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Social Psychology - Chapter 7: Conformity
Text vocabulary
13
Psychology
Undergraduate 2
03/29/2011

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Term
conformity
Definition
the tendency to change our perceptions, opinions, or behavior in ways that are consistent with group norms
Term
informational influece
Definition
influence that produces conformity when a person believes others are correct in their judgments
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 belief that occurs when a person privately accepts the position taken y others; also called true acceptance or conversion
Term
public conformity
Definition
a superficial change in overt behavior, without a corresponding change of position, produced by real or imagined group pressure (compliance)
Term
minority influence
Definition
the process by which dissenters produce a change within a group
Term
compliance
Definition
changes in behavior that are elicited by direct requests
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 an 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 an 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 a bonus
Term
obedience
Definition
a behavior change produced by the commands of authority
Term
social impact theory
Definition
the theory that social influence depends on the strength, immediacy, and number of source persons relative to target persons (Latan
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