Week 7 - Social Infleunce Flashcards
Social Norms
unspoken but shared rules of conduct in a formal or informal group
conformity
the tendency to change our perceptions, opinions, or behaviours in ways that are consistent with perceived group norms
compliance
changes in behaviour that are caused by a direct request
obedience
behaviour that is produced by the commands of authority figures
descriptive norms
norms that describe how people behave in a given situation
injunctive norms
norms that describe what people ought to do in a given situation, meaning the type of behaviour that is approved of in the situation
informational influence
the influence that produces conformity when a person believes others are correct in their judgements, and the person wants to be right
private conformity
when people rethink their original views, and potentially change their minds to match what the group thinks
normative influence
the influence that produces conformity when a person fears the negative social consequences of appearing deviant
public conformity
when peoples overt behaviours are in line with group norms
social impact theory
the theory that people we are close t have more impact on us than people who are more distant
reciprocity
a mutual exchange between 2 people
door-in-the-face technique
a compliance technique where one first asks for a big request, and then asks for a smaller request which then seems more reasonable
thats-not-all technique
a compliance technique in which the influencer begins with an inflated request, and then decreases its apparent size by offering discounts or bonuses
foot-in-the-door technique
a two step compliance technique in which an influencer first asks someone to perform a small request, and then asks for a larger request
