Chapter 9: Social Influence

Question 1

Social Influence

Answer 1

The many ways people affect one another, including changes in attitudes, beliefs, feelings, and behavior resulting from the comments, actions, or even the mere presence of others

Question 2

Conformity

Answer 2

Changing one’s behavior or beliefs in response to explicit or implicit pressure (real or imagined) from others

Question 3

Compliance

Answer 3

Responding favorably to an explicit request by another person

Question 4

Obidence

Answer 4

In an unequal power relationship, submitting to the demands of the person in authority

Question 5

Ideomotor Action

Answer 5

There phenomenon whereby merely thinking about a behavior makes performing it more likely

Question 6

Informational Social Influence

Answer 6

The influence of other people that results from taking their comments or actions as a source of information about what is correct,proper, or effective

Question 7

Normative Social Influence

Answer 7

The influence of other people that comes from the desire to avoid their disapproval and other social sanctions (ridicule, barbs, ostracism)

Question 8

Internalization

Answer 8

Private acceptance of a proposition, orientation, or ideology

Question 9

Norm of Reciprocity

Answer 9

A Norm dictating that people should provide benefits to those who benefit them

Question 10

Reciprocal Concessions Technique

Answer 10

A compliance that involves asking someone for a very large favor that he or she will certainly refuse and then following that with a request with one for a smaller favor (which tends to be seen as a concession the target feels compelled to honor);also door-in-the-face technique

Question 11

Thats-Not-All Technique

Answer 11

A compliance approach that involves adding something to an original offer, thus creating some pressure to reciprocate

Question 12

Foot-In-The-Door Technique

Answer 12

A compliance approach that involves making a small request with which nearly everyone complies,followed by a larger request involving the real behavior interest

Question 13

Negative State of Relief Hypothesis

Answer 13

The idea that people engage in certain actions, such as agreeing to a request, to relieve their negative feelings and feel better about themselves

Question 14

Descriptive Norm

Answer 14

The behavior exhibited by most people in a given context

Question 15

Prescriptive Norm

Answer 15

The way a person is supposed to behave in a given context; also called injunctive norm

Question 16

Reactance Theory

Answer 16

The idea that people reassert their prerogatives in response to the unpleasant state of arousal they experience when they believe their freedom is being threatened