Social Influence

Question 1

the ways in which we are influenced by other people

Answer 1

social influence

Question 2

Socially determined standards for behavior

Answer 2

social norms

Question 3

perceptions of what other people actually do

Answer 3

descriptive norms

Question 4

what people should do

Answer 4

injunctive norms

Question 5

the tendency to behave or think in ways that are consistent with social norms (no request)

Answer 5

conformity

Question 6

tendency to conform with others because we think they know what is correct or appropriate (private acceptance)

Answer 6

informational influence

Question 7

tendency to conform with others because we want to be socially accepted (public acceptance)

Answer 7

normative influence

Question 8

automatic tendency to copy others’ behavior

Answer 8

automatic mimicry

Question 9

a change in behavior due to a direct request from another person or group (request)

Answer 9

compliance

Question 10

In times of uncertainty, we assume that others know the correct way to act, so we follow their lead

Answer 10

social proof/ social validation

Question 11

If someone does you a favor, then you should reciprocate

Answer 11

reciprocity

Question 12

Giving someone a gift with “no strings attached” increases the likelihood that the individual will comply with a future request

Answer 12

pre-giving technique

Question 13

Asking for a big favor that is likely to be refused, then asking for a smaller favor after the refusal

Answer 13

door-in-the-face technique

Question 14

Offer something desirable and make a request, then sweeten the deal before the offer is rejected

Answer 14

“that’s not all” technique

Question 15

If you commit to something (value, belief, behavior), then you should follow through with it

Answer 15

consistency

Question 16

Have people agree with a series of statements, then present a request that they must agree with to stay consistent

Answer 16

four walls technique

Question 17

asking for something small, then asking for something bigger

Answer 17

foot-in-the-door technique

Question 18

First offer a low-price item, then switch it for a higher-priced item

Answer 18

bait-and-switch technique

Question 19

offer a low-price item, then reveal the catch after they already agree to the commitment

Answer 19

lowballing technique

Question 20

if you like someone, then you should help them out

Answer 20

liking (compliance)

Question 21

if something is scarce, then it must be valuable

Answer 21

scarcity (compliance

Question 22

If an authority figure asks you to do something, then you should go along with it

Answer 22

authority (compliance)

Question 23

Behavior resulting from the command of an authority figure

Answer 23

obedience

Question 24

motivation to protect or restore a threatened sense of personal control

Answer 24

reactance

Question 25

Exclusion from a group or society

Answer 25

ostracism