Social Psyc Exam #3 (Social Influence) Flashcards

Changing one’s attitude or behavior to match a perceived social norm.

The perception of what most people do in a given situation

Conformity that results from a concern to act in a socially approved manner as determined by how others act

Conformity that results from a concern for what other people think of us.

Responding to an order or command from a person in a position of authority.

• "Free Gifts" & Reciprocity
• Social Proof
• Getting a Foot-in-the-Door
• Persuasion: So Easily Fooled 324
• A Door-in-the-Face
• "And That's Not All"
• The Sunk Cost Trap
• Scarcity & Psychological Reactance

Persuasion that employs direct, relevant, logical messages

Sequences of behavior that occur in exactly the same fashion, in exactly the same order, every time they are elicited

Obtaining a small, initial commitment

A pattern of small, progressively escalating demands is less likely to be rejected than a single large demand made all at once.

Mental shortcuts that enable people to make decisions and solve problems quickly and efficiently

Persuasion that relies on superficial cues that have little to do with logic

A reaction to people, rules, requirements, or offerings that are perceived to limit freedoms.

The mental shortcut based on the assumption that, if everyone is doing it, it must be right.

The normative pressure to repay, in equitable value, what another person has given to us

People tend to perceive things as more attractive when their availability is limited, or when they stand to lose the opportunity to acquire them on favorable terms.

We are most vulnerable to persuasion when the source is perceived as an authority, as honest and likable

Specific, sometimes minute, aspects of a situation that activate fixed action patterns.