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bkx PSY212 T2, P3
PSY-212 Test #2, Part 3: CH6, Influence
| Question | Answer |
|---|---|
| Social influence | a change in overt behavior caused by real or imagined pressure from others |
| Conformity | behavior change designed to match the actions of others |
| Compliance | behavior change that occurs as the result of a direct request |
| Obedience | compliance that occurs in response to a directive from an authority figure |
| Foot-in-the-door technique | a technique that increases compliance with a large request by first getting compliance with a smaller, related request |
| Participant observation | a research approach in which the researcher infiltrates the setting to be studied and observes its workings from within |
| Six Principles of Influence | 1) Principle of Social Proof 2) Principle of Reciprocity 3) Principle of Commitment 4) Principle of Authority 5) Principle of Liking 6) Principle of Scarcity |
| Descriptive norm | a norm that defines what behaviors are typically performed |
| Injunctive norm | a norm that defines what behaviors are typically approved or disapproved |
| Norm of reciprocity | the norm that requires that we repay others with the form of behavior they have given us |
| Door-in-the-face technique | a technique that increases compliance by beginning with a large favor likely to be rejected and then retreating to a more moderate favor |
| That’s-not-all technique | a technique that increases compliance by “sweetening” an offer with additional benefits |
| Disrupt-then-reframe technique | a tactic that operates to increase compliance by disrupting one’s initial, resistance-laden view of a request and quickly reframing the request in more favorable terms |
| Reactance theory | Brehm’s theory that we react against threats to our freedoms by reasserting those freedoms, often by doing the opposite of what we are being pressured to do |
| Personal commitment | anything that connects an individual’s identity more closely to a position or course of action |
| Low-ball technique | gaining a commitment to an arrangement and then raising the cost of carrying out the arrangement |
| Bait-and-switch technique | gaining a commitment to an arrangement, then making the arrangement unavailable or unappealing and offering a more costly arrangement |
| Labeling technique | assigning a label to an individual and then requesting a favor that is consistent with that label |
| Werther Effect | Copy-cat suicides: If a suicide is published on the front page of the paper, there will be an increase in suicides attempted/completed by people who are similar to the individual on the front page |
| Cooling-off laws | With some requests, you have about 3 days after the commitment was made to change your mind. Salespersons will combat the cooling-off period by trying to get you to write your commitment. |
| Principle of social proof | People determine what is correct by finding out what other people think is correct (you look around when you don’t know what to do) |
Created by:
bamkapowxo
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