DEFINITIONS 8 Social Influence: Changing Others’ Behavior Flashcards Preview

Baron and Branscombe (2014) Social Psychology > DEFINITIONS 8 Social Influence: Changing Others’ Behavior > Flashcards

Flashcards in DEFINITIONS 8 Social Influence: Changing Others’ Behavior Deck (20)
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1
Q

social influence

A

Efforts by one or more persons to change the behavior, attitudes, or feelings of one or more others.

2
Q

conformity

A

A type of social influence in which individuals change their attitudes or behavior to adhere to existing social norms.

3
Q

compliance

A

A form of social influence involving direct requests from one person to another.

4
Q

symbolic social influence

A

Social influence resulting from the mental representation of others or our relationships with them.

5
Q

obedience

A

A form of social influence in which one person simply orders one
or more others to perform some action(s).

6
Q

social norms

A

Rules indicating how individuals are expected to behave in specific situations.

7
Q

introspection illusion

A

Our belief that social influence plays a smaller role in shaping our own actions than it does in shaping the actions of others.

8
Q

autokinetic phenomenon

A

The apparent movement of a single, stationary source of light in a dark room. Often used to study the emergence of social norms and social influence.

9
Q

cohesiveness

A

The apparent movement of a single, stationary source of light in a dark room. Often used to study the emergence of social norms and social influence.

10
Q

descriptive norms

A

Norms simply indicating what most people do in a given situation.

11
Q

injunctive norms

A

Norms specifying what ought to be done; what is approved or disapproved behavior in a given situation.

12
Q

normative focus theory

A

A theory suggesting that norms will influence behavior only to the extent that they are focal for the people involved at the time the behavior occurs.

13
Q

normative social influence

A

Social influence based on the desire to be liked or accepted by other people.

14
Q

informational social influence

A

Social influence based on the desire to be correct (i.e., to possess accurate perceptions of the social world).

15
Q

foot-in-the-door technique

A

A procedure for gaining compliance in which requesters begin with a small request and then, when this is granted, escalate to a larger one (the one they actually desired all along).

16
Q

low-ball procedure

A

A technique for gaining compliance in which an offer or deal is changed to make it less attractive to the target person after this

17
Q

door-in-the-face technique

A

A procedure for gaining compliance in which requesters begin with a large request and then, when this is refused, retreat to a smaller one (the one they actually desired all along).

18
Q

that’s-not-all technique

A

A technique for gaining compliance in which requesters offer additional benefits to target people before they have decided whether to comply with or reject specific requests.

19
Q

playing hard to get

A

A technique that can be used for increasing compliance by suggesting that a person or object is scarce and hard to obtain.

20
Q

deadline technique

A

A technique for increasing compliance in which target people are told that they have only limited time to take advantage of some offer or to obtain some item.