Chapter 7 Conformity Flashcards
Conformity
A change in behaviour as a result as an imagined or real influence of other people.
Informational social influence
Conforming because we believe that others interpretation of an ambitious situation is more correct than ours and will help us choose an appropriate course of action.
Private acceptance
Confirming to other people’s behaviour out of genuine belief that what they are doing or saying is right.
Public compliance
Conforming to other people’s behaviour publicly without necessarily believing in what they are doing or saying.
Normative social influence
The influence of other people that leads us to conform in order to be liked and accepted by them; this type of conformity results in public compliance with the groups beliefs and behaviours but not necessarily in private acceptance.
Social norms
Social norms the implicit or explicit rules a group has for the acceptable behaviours, values, and beliefs of its members.
Social impact theory
The theory that conforming to social influence depends on the strength of groups, it’s immediacy, and the number of other people in the group.
Minority influence
The case in which a minority of group members influence the behaviour or beliefs of the majority.
Compliance
A change in behaviour in response to direct request from another person.
Door-in-the-face technique
A technique to get people to comply with a request whereby people are presented first with a large request, which they are expected to refuse, and then with a smaller , more reasonable request , to which it is hoped they will acquiesce.
Foot-in-the-door technique
A technique to get people to comply with a request, whereby people are presented first with a small request, to which they are expected to acquiesce, followed by a larger request. To which it is hope they will acquiesce.
Lowballing
An unscrupulous strategy whereby a salesperson induces a customer to agree to purchase a product at a very low cost and then subsequently raises the price; frequently, the customer will still make the purchase at the inflated price.
Obedience
Conformity in response to the commands of an authority figure.
