SLS20 Chapter 13 part 2 Flashcards
equity
A state of affairs in which the cost-benefit ratios of two partners are roughly equal
social influence
The ability to control another person’s behavior
norm
A customary standard for behavior that is widely shared by members of a culture
normative influence
A phenomenon that occurs when another person’s behavior provides information about what is appropriate
norm of reciprocity
The unwritten rule that people should benefit those who have benefited them
door-in-the-face technique
A strategy that uses reciprocating concessions to influence behavior (ask for large favor, then for a smaller one)
conformity
The tendency to do what others do simply because others are doing it
obedience
The tendency to do what powerful people tell us to do
attitude
An enduring positive or negative evaluation of an object or event (Eat an apple)
belief
An enduring piece of knowledge about an object or event (start by opening the fridge)
informational influence
A phenomenon that occurs when a person’s behavior provides information about what is good or right
persuasion
A phenomenon that occurs when a person’s attitudes or beliefs are influenced by a communication from another person
systematic persuasion
The process by which attitudes or beliefs are changed by appeals to reason
heuristic persuasion
The process by which attitudes or beliefs are changed by appeals to habit or emotion
foot-in-the-door technique
A technique that involves a small request followed by a larger request
cognitive dissonance
An unpleasant state that arises when a person recognizes the inconsistency of his or her actions, attitudes, or beliefs
social cognition
The processes by which people come to understand others
stereotyping
The process by which people draw inferences about others based on their knowledge of the categories to which others belong
perceptual confirmation
A phenomenon that occurs when observers perceive what they expect to perceive
self-fulfilling prophecy
The tendency for people to cause what they expect to see
subtyping
The tendency for people who are faced with disconfirming evidence to modify their stereotypes rather than abandon them
attribution
An inference about the cause of a person’s behavior
correspondence bias
The tendency to make a dispositional attribution even when a person’s behavior was caused by the situation
situational attribution
Person’s behavior was caused by some temporary aspect of the situation in which it happened
