Ch 7 Flashcards
Conformity
a yielding to perceived group pressure by copying the behavior and beliefs of others.
social influence
the exercise of social power by a person or group to change the attitudes or behavior of others in a particular direction.
Independence
not being subject to control by others.
compliance
publicly acting in accord with a direct request
social power
the force available to the influencer to motivate attitude or behavior change.
obedience
the performance of an action in response to a direct order.
social norm
an expected standard of behavior and belief established and enforced by a group.
pluralistic ignorance
the tendency to think that everyone else is interpreting a situation in a certain way, when in fact they are not
normative influence
conformity, compliance, or obedience based on a desire to gain rewards or avoid punishments (outcome dependence)
informational influence
conformity based on the belief that others may have more accurate information.
theory of psychological reactance
the theory that people believe they possess specific behavioral freedoms, and that they will react against and resist attempts to limit this sense of freedom
anticonformity
opposition to social influence on all occasions, often caused by psychological reactance
minority influence
the process by which dessenters produce change within a group.
minority slowness effect
the tendency of those who hold a minority opinion to express that opinion less quickly than people who hold the majority opinion.
foot-in-the-door technique
a two –step compliance technique in which the influencer secures compliance t a small request, and then later follows this with a larger, less desirable request
