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PY 303
Chapter 6
27
Psychology
Undergraduate 3
03/28/2011

Additional Psychology Flashcards

 


 

Cards

Term
Social Influence
Definition
a change in overt behavior caused by real or imagined pressure from others
Term
Conformity
Definition
behavior change designed to match the actions of others
Term
Compliance
Definition
behavior change that occurs as a result of a direct request
Term
Obedience
Definition
compliance that occurs in response to a directive from an authority figure
Term
Foot-in-the Door Technique
Definition
a technique that increases compliance with a large request by first getting compliance with a smaller, related request
Term
Participant Observation
Definition
a research approach in which the researcher infiltrates the setting to be studied and observes its workings from within
Term
Reciprocation
Definition
people are more willing to comply with requests from those who have provided such things first
Term
Commitment/Consistency
Definition
people are more willing to be moved in a particular direction if they see it as consistent with an existing commitment
Term
Authority
Definition
people are more willing to follow the recommendations of someone they view as an authority
Term
Social Validation
Definition
people are more willing to take a recommended step if they see evidence that many others, especially similar others, are taking it
Term
Scarcity
Definition
people find objects and opportunities more attractive to the degree that they are scare, rare, or dwindling in availability
Term
Expert Power
Definition
the capacity to influence that flows from one's presumed wisdom or knowledge
Term
Social Validation
Definition
an interpersonal way to locate and validate the correct choice
Term
Descriptive Norm
Definition
a norm that defines what behaviors are typically performed
Term
Injunctive Norm
Definition
a norm that defines what behaviors are typically approved or disapproved
Term
Norm of Reciprocity
Definition
the norm that requires that we repay others with the form of behavior they have given us
Term
Door-in-the Face Technique
Definition
a technique that increases compliance by beginning with a large favor likely to be rejected and then retreating to a more moderate favor
Term
That's-not-all Technique
Definition
a technique that increases compliance by "sweetening" an offer with additional benefits
Term
Disrupt-then-Reframe Technique
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
Term
Reactance Theory
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
Term
Personal Commitment
Definition
anything that connects an individual's identity more closely to a position or course of action
Term
Low-Ball Technique
Definition
gaining a commitment to an arrangement and then raising the cost of carrying out the arrangement
Term
Bait-and-Switch Technique
Definition
gaining a commitment to an arrangement, then making the arrangement unavailable or unappealing and offering a more costly arrangement
Term
Labeling Technique
Definition
assigning a label to an individual and then requesting a favor that is consistent with the label
Term
Normative Influence
Definition
"all the other guards were doing it"
Term
Altercasting
Definition
"you are a guard... now act like one"
Term
Diffusion of Responsibility
Definition
"the experimenter is responsible"
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