9 Social Influence

Question 0

Conformity

Answer 0

Changing one’s behavior or believes in response to explicit or implicit pressure (whether real or imagined) from others

Question 1

Social influence

Answer 1

Many ways that people affect one another, including changes in attitudes, beliefs, feelings, and behavior that results from the comments, actions, or even the mere presence of others

Question 2

Compliance

Answer 2

Responding favorably to an explicit request by another person

Question 3

Obedience

Answer 3

In an unequal power relationship, submitting to the demands of the more powerful person

Question 4

Ideomotor action

Answer 4

Phenomenon whereby merely thinking about a behavior makes its actual performance more likely

Question 5

Informational social influence

Answer 5

Influence of other people that results from taking their comments or actions as a source of information about what is correct, proper, or affected

Question 6

Normative social influence

Answer 6

The influence of other people that comes from the individual’s desire to avoid, harsh judgments, and other social sanctions (for example, barbs, ostracism)

Question 7

Internalization

Answer 7

Private acceptance of a proposition, orientation, or ideology

Question 8

Door-in-the-face technique (reciprocal concessions technique)

Answer 8

Asking someone for a very large favor that he or she will certainly refuse and then following that request with the one for smaller favor (which tends to be seen as a concession that the target will feel compelled to honor)

Question 9

That’s-not-all technique

Answer 9

Adding something to it original offer, fuss creating some pressure to reciprocate

Question 10

Foot-in-the-door technique

Answer 10

Compliance technique in which a person makes an initial small request with which nearly everyone complies, followed by a larger request involving the real behavior interest

Question 11

Negative state relief hypothesis

Answer 11

Idea that people engage in certain actions, such as agreeing to a request, to relieve their negative feelings and feel better about themselves

Question 12

Descriptive norms

Answer 12

People’s perceptions of how most people behave in a given context

Question 13

Prescriptive (injunctive) norms

Answer 13

People’s perception of what behaviors are generally approve of or frown on by others.