PSYCH 280 Study Guide - Midterm Guide: Normative Social Influence, Parental Advisory, Small Favor
Document Summary
Descriptive norms: how others are actually behaving. Social influence: the many ways people affect on another, including changes in attitudes, beliefs, feelings, and behavior resulting from the comments, actions, or the mere presence of others. Informational social influence: the influence of other people that results from taking their comments or actions as a source of information about what is correct, proper, or effective. Normative social influence: the influence of other people that comes from the desire to avoid their disapproval and other social sanctions. Conformity: changing one"s behavior or beliefs in response to explicit or implicit pressure (real or imagines) from others. Compliance: responding favorably to an explicit request by another person. Foot-in-the-door: willingness to comply with a larger request after first complying to a small one. Door-in-the-face: asking for a larger favor first and then retreating to a small favor. Norm of reciprocity: expectation that people will help those who help them.
