Chapter 13 (lecture 3) Flashcards
What is verbal compliance?
A situation where someone says ‘yes’ to a specific request
What is behavioral compliance?
A situation where someone carries out that request
What is the automaticity principle?
It asserts that people often think mindlessly and as a result, behave automatically, without fully evaluating the consequences of the request
What is the commitment and consistency principle?
People are expected to exhibit beliefs, attitudes and behavior that are stable and coherent.
What is the reciprocity principle?
When someone does you a favor, you feel obligated to return it in kind
What is the scarcity principle?
People often want what they cannot have
What is the social validation principle?
It maintains that the perceived validity of an idea increases as the number of people supporting the idea also increases
What are descriptive norms?
They involve perceptions of which behaviors are common or popular. What is done? (most powerful)
What are injuctive norms?
They involve perceptions of which behaviors are accepted or rejected by society. What should I do or do not?
What is the liking principle?
We comply with the requests of those we like. It rest on four factors:
- Familiarity (the more familiar, the more we like it)
- Attractiveness (halo effect)
- Similarity
- Ingratiation (e.g. giving compliments to another)
What is the authority principle?
Authority figures use titles, clothes, or expensive possessions that convey status to impress and influence others
