CMP 120 Lecture Notes - Lecture 5: Normative Social Influence, Social Influence, Ingratiation
6 Nov 2017
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Document Summary
Authority affects our behavior (someone in authority tells you to do something). Occurs when an individual changes their attitudes/behaviors to comply with social norms, rules, or expectations about how they should behave in various situations. A psychological phenomenon where people assume the actions of others in an attempt to reflect correct behavior for a given situation. The influence of other people that leads us to conform in order to be liked and accepted by them. Norms that individuals believe others actually are doing. People adjust their behavior to match the rest of the group. Norms specifying what ought to be done; what is approved or disapproved behavior in a given situation. The process whereby people flatter, praise, and generally try to make themselves likable to another person, often of higher status. A two-step compliance technique in which the influencer secures agreement with a request but then increases the size of that request by revealing hidden costs.
