Term
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Definition
| Use of Social Power to change the attitudes or behaviors of others |
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Term
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Definition
| Changing your attitude or behavior as a result of social influence |
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Term
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Definition
| Rules for accepted or expected social behavior |
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Term
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Definition
| Acceptance, Compliance, Obedience |
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Term
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Definition
| Publicly conform, privately agree |
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Term
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Definition
| publicly conform, privately disagree |
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Term
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Definition
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Term
| Informational Social Influence |
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Definition
| Using others estimates to guide your own estimate |
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Term
| Normative Social Influence |
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Definition
| Conformed to be accepted by a group |
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Term
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Definition
| Repayment, and Concessions |
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Term
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Definition
| Giving to those who have given to us |
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Term
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Definition
| Make concession in return for a concession made by another |
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Term
| Door in the Face Technique |
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Definition
| Offer an extreme request, and if rejected lower the request to a smaller one |
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Term
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Definition
| An extreme request is made and then a discount is offered |
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Term
| Foot in the Door Technique |
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Definition
| Agreement to small request increases the chance that someone will accept a larger one later on |
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Term
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Definition
| Social Influence is stronger if someone is similar to us |
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Term
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Definition
| people prefer to comply with requests made by people that they like |
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Term
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Definition
| One very positive trait of a person influences the total judgement of that person |
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Term
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Definition
| One very negative trait of a person influences the total judgement of that person |
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Term
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Definition
| people value things that are less availible |
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Term
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Definition
| When a customer is told that a particular product is in short supply, that product is more likely to get bought by the customer |
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Term
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Definition
| A customer is told there is a deadline to the sale of a product, that product is now more likely to be bought by the customer |
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Term
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Definition
| Someone is more likely to want something that is newly scarce compared to something that has been scarce for a while |
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Term
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Definition
| People are more likely to comply with a request when the requester is in a position of authority |
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Term
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Definition
| Title, Clothes, Trappings/Possessions |
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Term
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Definition
| People are more likely to comply with a request from someone with an authoritative Title |
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Term
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Definition
| People are more likely to comply with someone who is wearing clothes that denote authority |
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Term
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Definition
| People are more likely to comply with someone when what they are wearing denotes wealth or status |
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Term
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Definition
| Two or more people who interact for more than just a few moments, feels like a group, and who influences each other via independent gaols and needs |
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Term
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Definition
| A collection of people who are in the presence of one another but who do not interact with each other for more than a few moments, doesn't feel like a group, independent goals and needs |
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Term
| Social Facilitation Effect |
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Definition
| The presence of others improves our performance on a certain task when the task is simple, but worsens our performance if the task is complicated |
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Term
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Definition
| Loosening of normal constraints on behavior |
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Term
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Definition
| People seek to maximize there benefits and minimize their costs |
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Term
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Definition
| Part of the social exchange theory, rewards are all the positive things you get from being in a relationship |
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Term
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Definition
| Part of social exchange theory, costs are all the negative things that come with relationships |
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Term
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Definition
| revealing intimate aspects of ourselves to another person |
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Term
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Definition
| The standard against which the outcome is compared |
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Term
| Comparison Level Alternative |
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Definition
| A persons expectations about his or her alternatives |
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Term
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Definition
| exclusion of a person from a group, or social acceptance |
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