Term
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Definition
| The nonconscious mimicry of the postures, mannerisms, facial expressions, and other behaviors of one's interaction partner, such that one's behavior passively and unintentionally changes to match that of others in one's current social environment |
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Term
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Definition
| A form of social influence involving direct requests from one person to another |
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Term
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Definition
| A type of social influence in which an individual changes his or her behaviors to stay in line with social norms |
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Term
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Definition
| How people typically behave in a given group or situation |
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Term
| Door-In-The-Face Technique |
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Definition
| A persuasive compliance in which the requester makes an initial offer that is much larger than the target offer, in the hope that the final offer will have the appearance of the requester doing a favor for the target person |
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Term
| Foot-In-The-Door Technique |
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Definition
| A compliance technique that begins with a small request that, when granted, leads to a larger request |
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Term
| Informational Social Influence |
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Definition
| A type of influence that occurs when one turns to members of one's group to obtain accurate information |
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Term
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Definition
| Techniques in which we get others to like us so they are more likely to comply with a request |
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Term
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Definition
| Behaviors of which people typically approve or disapprove in a given group or situation |
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Term
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Definition
| A compliance technique in which a target accepts a "low-cost" offer, only then to be told that there are additional hidden costs |
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Term
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Definition
| A process in which a small number of people within a group guide a change in the group's attitude or behavior |
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Term
| Normative Social Influence |
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Definition
| A type of influence that occurs when one goes along with a group because one wants to be accepted |
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Term
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Definition
| A form of social influence in which an individual orders another person to do something |
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Term
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Definition
| A type of norm misperception that occurs when each individual in a group privately rejects the norms of the group, but believes that others accept them |
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Term
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Definition
| A type of conformity that occurs when people truly believe the group is right; occurs even in the absence of group members |
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Term
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Definition
| A type of conformity that occurs when we feel pressured to conform to group norms. When publicly conforming, people pretend to agree with the group, but privately think the group is wrong |
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Term
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Definition
| A theory that suggests that social influence depends on the strength, immediacy, and number of source persons relative to the target person(s) |
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Term
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Definition
| Patterns of behavior that are accepted as normal, and to which an individual is expected to conform, in a particular group or culture |
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Term
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Definition
| Expectations for the ways in which an individual should behave in a given situation |
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Term
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Definition
| A compliance technique in which an initial request is followed by adding something that makes the offer more attractive |
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