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Definition
| the many ways that ppl affect one another, incl. changes in attitudes, beliefs, feelings, and B that result from the comments, actions or mere presence of others |
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Definition
| changing one's behavior or beliefs in response to explicit or implicit pressure (whether real or imagined) from others |
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| responding favorably to an explicit request from another person |
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| in an unequal power relationship, submitting to the demands of the more powerful person |
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| the phenomenon whereby merely thinking about a behavior makes its actual performance more likely |
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Term
| Informational social influence |
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Definition
| the influence of other people that results from taking their comments or actions as a source of information about what is correct, proper, or effective |
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| Normative social influence |
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Definition
| the influence from other people that comes from the indiv's desire to avoid their disapproval, harsh judgments or other social sanctions i.e. ostracism |
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Term
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Definition
private acceptance of a proposition, orientation or ideology
- is more strongly influence by informational social influence than by normative social influence |
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| a norm dictating that ppl should provide benefits to those that benefit them |
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Term
| Door-in-the-face technique [reciprocal concessions technique] |
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Definition
| asking someone for a very large favor that he or she will certainly refuse and then following that request with one for a smaller favor (which tends to be seen as a concession that the target will feel compelled to honor) |
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Term
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Definition
| adding something to an original offer, thus creating some pressure to reciprocate |
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| Foot-in-the-door technique |
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Definition
| a compliance technique in which a person makes an initial small request with which nearly everyone complies, followed by a larger request involving the real behavior of interest |
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Term
| Negative state relief hypothesis |
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Definition
| the idea that ppl engage in certain actions, such as agreeing to a request, to relieve their negative feelings and feel better about themselves |
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Term
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Definition
| the idea that ppl reassert their prerogatives in response to the unpleasant state of arousal they experience when they believe their freedoms are threatened |
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Term
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Definition
| ppl's perceptions of how most ppl behave in a certain context |
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Term
| prescriptive (injunctive) norms |
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Definition
| ppl's perceptions of what behaviors are generally approved of or frowned upon by others |
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