Terms Chp 7-9 Flashcards
collectivism
a cultural orientation in which independence, autonomy, and self-reliance take priority over group allegiances
compliance
changes in behaviour that are elicited by direct requests
conformity
the tendency to change our perceptions, opinions, or behaviour in ways that are consistent with group norms.
door-in-the-face technique
a two-step compliance technique in which an influencer prefaces the real request with one that is so large that it is rejected
foot-in-the-door technique
a two-step compliance technique in which an influencer sets the stage for the real request by first getting person to comply with a much smaller request
informational influence
influence that produces conformity when a person believes others are correct in their judgments
minority influence
the process by which dissenters produce change within a group
low-balling
a two-step compliance technique in which the influencer secures agreement with a request but then increases the size of that request by revealing hidden costs
minority influence
the process by which dissenters produce change within a group
public conformity
a superficial change in overt behaviour, without a corresponding change of opinion, produced by real or imagined group pressure.
obedience
behaviour change produced by the commands of authority
social impact theory
the theory that social influence depends on the strength, immediacy, and number of source persons relative to target persons
that’s-not-all technique
a two-step compliance technique in which the influence4r begins with an inflated request, and then decreases its apparent size by offering a discount or bonus
biased sampling
The tendency for groups to spend more time discussing shared information (information already known by all or most group members) than unshared information (information known by only one or a few group members).
brainstorming
A technique that attempts to increase the production of creative ideas by encouraging group members to speak freely without criticizing their own or others’ contributions.
collective
People engaged in common activities but having minimal direct interaction.
collective effort model
The theory that individuals will exert effort on a collective task to the degree that they think their individual efforts will be important, relevant, and meaningful for achieving outcomes that they value.
deindividuation
The loss of a person’s sense of individuality and the reduction of normal constraints against deviant behaviour.
distraction-conflict theory
A theory holding that the presence of others will produce social facilitation effects only when those others distract from the task and create attentional conflict.
escalation effect
The condition in which commitments to a failing course of action are increased to justify investments already made.
evaluation apprehension theory
A theory holding that the presence of others will produce social facilitation effects only when those others are seen as potential evaluators.
graduated and reciprocated initiatives in tension-reduction (GRIT)
A strategy for unilateral, persistent efforts to establish trust between opposing parties.
group cohesiveness
The extent to which forces exerted on a group push its members closer together.
