Chapter 8 Terms Flashcards
Third-Person Effect
When people believe the media have a stronger impact on others than on themselves.
Normative Influence
Going along with the crowd in order to be liked and accepted
Autokinetic Effect
Illusion, caused by very slight movements of the eye, that a stationary point of light in a dark room is moving
Group Norms
The beliefs or behaviors that a group of people accepts as normal
Informational Influence
Going along with the crowd because you think the crowd knows more than you do
Pluralistic Ignorance
Looking to others for cues about how to behave, while they are looking to you; collective misinterpretation
Private Acceptance
A genuine inner belief that others are right
Public Compliance
Outwardly going along with the group but maintaining a private, inner belief that the group is probably wrong
Foot-in-the-Door Technique
Influence technique in which one starts with a small request in order to gain eventual compliance with a larger request
Low-Ball Technique
Influence technique in which one first gets a person to comply with a seemingly low-cost request and only later reveals hidden additional costs
Bait-and-Switch Technique
Influence technique in which one draws people in with an attractive offer that is unavailable and then switches them to a less attractive offer that is available.
Labeling Technique
Influence technique in which one assigns a label to an individual and then requests a favor that is consistent with the label.
Legitimization-of-Paltry-Favors Technique
Influence technique that involves a phrase that suggests that even a very small amount of aid will help.
Door-in-the-Face Technique
Influence technique in which one starts with an inflated request and then retreats to a smaller request that appears to be a concession
That’s-Not-All Technique
Influence technique in which one first makes an inflated request but, before the person can respond, sweetens the deal by offering a discount or bonus
Limited-Number Technique
Influence technique in which one tells people that an item is in short supply
Fast-Approaching-Deadline Technique
Influence technique in which one tells people an item or a price is only available for a limited time
Pique Technique
Influence technique in which one captures people’s attention, as by making a novel request
Disrupt-Then-Reframe Technique
Influence technique in which one disrupts critical thinking by introducing an unexpected element, then reframes the message in a positive light.
Persuasion
An attempt to change a person’s attitude
Source
The individual who delivers the message
Sleeper Effect
The finding that, over time, people separate the message from the messenger
Expertise
How much a source knows
Trustworthiness
Whether a source will honestly tell you what he or she knows
