Unit 5- Social Norms Flashcards
1
Q
Social Norms
A
Expectations and roles society has for its members in individual and social situations
2
Q
Persuasion
A
Convince others of ideas, actions/beliefs
3
Q
Central Route
A
When interested parties focus on the argument and respond favorably
4
Q
Peripheral Route
A
Influenced by incidental cues such as speaker attractiveness.
(Halo Effect)
5
Q
Foot in the Door
A
Ask for small favors increases the likelihood of people complying to larger requests
6
Q
Door in the Face
A
Start big, end small
7
Q
Solomon Ash’s Line Experiment
A
30% conform 50% of the time
8
Q
Normative Social Influence
A
Gain social acceptance and approval
9
Q
Informational Social Influence
A
To be correct
