PSYCH 221 CH 6 (BOOK) Flashcards
social influence
a change in overt behavior caused by real or imagined pressure from others
conformity
behavior change designed to match the actions of others
compliance
behavior change that occurs as a result of a direct request
obedience
compliance that occurs in response to a directive from an authority figure
foot in the door technique
a technique that increases compliance with a large request by first getting compliance with a smaller, related request
participant observation
a research approach in which the researcher infiltrates the setting to be studied and observes its workings from within
expert power
the capacity to influence that flows from ones presumed wisdom or knowledge
social validation
an interpersonal way to locate and validate the correct choice
descriptive norm
a norm that defines what behaviors are typically performed
injunctive norm
a norm that defines what behaviors are typically approved or disapproved
norm of reciprocity
the norm that requires that we repay others with the form of behavior that have given us
door in the face technique
a technique that increases compliance by beginning with a large favor likely to be rejected and then retreating to a more moderate favor
thats not all technique
a technique that increases compliance by “sweetening” an offer with additional benefits
disrupt then reframe technique
a tactic that operates to increase compliance by disrupting ones initial, resistance-laden view of a request and quickly reframing the request in more favorable terms
reactance theory
brehms 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
