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Related Flashcards
Related Topics
Cards In This Set
| Front | Back |
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Social psychology
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– 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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Social influence
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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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Conformity
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-
changing one’s own behavior to match that of other people.
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Foot-in-the-door technique (Four
Ways to Gain Compliance)
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–
asking for a small commitment and, after gaining compliance, asking for a
bigger commitment.
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Door-in-the-face technique(Four Ways to Gain Compliance)
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–
asking for a large commitment and being refused, and then asking for a smaller
commitment.
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Norm of reciprocity(Four Ways to Gain Compliance)
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-
assumption that if someone does something for a person, that person should do
something for the other in return.
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Lowball technique(Four Ways to Gain Compliance)
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–
getting a commitment from a person and then raising the cost of that
commitment.
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That’s-not-all technique(Four Ways to Gain Compliance)
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- a sales technique in which 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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Obedience
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-
changing one’s behavior at the command of an authority figure.
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Milgram study
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– “teacher” administered what they
thought were real shocks to a “learner.”
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Stanley
Milgram (3)
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•Lost
letter technique
•
Familiar strangers
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Small world problem
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Attitude
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- a tendency to respond positively or
negatively toward a certain person, object, idea, or situation.
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•The three components
of an attitude are the affective (emotional) component, the behavioral
component, and the cognitive component.
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...
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•Attitudes are often
poor predictors of behavior unless the attitude is very specific or very
strong.
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...
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Formation
of Attitudes
•Direct contact with
the person, situation, object, or idea.
•Direct instruction
from parents or others.
•Interacting with
other people who hold a certain attitude.
•Watching the actions
and reactions of others to ideas, people, objects, and situations.
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...
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