Term
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Definition
| a change in overt behavior caused by real or imagined pressure from others |
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Term
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Definition
| behavior change designed to match the actions of others |
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Term
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Definition
| behavior change that occurs as a result of a direct request |
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Term
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Definition
| compliance that occurs in response to a directive from an authority figure |
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Term
| Foot-in-the Door Technique |
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Definition
| a technique that increases compliance with a large request by first getting compliance with a smaller, related request |
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Term
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Definition
| a research approach in which the researcher infiltrates the setting to be studied and observes its workings from within |
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Term
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Definition
| people are more willing to comply with requests from those who have provided such things first |
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Term
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Definition
| people are more willing to be moved in a particular direction if they see it as consistent with an existing commitment |
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Term
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Definition
| people are more willing to follow the recommendations of someone they view as an authority |
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Term
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Definition
| people are more willing to take a recommended step if they see evidence that many others, especially similar others, are taking it |
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Term
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Definition
| people find objects and opportunities more attractive to the degree that they are scare, rare, or dwindling in availability |
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Term
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Definition
| the capacity to influence that flows from one's presumed wisdom or knowledge |
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Term
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Definition
| an interpersonal way to locate and validate the correct choice |
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Term
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Definition
| a norm that defines what behaviors are typically performed |
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Term
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Definition
| a norm that defines what behaviors are typically approved or disapproved |
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Term
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Definition
| the norm that requires that we repay others with the form of behavior they have given us |
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Term
| Door-in-the Face Technique |
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Definition
| a technique that increases compliance by beginning with a large favor likely to be rejected and then retreating to a more moderate favor |
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Term
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Definition
| a technique that increases compliance by "sweetening" an offer with additional benefits |
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Term
| Disrupt-then-Reframe Technique |
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Definition
| a tactic that operates to increase compliance by disrupting one's initial, resistance-laden views of a request and quickly reframing the request in more favorable terms |
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Term
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Definition
| Brehm's theory that we react against those to our freedoms by reasserting those freedoms, often by doing the opposite of what we are being pressured to do |
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Term
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Definition
| anything that connects an individual's identity more closely to a position or course of action |
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Term
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Definition
| gaining a commitment to an arrangement and then raising the cost of carrying out the arrangement |
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Term
| Bait-and-Switch Technique |
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Definition
| gaining a commitment to an arrangement, then making the arrangement unavailable or unappealing and offering a more costly arrangement |
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Term
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Definition
| assigning a label to an individual and then requesting a favor that is consistent with the label |
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Term
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Definition
| "all the other guards were doing it" |
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Term
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Definition
| "you are a guard... now act like one" |
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Term
| Diffusion of Responsibility |
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Definition
| "the experimenter is responsible" |
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