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Definition
| The apparent movement of a single, stationary source of light in a dark room. Often used to study the emergence of social norms and social influence. |
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Definition
| The extent to which we are attracted to a social group and want to belong to it. |
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Definition
| A form of social influence involving direct requests from one person to another. |
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Definition
| A form of social influence in which individuals change their attitudes or behavior to adhere to existing social norms. |
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Definition
| A technique for increasing compliance in which target people are told that they have only limited time to take advantage of some offer or to obtain some item. |
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Definition
| Norms simply indicating what most people do in a given situation. |
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Term
| Door-in-the-face Technique |
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Definition
| A procedure for gaining compliance in which requesters being a large request and then, when this is refused, treat to a smaller one (the one they actually desired all along). |
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Term
| Foot-in-the-door Technique |
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Definition
| A procedure for gaining compliance in which requesters being with small request and then, when this is granted, escalate to a larger one (the one they actually desired all along. |
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Definition
| The need to be distinguishable from others in some respects. |
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Term
| Informational Social Influence |
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Definition
| Social influence based on the desire to be correct (i.e. to possess accurate perceptions of the social world |
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Definition
| Norms specifying what ought to be done; what is approved or disapproved behavior in a given situation |
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Definition
| A technique for gaining compliance in which an offer or deal is changed to make it less attractive to the target person after this person has accepted it. |
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| A theory suggesting that norms will influence behavior only to the extent that they are focal for the people involved at the time the behavior occurs. |
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Term
| Normative Social Influence |
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Definition
| Social influence based on the desire to be liked or accepted by other people |
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Term
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Definition
| A form of social influence in which one person simply orders one or more others to perform some action(s) |
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Term
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Definition
| A technique that can be used for increasing compliance by suggesting that a person or object is scarce and hard to obtain. |
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Definition
| Efforts by one or more individuals to change the attitudes, beliefs, perceptions, or behaviors of one or more others |
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Definition
| Rules indicating how individuals are expected to behave in specific situations |
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Term
| Symbolic Social Influence |
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Definition
| Social influence resulting from the mental representation of others or our relationships with them. |
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Term
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Definition
| A technique for gaining compliance in which requesters offer additional benefits to target people before they have decided whether to comply with or reject specific requests. |
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