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Chapter 6 - Exam 2

PSYC 372

QuestionAnswer
what is social influence? change in overt behavior caused by real or imagined pressure from others
what are the categories of social influence? conformity, compliance and obedience
what is conformity? change in behavior in order to match the behaviors of another person or group
what is normative social influence? conform to be liked/accepted by others
what is informational social influence? conform to obtain accurate information
why conform? because of normative social influence and informational social influence
what is compliance? change in behavior in response to a direct request
what are the six principles of influence? reciprocation, commitment/consistency, authority, social validation, scarcity and liking/friendship
what is reciprocation? comply when others did something good for us
what is commitment/consistency? comply when consistent with previous behavior
what is authority? comply when recommended by an authority figure
what is social validation? comply when there's evidence that others complied
what is scarcity? comply when there are limited resources
what is liking/friendship? comply with those we like and know
what are techniques to gain compliance? foot in the door, door in the face, thats not all, low ball, bait and switch and labeling
what is foot in the door technique? theres an initial small request then a larger later request
what is door in the face technique? theres an initial (large) absurd request then a smaller later request
what is the thats not all technique? sweetening the offer before compliance is gained
what is the low ball technique? theres an initial good deal then raises the cost to compete
what is the bait and switch technique? advertised is not reality
what is the labeling technique? provide label consistent with the action
what is obedience? behavior change that occurs in response to a directive from an authority figure
what are four general factors that determine obedience? emotional distance of the victim, closeness & legitimacy of authority figure, institutional authority, and group influence
what is social validation? an interpersonal way to locate and validate the correct choice
Created by: anaelc
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