Exam 2 - Chapter 6

Question 1

____ _____ - a change in overt behavior caused by real or imagined pressure from others

Answer 1

social influence

Question 2

what are the three types of social influence?

Answer 2

conformity, compliance, and obedience

Question 3

____ is a behavior change designed to match the actions of others

Answer 3

conformity

Question 4

_____ is changing behavior in response to a direct request

Answer 4

compliance

Question 5

______ changing one’s behavior in response to an authority figure

Answer 5

obedience

Question 6

________ - technique that increases compliance w a large request by first getting compliance w a smaller request

Answer 6

foot in the door technique

Question 7

what is the Milgrim study and why is it important

Answer 7

study where they had participants shock a confederate when they got answers incorrect, increasing the voltage amount by each wrong answer, this is important to know because it exemplifies how far individuals are willing go or act when under a authority figure

Question 8

_____ ____ is when the researcher infiltrates setting to be studied and observes its working from within

Answer 8

participant observation

Question 9

what are the 6 widely known principles of influence

Answer 9

reciprocation, commitment/consistency, authority, social validation, scarcity, liking/friendship

Question 10

____ is the act of returning what is given

Answer 10

reciprocation

Question 11

____/_____ is when you are more willing to be convinced or moved it its already consistent w existing commitment

Answer 11

commitment/consistency

Question 12

more likely to be moved if it comes from a figure of _____

Answer 12

authority

Question 13

____ ____ - if others they look up to do it they will too

Answer 13

social validation

Question 14

_____ - objects and opportunities are more attractive is they are limited

Answer 14

scarcity

Question 15

____/____ - more likely to say yes to people you like or know

Answer 15

liking/friendship

Question 16

____ ___ - capacity to influence other people as a result of a person’s presumed wisdom or knowledge

Answer 16

expert power

Question 17

____ ____- an interpersonal way to locate and validate the correct choice

Answer 17

social validation

Question 18

when _____ we look to others to make decisions or judgements

Answer 18

uncertain

Question 19

desire for ____ amplifies the influence of certainty

Answer 19

accuracy

Question 20

____ norms are what is typically done in a situation

Answer 20

descriptive norms

Question 21

____ norms are what is typically approved or disapproved

Answer 21

injunctive norms

Question 22

norm of ____ requires that we repay other with the form of behavior they have given us

Answer 22

norm of reciprocity

Question 23

______ - technique that increases compliance by beginning w a large favor likely to be rejected and then retreating to a more moderate favor

Answer 23

door in the face technique

Question 24

______ - technique that increases compliance by “sweetening” the deal w additional benefits

Answer 24

that’s not all technique

Question 25

_____ - technique to increase compliance by disrupting one’s initial resistance and then reframing in more favorable terms - distracting from potential limitations or costs

Answer 25

disrupt then reframe technique

Question 26

______ - Brehm’s theory that we react against threats to our freedoms by reasserting those freedoms, often by doing the opposite of what we are being pressured to do

Answer 26

reactance theory

Question 27

conformity is (less or more) prevalent in private

Answer 27

less

Question 28

_____ ______-anything that connects an individual’s identity more closely to a position or course of action

Answer 28

personal commitment

Question 29

_____-_____ technique is gaining commitment to an arrangement and then raising the cost of carrying out the agreement

Answer 29

low-ball technique

Question 30

______ - gaining a commitment to an arrangement, then making the arrangement unavailable or unappealing and offering a more costly arrangement

Answer 30

bait and switch technique

Question 31

________ - assigning a label to an individual and then requesting a favor that is consistent w the label

Answer 31

labeling technique