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Persuasion Chap6

TermDefinition
Norms are expectations held by a group of people about what behavior or opinions are right or wrong
Social Impact Theory The first person you add to a group has the greatest influence. Each after has impact, but less than the last.
informational influence People conform to the groups ideas because we want to be right and we think the group may be correct.
explicit norms are written or spoken norms
normative influence Conforming to the groups ideas to gain rewards.
Identification this occurs when people are united in substance.
implicit norms not openly stated norms
referent group a group that has the power to influence us through the process of identification.
ethnocentrism this is the belief that one’s culture is the standard by which all others should be evaluated.
autokenetic effect Groups can influence an individual’s behavior. Individuals in a group will conform to the group’s opinion.
groupthink this occurs when the members in a group are so concerned with achieving consensus and getting along with each other that they don’t disagree when they should.
Group Locomotion Hypothesis This suggests that members of a group are motivated to achieve the group’s goals. When a member of the group believes that going along with the group will help achieve those goals, he or she is motivated to conform.
Social Comparison Theory This suggest that you determine things by comparing yourself to others.
Consistency/Balance Theory This suggest that it is uncomfortable to disagree with a group that you like and find attractive because of this you go along with the group to maintain balance.
Epistemological weighted Hypothesis this suggests we gain knowledge in two ways: personally, and socially, through observations and communication with others. When in a group situation these fight and determine the degree to which a person conforms depending on the two aspects.
Social Influence Model The third and fourth people added to the group have the greatest influence because no minority is possible.
Hedonistic Hypothesis This suggest that we conform to avoid pain and gain pleasure.
social proof The tendency to see an action as more appropriate when others are doing it.
deindividuation This occurs when being in a group causes people to become less aware of themselves and less concerned with how others will evaluate them.
social loafing this is the reduction of motivation and effort when individuals work collectively compared with when they work individually.
Risky Shift Phenomenon When individuals in a group make riskier decisions when they are in a group compared to when they are alone.
Group Polarization Phenomenon groups cause people to become more extreme in their decisions.
Persuasive Arguments Theory this suggest that before entering a group discussion, each member has one or more arguments that support his or her own position.
public self-awareness this refers to how we view ourselves as social objects and our concerns about such things as our appearance and the impression we are making on others.
private self-awareness this refers to our focus on hidden aspects of ourselves such as our thoughts, feelings and perceptions.
sucker effect this occurs when people suspect that others may be taking a free ride and instead of doing all the work, they slack off to match the work done by others.
Collective Effort Model This suggest that we tend to get lazy if we don’t expect our efforts to lead to personally valued outcomes.
free ride effect – this suggest that when people can get away with it people try to benefit form the efforts of others
Created by: wezitar
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