Chapter 12: Social Psychology Flashcards
Influence of real, imagined or implied on a person’s thoughts, feelings and behavior
SOCIAL PSYCHOLOGY
Process through which real or implied presence of others can directly or indirectly influence an individual
SOCIAL INFLUENCE
Changing one’s behavior to match that of others
CONFORMITY
Kind of thinking to maintain group cohesiveness
group unanimity
GROUPTHINK
Changing one’s behavior as a result of a request
COMPLIANCE
Characteristics of Groupthink:
Members feel they cannot fail
INVULNERABILITY
Characteristics of Groupthink:
Help each other rationalize decisions
RATIONALIZATION
Characteristics of Groupthink:
Do not examine ethical implications because they believe that they cannot make immoral choices
LACK OF INTROSPECTION
Characteristics of Groupthink:
Do not express opinion that differ from group
LACK OF DISAGREEMENT
Characteristics of Groupthink:
Share illusion that they all agree with the decision
SELF DECEPTION
Characteristics of Groupthink:
Prevent group from hearing disruptive info
INSULARITY
Ways to gain compliance:
One leads to the next
FOOT IN THE DOOR TECHNIQUE
Ways to gain compliance:
large commitment is refused > resort to smaller
Ex. Tiangges
DOOR IN THE FACE TECHNIQUE
“Utang na loob”
NORM OF RECIPROCITY
Ways to gain compliance:
Raising cost of commitment
Ex. Ticket sales
LOWBALL TECHNIQUE
