Term
| 2 Step Compliance Techniques |
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Definition
| Foot in the door, Door in the Face, That's not all, Low balling |
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Term
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Definition
| 1st small request, then larger, less desirable request. Start by praising them then ask for more when they are happy. Cognitive fairly reliable in securing compliance cognitive consistence want to continue to be a nice person |
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| 1st large, undesirable request that is rejected then much smaller request. what is the social norm that’s operating compliance norm of reciprocity |
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| 1st large, undesirable request that is changed before rejected to much smaller request. Like how much for these jeans, 100 dollars and before they can say no, but you also get any shirt in the store for 1/2 off. anchoring heuristic |
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Definition
| 1st secure compliance to request then reverses hidden costs. Bait and Switch method emotional commitment |
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Term
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| a collection of people together at the same time they just happen to be there. |
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Definition
| being free of others control |
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Definition
| publicly acting in accordance with a direct request. you may privately agree or dis agree |
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Definition
| performance of an action in response to a direct order. Usually from someone of high status or authority |
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Term
| group rejection of non conformers johnny rocco |
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Definition
| Stanley Schachter 1951, 1-7 loving to punishment They alienated the person 3 confederates the slider, the mode and the deviate. Deviate at 7 the mode stayed in the middle, and the slider started at 7 went to wherever the group went0 |
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Term
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Definition
| Like the Rodney king trial, the jurors conformed to the group. Asch's study was the vertical line study. People prefer to conform vs stand out alone 37% conformed 76% conformed at least once, privately less than 1% |
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Term
| Sherif norm development studies |
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Definition
| A group is more than the sum of the individuals Light movement. First they said what they thought, then when put together they eventually agreed creating social norm second people look to the group when in an ambiguous situation, third when a confederate of authority was place people looked to them. |
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Term
| Normative versus informational social influence |
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Definition
| Group pressure comes from one of these two ways |
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Term
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Definition
| occurs when a person conforms in order to gain reward or avoid punishment from another person or group |
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Term
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Definition
| when one conforms due to the belief that the others may have more accurate information. reflects a form of social dependence called information dependence |
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Definition
| dependence on others for information about the world that reduces uncertainty. Informational influence |
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Definition
| dependence on others for positive outcome or rewards. |
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Term
| Milgram obedience studies and Burger’s replication |
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Definition
| 150 mark, 70% on Burger vs 82 % milligram, but still no hatred or malice and we still obey. 65% fully obey |
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Term
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Definition
| amount of social influence is there number of people , stregth, high status low status, how close you are , the closer you are to a person, the more influential. at about 3 or four it doesn't matter |
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Term
| Temporal Model of Group Membership |
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Definition
A theory describing the changes that occur over time in members and in the group due to their mutual influence and interdependence
There are five phases of group membership each related to different social role of the member. |
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Term
| Social facilitation (Distraction-Conflict Theory) |
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Definition
| individuals performing an activity in the presence of an audience |
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Term
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Definition
| Like at a riot, or a bears packer game you get into a fight. Loss of individual identity and loosening of normal inhibition against engaging in behavior that is inconsistent with internal standards Identity is hidden |
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Term
| Fiedler's contingency model of leadership |
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Definition
| People become leaders not because they posses certain personality traits, but their personality matches circumstances of a particular group. |
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Term
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Definition
together people increase initial thoughts, first a 6 now a 7, first s 3 now a 1
group produced enhancement or exaggeration of members initial attitudes through discussion. |
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Definition
| a deterioration of mental efficiency, reality testing, and moral judgement in groups that have an excessive desire to reach a consensus . Like the Iraq war. |
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Term
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Definition
any situation in which the most rewarding short term choice for an individual will ultimately cause negative consequences for the group
quick profits in the rain forest, bad for the world, nut game |
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Term
| Temporal Model of Group Membership 5 phases |
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Definition
Prospective member=Investigation
New member = Socialization
Full Member = maintenance
Marginal member = re socialization
Ex member = remembrance |
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Term
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Definition
an individual performing an activity as part of a larger group of performers.
group reduced reduction in individual output. |
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Term
| Anxiety and affiliation Schatners test |
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Definition
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Term
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Definition
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Term
| Influences affiliation desires |
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Definition
Desires for knowledge
desires for rewards
Cultural upbringing. |
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Term
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Definition
| People who, are interdependent, have emotional ties, and interact on a regular basis. |
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Term
| contingency model of leadership |
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Definition
| people do not become effective leaders because they posses a particular set of personality traits but rather because their particular personality matches the circumstances of a particular group. |
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Term
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Definition
| task oriented leader or relationship orientated leader |
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Term
| Transformational leadership three core components |
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Definition
Demonstrating a charismatic communication style,
Communicating a vision
Implement a vision |
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