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Chapter 7
chapter 7 asfadf
23
Accounting
Pre-School
10/27/2013

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Term
Conformity
Definition
the tendency to change our perception, opinions, or behaviors in ways that are consistent with group norms
Term
Muzafer Sherif Moving Dot study 1936
Definition
participants when, asked to perform tasks in groups of 3, fradually become uniform in their perceptions as they do the task
Term
informational influence
Definition
influence that produces conformity when a person fears the negative social consequences for appearing deviant
Term
Normative influence
Definition
influence that produces conformity when a person fears the negative social consequences of appearing deviant
Term
Law of diminishing returns
Definition
Lanate 1981, " an additional dollar means more to the person with 3 dollars insread of 300.
Term
Pluralistic Ignorance
Definition
people overestimate the occurance of a norm and adapt to what they think is appropriate frequency
Term
Allen & Levine 1969
Definition
it is more difficult for people to stand alone in their convictions than be a part of a tiny minority
Term
Sistrunk & McDavid Gender and Conformity 1971
Definition
when in public, men conform less, women conform more; In private men conform more, women conform less.
Term
John Bassili Minority Slowness effect
Definition
people who hold unpopular opinions are slower to answer questions about them
Term
minority influence
Definition
the process bu which dissenters produce change within a group
Term
Moscovici's Theory
Definition
Minorities get their influence and power from their style and behavior. A Consistent and openminded dissenter usually gains more favor. Dissenters are effective if their are relatable
Term
Idiosyncrasy credits
Definition
interpersonal credits that are earned by following group norms ( brownie points)
Term
When do minorities and majorities get the upperhand in questions
Definition
majorities- have greater influence on factual questions with only 1 correct answer
minorities- have greater influence on opinion questions with no wrong answer
Term
What makes cultures individualistic/collectivistic
Definition
1. the complexity of the society= more industrialized socieities have more groups and group acceptance.
2. Affluence of the society = the more affluent people are, the more distance there is between classes and the more individualistic the society is
3. Heterogeneity = societies with loose and diverse cultures are permissive of dissent and allow for more expression.
Term
Langer 1989 Midless COmpliance
Definition
we respond mindlessly to words without fully processing the information they are supposed to convey. At least for small requests.
Term
Norm of reciprocity
Definition
treat others as they have treated us. Burger 1997 the norm of reciprocity is short lived for small favors
Term
Greeberg & Wescott '83
Definition
some people use the norm of reciprocity more than others to keep people in their backpocket at all times ( called creditors)
Term
Foot in Door technique
Definition
2 step technique. influencer sets stage for real request by first getting a person to agree to a small request. It primes the person for agreement and they strive to maintain this image
Term
lowballing
Definition
2 step compliance technique in which the influencer secures the agreement with a request but them increases the size of reuqesr by revealing hidden cost.
Term
Door in face technique
Definition
2 step technique in which a requester asks for an outrageous request and then follows it up with a small more reasonable request.
Term
That's not all folks
Definition
2 step technique which the influencer begins with an inflated price and then drops it down to the real price under the impression of a discount/bonus
Term
Factors which increase obedience
Definition
authority, physical proximity, victims level of involvement in the procedure.
Term
Social Impact theory
Definition
the theory that social influence depends on the strength, immediacy, and number of source persons relative to target persons.
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