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Definition
| Unspoken but shared rules in conduct in a formal or informal group |
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Definition
| the tendency to change our perceptions, opinions, or behaviour in ways that are consistent with perceived group norms |
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Definition
| changes in behaviours in ways that are consistent with perceived group norms |
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| behaviour that is produced by the commands of authority figures |
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Definition
| norms that describe how people behave in a given situation |
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| norms that describe what people ought to do in a given situation, meaning the type of behaviour that is approved by the situation |
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| A particular type of norm misperception that occurs when each individual in the group privately rejects the group’s norms, but believes others accept these norms |
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Definition
| The influence that produces conformity when a person believes others are correct in their judgements, and the person wants to be right |
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Definition
| when people rethink their original views, and potentially change their minds to match what the group thinks |
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| the influence that produces conformity when a person fears the negative social consequences of appearing deviant |
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Definition
| when people’s overt behaviours are in line with group norms |
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Definition
| the theory that people we are close to have more impact on us that people who are more distant |
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Definition
| varying characteristics of an individual, sample group or population |
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Definition
| a process in which a small number of people in a group lead an overall change in the group’s attitude or behaviour |
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Definition
| a mutual exchange between two people |
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Term
| Door in the face technique |
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Definition
| a compliance technique where one first asks for a big request, and then ask for a smaller request which then seems more reasonable |
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Term
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Definition
| a compliance technique in which the influencer begins with an inflated request, and then decreases its apparent size by offering discounts or bonuses |
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Term
| Foot in the door technique |
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Definition
| a two step compliance technique in which an influencer first asks someone to perform a small request, and then asks for a larger request |
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Term
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Definition
| a two-step technique in which the influencer secures an agreement with a request, but then increases the size of that request by revealing hidden costs |
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Term
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Definition
| a compliance technique in which the opportunity to act is limited in terms of the time to act or number of opportunities |
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