Psy15 Chapter 9: Social Influence

Question 1

social influence

Answer 1

The many ways that people affect one another,, including changes in attitudes, beliefs, feelings, and behavior that result 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 (whether real or imagined) from others

Question 3

compliance

Answer 3

Responding favorably to an explicit request by another person

Question 4

obedience

Answer 4

In an unequal power relationship, submitting to the demands of the more powerful person

Question 5

ideomotor action

Answer 5

The phenomenon whereby merely thinking about a behavior makes its actual performance 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 individual’s desire to avoid their disapproval, harsh judgments, and other social sanctions (for example, 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

door-in-the-face technique (reciprocal concessions technique)

Answer 10

Asking someone for a very large favor that he or she will certainly refuse and then following that request with one for a smaller favor (which tends to be seen as a concession that the target will feel compelled to honor)

Question 11

that’s-not-all technique

Answer 11

Adding something to an original offer, thus creating some pressure to reciprocate

Question 12

foot-in-the-door technique

Answer 12

A compliance technique in which a person makes an initial small request with which nearly everyone complies, followed by a larger request involving the real behavior of interest

Question 13

negative state 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 norms

Answer 14

People’s perceptions of how most people behave in a given context

Question 15

prescriptive (injunctive) norms

Answer 15

People’s perceptions of what behaviors are generally approved of or frowned on my others