PSYC 2245 Study Guide - Midterm Guide: Normative Social Influence, Social Proof
Document Summary
When we fear of losing someone we love/respect in that group: what are idiosyncrasy credits and how are they acquired, these are credits earned by a person by conforming to a group"s norms over time. We conform and take social cues because we see others as source of information. Normative social influence: happens due to the need to feel accepted/liked. Receives public compliance and acceptance but not private. Usually conform to avoid being punished/rejected by one"s group: what is low balling compliance technique and why does it work, it is a technique used by sales representatives. At first they induce a customer to buy a product at a very low cost then later raise the price. Almost always the customers still go with the new price. It works because since customers already made a commitment to purchase they feel uneasy to back out from that commitment: i.
