Chapter 8

Question 1

Conformity

Answer 1

Changing one’s behavior due to the real or imagined social influence of others

Question 2

Informational Social Influence

Answer 2

Relying on other people as a source of information to guide our behavior

Question 3

Private Acceptance

Answer 3

When people conform to the behavior of others because they genuinely believe that these other people are right

Question 4

Public Compliance

Answer 4

Conforming to other people’s behavior publicly without neccessarily believing in what the other peole are doing or saying

Question 5

Contagion

Answer 5

How emotions and behavior spread through a crowd

Question 6

Social Norms

Answer 6

The implicity or explicity rules a group has for the acceptable behaviors, values, and beliefs of its members

Question 7

Normative Social Influence

Answer 7

Going along with what other people do in order to be liked and accepted by them.
Public compliance; not neccessarily private acceptance

Question 8

Foot in the Door Technique

Answer 8

Completing a small request increases the likelihood of agreeing to a second, larger request

Question 9

Door in the Face Technique

Answer 9

Refusing a large request increases the likelihood of agreeing to a second, smaller request