elicited by direct requests |
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| 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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| a two-step compliance technique in which the influencer secures an agreement with a request, but then increases the size of that request by revealing hidden costs |
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| door-in-the-face technique |
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Definition
| a two-step compliance technique in which an influencer prefaces the real request with one that is so large that it is rejected |
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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 a bonus |
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| a behavior change produced by the commands of authority |
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| the theory that social influence depends on the strength, immediacy, and number of source persons relative to target persons (Latan |
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