Exam 2 - Chapter 6 Flashcards
____ _____ - a change in overt behavior caused by real or imagined pressure from others
social influence
what are the three types of social influence?
conformity, compliance, and obedience
____ is a behavior change designed to match the actions of others
conformity
_____ is changing behavior in response to a direct request
compliance
______ changing one’s behavior in response to an authority figure
obedience
________ - technique that increases compliance w a large request by first getting compliance w a smaller request
foot in the door technique
what is the Milgrim study and why is it important
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
_____ ____ is when the researcher infiltrates setting to be studied and observes its working from within
participant observation
what are the 6 widely known principles of influence
reciprocation, commitment/consistency, authority, social validation, scarcity, liking/friendship
____ is the act of returning what is given
reciprocation
____/_____ is when you are more willing to be convinced or moved it its already consistent w existing commitment
commitment/consistency
more likely to be moved if it comes from a figure of _____
authority
____ ____ - if others they look up to do it they will too
social validation
_____ - objects and opportunities are more attractive is they are limited
scarcity
____/____ - more likely to say yes to people you like or know
liking/friendship
____ ___ - capacity to influence other people as a result of a person’s presumed wisdom or knowledge
expert power
____ ____- an interpersonal way to locate and validate the correct choice
social validation
when _____ we look to others to make decisions or judgements
uncertain
desire for ____ amplifies the influence of certainty
accuracy
____ norms are what is typically done in a situation
descriptive norms
____ norms are what is typically approved or disapproved
injunctive norms
norm of ____ requires that we repay other with the form of behavior they have given us
norm of reciprocity
______ - technique that increases compliance by beginning w a large favor likely to be rejected and then retreating to a more moderate favor
door in the face technique
______ - technique that increases compliance by “sweetening” the deal w additional benefits
that’s not all technique
_____ - technique to increase compliance by disrupting one’s initial resistance and then reframing in more favorable terms - distracting from potential limitations or costs
disrupt then reframe technique
______ - 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
reactance theory
conformity is (less or more) prevalent in private
less
_____ ______-anything that connects an individual’s identity more closely to a position or course of action
personal commitment
_____-_____ technique is gaining commitment to an arrangement and then raising the cost of carrying out the agreement
low-ball technique
______ - gaining a commitment to an arrangement, then making the arrangement unavailable or unappealing and offering a more costly arrangement
bait and switch technique
________ - assigning a label to an individual and then requesting a favor that is consistent w the label
labeling technique
