Term
| What is the significance of Stanley Milgram’s study? |
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Definition
| Social influence can impact behavior |
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Definition
| asking for small commitment then after gaining compliance, asking for bigger commitment. |
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| asking for large commitment, being refused, then ask for smaller commitment |
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Definition
| getting commitment then raise the cost of that commitment |
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Definition
| sale technique, persuader make offer than adds something extra to make offer look better before target person can make decision |
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Definition
| other people have positive impact on the performance of easy tasks |
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Definition
| people to have negative impact on performance of difficult tasks |
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Definition
| people put less effort into a simple task when working with others on that task |
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Term
| 3 elements of the ABC Model of Attitudes |
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Definition
Affective
Behavior
Cognitive |
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Definition
| attitude of the way a person feel toward the object, person, or situation |
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| action a person takes in regard to the person, object, or situation. |
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| the way a person think about the person, object, or situation |
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Definition
| effect of people has on the decision to help or not help |
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Definition
| process of changing one’s behavior to match with others |
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Definition
| changing one’s behavior result of others asking for change |
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Definition
| changing one’s behavior at the command of authority firgure |
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Term
| What are the 3 components of love according to Robert Sternberg? |
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Definition
| Intimacy, passion, and commitment |
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Term
| the “typical” characteristics of people who get involved with cults |
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Definition
| Religious, philosophical set of beliefs and identity |
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Term
| techniques used to entice people to affiliate themselves with cults |
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Definition
Love bombing
Efforts are made to isolate the recruits, rigid rituals, ways of dress, meditations |
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Definition
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| closer together such as working in the same office building or living under same dorm |
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| commons among the two such as attitudes, beliefs, and interests |
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Definition
| tendency to like people who like them |
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