chapter 9 Flashcards
(14 cards)
social influence
the many ways people affect on another, including changes in attitudes, beliefs, feelings, and behaviour resulting from the comments, actions or even the mere presence of others
conformity
changing ones behaviour or beliefs in the response to explicit or implicit pressure (real or imagined) from others
compliance
responding favourably to an explicit request by another person
obedience
is an unequal power relationship, submitting to the demands of the person in authority
ideomotor action
the phenomenon whereby merely thinking about a behaviour makes performing it more likely
informational social influence
the influence of other people that results from taking their comments or actions as a source of information about what is correct proper, or effective
normative social influence
the influence of other people that comes from the desire to avoid their disapproval and other social sanctions (ridicule, barbs, ostracism)
internalization
private acceptance of a proposition, orientation or ideology
norm of reciprocity
a norm dictating that people should provide benefits to those who benefit them
reciprocal concessions techniques
a compliance approach that involves asking someone for a very large favour that will certainly be refused and then following that request with one for a smaller favour (which tends to be even as a concession the target feels compelled to honour)
foot in the door technique
a compliance approach that involves making an initial request with which nearly everyone complies, followed by a larger request involving the real behaviour of interest
negative state relief hypothesis
the idea that people engage in certain actions, such as agreeing to a request to relieve their negative feelings and feel better about themselves
descriptive norm
the behaviour exhibited by most people in a given context
prescriptive norm
the way a person is supposed to behave in a given context; also called inductive norm
