Chapter 7: Conformity Flashcards
Conformity
The tendency to change our perceptions, opinions, or behavior in ways that are consistent with group norms
Informational Influence
Influence that produces conformity when a person believes others are correct in their judgments
Sherif
Normative Influence
Influence that produces conformity when a person fears the negative social consequences of appearing deviant
Asch
Private Conformity
The change of beliefs that occurs when a person privately accepts the position taken by others
Public Conformity
A superficial change in overt behavior without a corresponding change in opinion that is produced by real or imagined group pressure
Minority Influence
The process by which dissenters produce change within a group
Idiosyncrasy Credits
Interpersonal “credits” that a person earns by following group norms
Individualism
A cultural orientation in which independence, autonomy, and self-reliance take priority over group allegiances
Collectivism
A cultural orientation in which interdependence, cooperation, and social harmony take priority over personal goals
Compliance
Changes in behavior that are elicited by direct requests
Foot-in-the-door Technique
A two-step compliance technique in which an influencer sets the stage for the real request by first getting a person to comply with a much smaller request
Lowballing
A two-step compliance technique in which the influencer secures agreement with a request but then increases the size of that request by revealing hidden costs
Door-in-the-face Technique
A two-step compliance technique in which an influencer prefaces the real request with one that is so large that it is rejected
That’s-not-all Technique
A two-step compliance technique in which the influencer begins with an inflated request, ten decreases its apparent size by offering a discount or bonus
Obedience
Behavior change produced by the commands of authority
