Modules 42-43 Flashcards
Social psychology
An attempt to understand and explain how the thoughts, feeling and behavior of individuals are influenced by the actual, images it implies presence of others
Behavior
A function of the person and the environment
Social influence
Efforts by one or more individuals to change the attitudes or behavior of one or more others
Conformity
Changed in perceptions opinions or behaviors in ways that are consistent with group norms
Norms
Explicit or implicit rules of conduct in a given context
Normative social influence
Conformity motivated by a fear of social rejection
Informational social influence
Conformity motivated by the belief that others are correct
What makes normative conformity less likely
Groups of three people or fewer
Making private judgements
An ally who agrees with you
What makes normative conformity more likely
Uncertainty about the correct answer
A highly cohesive group
A high status group
When don’t we confirm
When social normative influence is low, people may engage in reactance
Obedience
When behavior is influenced due to the direct commands of an authority figure
Compliance
A form of social influence on which one or more persons accepts direct requests from one or more others
Reciprocation
People are more likely to comply if you’ve previously done something for them
Foot in the door
Compliance with q small request increase compliance with a larger later request
Low ball technique
Costs of a purchase are concealed until commitment is made to buy the product
