Chapter 7 Flashcards
A cultural orientation in which interdependence, cooperation, and social harmony take priority over personal goals.
collectivism
Changes in behavior that are elicited by direct requests.
compliance
The tendency to change our perceptions, opinions, or behavior in ways that are consistent with group norms.
conformity
A two-step compliance technique in which an influencer prefaces the real request with one that is so large that it is rejected.
door-in-the-face technique
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.
foot-in-the-door technique
Interpersonal ?credits? that a person earns by following group norms.
idiosyncrasy credits
A cultural orientation in which independence, autonomy, and self-reliance take priority over group allegiances.
individualism
Influence that produces conformity when a person believes others are correct in their judgments.
informational influence
A two-step compliance technique in which the influencer secures agreement with a request but then increases the size of that request by revealing hidden costs.
lowballing
The process by which dissenters produce change within a group.
minority influence
Influence that produces conformity when a person fears the negative social consequences of appearing deviant.
normative influence
Behavior change produced by the commands of authority.
obedience
The change of beliefs that occurs when a person privately accepts the position taken by others.
private conformity
A superficial change in overt behavior without a corresponding change of opinion that is produced by real or imagined group pressure.
public conformity
The theory that social influence depends on the strength, immediacy, and number of source persons relative to target persons.
social impact theory
