Chapter 7 Flashcards
Conformity
tendency to change perceptions, opinions, or behavior to be consistent with social or group norms
Compliance
changes in behavior that are elicited by direct requests
flash mobs
people who gather at a set time and place to perform an action
Defiance
opposing powerful others or resisting social influence
informational influence
influence that produces conformity when a person believes others are correct in their judgments
normative influence
influence that produces conformity when a person fears negative social consequences of appearing deviant
private conformity
change of beliefs when a person privately accepts the position taken by others
public conformity
change in overt behavior without a corresponding change of opinion that group pressure produces
minority influence
process by which dissenters produce change within a group
idiosyncrasy credits
interpersonal goodwill that a person earns by following group norms
individualism
cultural orientation in which independence, autonomy, and self-reliance take priority
collectivism
cultural orientation in which interdependence, cooperation, and social harmony take priority
foot-in-the-door technique
method in which an influencer prefaces the real request by first making a smaller request
lowballing
method in which an influencer secures agreement with a request but then reveals hidden costs
door-in-the-face technique
method in which an influencer prefaces the real request with one that is too large
