Chapter 7: Conformity

Question 1

Conformity

Answer 1

The tendency to change our perceptions, opinions, or behavior in ways that are consistent with group norms

Question 2

Informational Influence

Answer 2

Influence that produces conformity when a person believes others are correct in their judgments
Sherif

Question 3

Normative Influence

Answer 3

Influence that produces conformity when a person fears the negative social consequences of appearing deviant
Asch

Question 4

Private Conformity

Answer 4

The change of beliefs that occurs when a person privately accepts the position taken by others

Question 5

Public Conformity

Answer 5

A superficial change in overt behavior without a corresponding change in opinion that is produced by real or imagined group pressure

Question 6

Minority Influence

Answer 6

The process by which dissenters produce change within a group

Question 7

Idiosyncrasy Credits

Answer 7

Interpersonal “credits” that a person earns by following group norms

Question 8

Individualism

Answer 8

A cultural orientation in which independence, autonomy, and self-reliance take priority over group allegiances

Question 9

Collectivism

Answer 9

A cultural orientation in which interdependence, cooperation, and social harmony take priority over personal goals

Question 10

Compliance

Answer 10

Changes in behavior that are elicited by direct requests

Question 11

Foot-in-the-door Technique

Answer 11

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

Question 12

Lowballing

Answer 12

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

Question 13

Door-in-the-face Technique

Answer 13

A two-step compliance technique in which an influencer prefaces the real request with one that is so large that it is rejected

Question 14

That’s-not-all Technique

Answer 14

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

Question 15

Obedience

Answer 15

Behavior change produced by the commands of authority

Question 16

Social Impact Theory

Answer 16

The theory that social influence depends on the strength, immediacy, and number of source persons relative to target persons