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Conformity
Ch.7 Social Psychology - Kassin et al.
24
Psychology
Undergraduate 2
12/03/2012

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Cards

Term
Conformity
Definition
The tendency to change our perceptions, opinions, or behaviour in ways that are consistent with group norms. 
Term

Often we are not aware of the influence other people have on our behaviour.

 

True or False?

Definition
True.
Term
Informational Influence
Definition
Influence that produces conformity when a person believes others are correct in their judgements. 
Term

When all members of a group give an incorrect response to an easy question, most people most of the time conform to that response.

 

True or False?

Definition

False.

When a harder question is posed, however, people are more likely to conform to the group norms. 

Term
Normative Influence
Definition
Influence that produces conformity when a person fears the negative social consequences of appearing deviant. 
Term
Private Conformity
Definition
The change of beliefs that occurs when a person privately accepts the position taken by others. 
Term
Public Conformity
Definition
A superficial change in overt behaviour without a corresponding change of opinion that is produced by real or imagined group pressure.
Term
Minority Influence
Definition
The process by which dissenters produce change within a group.
Term
Idiosyncrazy Credits
Definition
Interpersonal "credits" that a person earns by following group norms.
Term

Majorities are powerful by sheer numbers whereas minorities derive power from the style of their behaviour. 

 

True or False?

Definition
True.
Term
Compliance
Definition
Changes in behaviour that are elicited by direct requests.
Term

Con artists prosper from the tendancy for people to respond mindlessly to requests that sound reasonable but have no real basis for compliance. 

 

True or False?

Definition
True.
Term
Foot-in-the-door Technique
Definition
A two-step compliance technique in which an influencer sets the stage for the real request by first getting a person to comply with a much smaller request.
Term
Low-Balling
Definition
A two-step compliance technique in which the influencer secures agreement with a request but then increases the size of that request by revealing hidden costs. 
Term
Door-in-the-face Technique
Definition
a two-step compliance technique in which the influencer prefaces the real request with one that is so large that it is rejected. 
Term
That's-not-all Technique
Definition
A two-step compliance technique in which the influencer begins with an inflated request then decreases its apparent size by offering a discount or bonus.
Term

An effective way to get someone to do what you want is to make a first request that is so large the person is sure to reject it. 

 

True or False?

Definition
True.
Term
Obedience
Definition
Behaviour change produced by the commands of authority.
Term

In experiments on obedience, most participants who were ordered to administer severe shocks to an innocent person refused to do so.

 

True or False?

Definition
False.
Term
Defiance
Definition
When people rebel. 
Term
Social Impact Theory
Definition
The theory that social influence depends on the strength, immediacy, and number of source persons relative to target persons. 
Term

As the number of people in a group increases, so does the group's impact on an individual.

 

True or False?

Definition
False.
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