Terms : Hide Images
| 581093983 | Conformity | occurs when an individual changes their attitudes/behaviors to comply with social norms, rules, or expectations about how they should behave in various situations | 0 | |
| 581093984 | Compliance | direct efforts by individuals to change the behaviors of others | 1 | |
| 581093985 | Obedience | direct social influence; direct orders from one person to another | 2 | |
| 581093986 | Ingratiation | make people feel positive | 3 | |
| 581093987 | Compliance techniques | "That's not all", "Foot in the door", "Door in the face", Multiple requests, Complaints, Low-balling, Deadline | 4 | |
| 581093988 | Solomon Asch's conformity | we do things because other people do it | 5 | |
| 581093989 | Descriptive norms | indicate what most people do in situations | 6 | |
| 581093990 | Injunctive norms | what's approved or what's not approved | 7 | |
| 581093991 | Normative Focus Theory | norms will influence behavior only to the extent that they are important at the time the behavior occurs | 8 | |
| 581093992 | Situational Norms | the rules for an environment | 9 | |
| 581093993 | Normative social influence | what a person should be doing; what is expected? | 10 | |
| 581093994 | Informational social influence | pick up from other people information about the environment | 11 | |
| 581093995 | Symbolic social influence | internalized someone's value system | 12 | |
| 581093996 | Cialdini's 6 principles of influence | 1. friendship/liking 2. commitment/consistency 3. scarcity 4. reciprocity 5. social validation 6. authority | 13 | |
| 581093997 | Rational Persuasion | logical arguments to persuade other people | 14 | |
| 581093998 | Inspirational Appeal | arouse enthusiasm based on strongly held values and ideas | 15 | |
| 581093999 | Consultation | ask for a person's opinion | 16 | |
| 581094000 | Exchange | exchanging things for compliance | 17 | |
| 581094001 | Personal Appeal | compliance based on loyalty and friendship | 18 | |
| 581094002 | Coalition Building | support and assistance from different people working together | 19 | |
| 581094003 | Legitimating | person influences others with legit authority | 20 | |
| 581094004 | Pressure | demands, threats, intimidation | 21 | |
| 581094005 | Altruism | voluntary helpful behavior without reward | 22 | |
| 581094006 | Cooperative Behavior | people mutually benefitting form persons acting together | 23 | |
| 581094007 | Bystander Apathy | more likely to get help if there are fewer people around | 24 | |
| 581094008 | Deindividuation | just a face in the crowd; nonentity | 25 | |
| 581094009 | Just World Illusion | "people get what they deserve" | 26 | |
| 581094010 | norms of altruism | Social responsibility, reciprocity, & Equity Norm | 27 |
