PSYC 100 Lecture Notes - Lecture 19: Cupcake, Cognitive Dissonance

• School: Queen's University
• Department: Psychology
• Course: PSYC 100
• Professor: Jordan Poppenk

Document Summary

Occurs when we adjust our behaviours or attitudes to coincide with a group norm. Although we need some conformity to function safely and effectively (e. g. obeying traffic rules), it can sometimes have harmful consequences (e. g. making fun of someone) Normative influence: social pressure to adopt a group"s perspective in order to be accepted by a group. Informational influence: when people internalize the values and beliefs of the group, coming to believe the same things and feel the same way themselves. Foot in the door technique: involves making a simple request, followed by a much larger request. More likely to say yes to the second if you say yes to the first. Door in the face technique: involves asking for something big, followed by something small. More likely to say yes to the second request if you say no to the first one.