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Definition
| The myriad ways that people impact one another, including changes in attitudes, beliefs, feelings, and behavior, that result from the comments, actions, or even the mere presence of others. |
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| Changing one's behavior or beliefs in response to explicit or implicit (whether real or imaged) pressure from others. |
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| Responding favorably to an explicit request by another person. |
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| Social influence in which the less powerful person in an unequal power relationship submits to the demands of the more powerful person. |
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| Interpretation and inference about themselves. |
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| The phenomenon whereby merely thinking about a behavior makes its actual performance more likely. |
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| The nonconscious mimicry of the expressions, mannerisms, movements, and other behaviors of those with whom one is interacting. |
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| The apparent motion of a stationary point of light in a completely darkened environment. |
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| 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 as to what is correct or proper. |
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| normative social influence |
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Definition
| The influence of other people that comes from the desire to avoid their disapproval, harsh judgments, and other social sanctions (for example, barbs, ostracism). |
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| Private acceptance of a proposition, orientation, or ideology. |
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| Agreeing with someone or advancing a position in public to avoid disapproval but continuing to believe something else in private. |
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| A norm dictating that people should provide benefits to those who 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 more modest favor (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, which is likely to create some pressure to reciprocate. |
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Term
| foot-in-the-door technique |
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Definition
| A compliance technique in which one makes an initial small request to 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 people engage in certain actions, such as agreeing to a request, in order to relieve negative feelings and to feel better about themselves. |
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Term
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Definition
| Reasserting prerogatives in response to the unpleasant state of arousal experienced by people when they believe their freedoms are threatened. |
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