Social Influence Flashcards
Social norms 
Socially based rules that tell people what they should, or should not do in various situations 
Social influence 
The process, whereby the words or actions of others, directly or indirectly influence a persons behaviour 
Diffusion of responsibility 
One cannot be personally held accountable for their actions 
Diminished awareness 
Shifting attention away from internal thoughts and standards, and putting it towards the external environment 
Social facilitation 
The presence of others improves performance 
Social impairment
The presence of others hurts performance 
Social loafing 
People often exert less effort when performing alone 
Conformity
To change one’s attitudes and behaviors, to make them consistent and fit in with other people 
Public conformity
Not believing it, but conforming to the group because it is socially desirable 
Private acceptance 
Using other peoples opinions, as evidence of what is right 
Compliance 
Changing behaviour under pressure from others by request 
Foot in the door technique 
Getting a person to agree to a small request, then gradually presenting larger ones

Door in face technique 
Requesting a favour that is likely to be denied, then asking for a smaller one that is likely to be excepted and what was initially wanted 
Lowball approach 
Obtaining a persons, verbal commitment, then increasing the cost of filling the behaviour 
Aggression 
An action intended to harm another person/object 
