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Definition
| Changing one's own behavior TO MATCH that of other people |
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Definition
| The scientific STUDY OF how a person's thoughts, feelings, and behavior are influenced by the real, imagined, or implied presence of others |
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| the PROCESS THROUGH WHICH the real or implied presence of others can directly or indirectly influence the thoughts, feelings, and behavior of an individual |
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| Occurs when people place MORE IMPORTANCE ON MAINTAINING GROUP COHESIVENESS THAN ON ASSESSING THE FACTS of the problem with which the group is concerned |
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Definition
| Changing one's behavior as a result of OTHER PEOPLE DIRECTING OR ASKING for the change |
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| Branch of psychology that STUDIES THE HABITS OF CONSUMERS IN THE MARKETPLACE, including compliance |
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| Foot-in-the-door-technique |
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Definition
| Asking for a small commitment and, after gaining compliance, ASKING FOR A BIGGER COMMITMENT |
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| Door-in-the-face-technique |
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Definition
| Asking for a large commitment and being refused, and then ASKING FOR A SMALL COMMITMENT |
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| Door-in-the-face-technique |
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Definition
| Asking for a large commitment and being refused, and then ASKING FOR A SMALL COMMITMENT |
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Term
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Definition
| Assumption that if someone does something for a person, that person should do something for the other in return |
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Definition
| Getting a commitment from a person and then RAISING THE COST OF THAT COMMITMENT |
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Definition
| The persuader makes an offer and THEN ADDS SOMETHING EXTRA to make the offer look better before the target person can make a decision |
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Definition
| Changing one's behavior at the COMMAND OF AN AUTHORITY FIGURE |
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Definition
| "Teacher" administered what they thought were real shocks to a "learner" |
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Definition
| The tendency for the presence of other peo0ple to have a POSITIVE IMPACT ON THE PERFORMANCE of an easy task |
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Definition
| The tendency for people to put less effort into a simple task when working with others on that task |
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Definition
| A tendency to respond positively or negatively toward a certain person, object, idea, or situation |
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Term
| Three components of an attitude |
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Definition
the Affective (emotional) component
the Behavioral component
the Cognitive component |
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Term
| Attitudes are often _________ unless the attitude is very specific or very strong. |
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Definition
| POOR PREDICTORS OF BEHAVIOR |
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Term
| Formation of attitude...direct ______ with the person, situation, object or idea |
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Definition
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| Formation of attitudes...direct ________ form parents or others. |
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Definition
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Term
| Formation of attitudes...________ with other people who hold a certain attitude. |
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Definition
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| Formation of attitudes..._____ the actions and reactions of others to ideas, people, objects, and situations. |
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Definition
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Term
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Definition
| The process by which ONE PERSON TRIES TO CHANGE THE BELIEF, OPINION, POSITION, OR COURSE OF ACTION OF ANOTHER PERSON through argument, pleading, or explanation |
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Term
| Key elements in persuasion: |
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Definition
The source of the message
The message itself
The target audience |
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Term
| Elaboration likelihood model |
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Definition
| People will either elaborate on the persuasive message or fail to elaborate on it, and that the future actions of those who do elaborate are more predictable than those who do not |
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Term
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Definition
| Type of information processing that involves ATTENDING TO THE CONTENT OF THE MESSAGE ITSELF |
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Term
| Peripheral-route processing |
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Definition
| Type of information processing that involves ATTENDING TO FACTORS NOT INVOLVED IN THE MESSAGE, such as the appearance of the source of the message, and other noncontent factors |
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Term
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Definition
| SENSE OF DISCOMFORT OR DISTRESS that occurs when a person's behavior does not correspond to that person's attitudes |
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Term
| Cognitive dissonance is lessened by: |
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Definition
| Changing the conflicting behavior, changing the conflicting attitude, or forming a new attitude to justify the behavior |
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