ch 7

Question 1

unspoken but shared rules of conduct in a formal or informal group

Answer 1

social norms

Question 2

the tendency to change our perceptions, opinions, or behaviours in ways that are consistent with perceived group norms.

Answer 2

conformity

Question 3

changes in behaviour that are caused by direct requests

Answer 3

compliance

Question 4

behaviour that is produced by the commands of authority figures.

Answer 4

obedience

Question 5

norms that describe how people behave in a given situation.

Answer 5

descriptive norms

Question 6

norms that describe what people ought to do in a given situation, meaning the type of behaviour that is approved of in the situation

Answer 6

injunctive norms

Question 7

a particular type of norm misperception that occurs when each individual in the group privately rejects the group’s norms, but believes that others accept these norms

Answer 7

pluralistic ignorance

Question 8

– the influence that produces conformity when a person believes others are correct in their judgments and the person wants to be right

Answer 8

informational influence

Question 9

when people rethink their original views, and potentially change their minds to match what the group thinks

Answer 9

private conformity

Question 10

the influence that produces conformity when a person fears the negative social consequences of appearing deviant

Answer 10

normative influence

Question 11

when people’s overt behaviours are in line with group norms

Answer 11

public conformity

Question 12

the theory that people we are close to have more impact on us than people who are more distant

Answer 12

social impact theory

Question 13

describe the nature and characteristic of the sample such as gender, age, ethnicity, socioeconomic status

Answer 13

Demographic variables

Question 14

a process in which a small number of people in a group lead an overall change in the group’s attitude or behaviour

Answer 14

minority influence

Question 15

change of behaviour due to implicit or explicit request

Answer 15

compliance

Question 16

a mutual exchange between two people

Answer 16

reciprocity

Question 17

a compliance technique where one first asks for a big request and then asks for a smaller request, which then seems more reasonable.

Answer 17

door‐in‐the‐face technique

Question 18

– a compliance technique in which the influencer begins with an inflated request and then decreases its apparent size by offering discounts or bonuses

Answer 18

that’s‐not‐all technique

Question 19

– a two‐step compliance technique in which an influencer first asks someone to perform a small request and then asks for a larger request

Answer 19

foot‐in‐the‐door technique

Question 20

a two‐step technique in which the influencer secures agreement with a request, but then increases the size of that request by revealing hidden costs

Answer 20

lowballing

Question 21

– a compliance technique in which the opportunity to act is limited in terms of the time to act or number of opportunities.

Answer 21

scarcity