Chapter 10: Norms and Behavior

Question 1

deindividuation

Answer 1

psychological state in which group/ social identity completely dominates personal or individual identity so that group norms become maximally accessible

Question 2

norm of reciprocity

Answer 2

shared view that people are obligated to return others the goods, services, and concessions they offer to us

Question 3

door-in-the-face technique

Answer 3

technique in which the influencer makes an initial request so large that it will be rejected, and follows it with a smaller request that looks like a concession, making it more likely that the other person will concede in turn

Question 4

norm of social commitment

Answer 4

shared view that people are required to honor their agreements and obligations

Question 5

low-ball technique

Answer 5

technique in which the influencer secures agreement with a request but then increases the cost of honoring the commitment

Question 6

norm of obedience to authority

Answer 6

shared view that people should obey those with legitimate authority

Question 7

reactance

Answer 7

motive to protect/ restore a threatened sense of behavioral freedom