Chapter 6 Flashcards
Obedience
Compliance that occurs in response to a directive from an authority figure
Door-in-the-face technique
A technique that increases compliance by beginning with a large favor likely to be rejected and then retreating to a more moderate favor
Disrupt-then-reframe technique
A tactic that operates to increase compliance by disrupting one’s initial, resistance-laden view of a request and quickly reframing the request in more favorable terms
Low-ball technique
Gaining a commitment to an arrangement and then raising the cost of carrying out the arrangement
Reactance theory
Brehm’s theory that we react against threats to our freedoms by reasserting those freedoms, often by doing the opposite of what we are being pressured to do
Comfomity
Behavior change designed to match the actions of others
Compliance
Behavior change that occurs as a result of a direct request
Personal commitment
Anything that connects an individual’s identity more closely to a position or course of action
Bait-and-switch technique
Gaining a commitment to an arrangement, then making the arrangement unavailable or unappealing and offering a more costly arrangement
Foot-in-the-door technique
A technique that increases compliance with a large request by first getting compliance with a smaller, related request
Expert power
The capacity to influence other people as a function of a person’s presumed wisdom or knowledge
Social influence
A change in overt behavior caused by real or imagined pressure from others
Participant observation
A research approach in which the researcher infiltrates the setting to be studied and observes its workings from within
Labeling technique
Assigning a label to an individual and the requesting a favor thatis consistent with the label
Social validation
An interpersonal way to locate and validate the correct choice
