PSYC 2000 Chapter : Psych Chapter 12
Document Summary
Social influence: the process of which the real or implied presence of others can directly or indirectly influence the thoughts, feelings, and behavior of an individual. Social norm: the customary rules that govern behavior in groups and societies. Conformity: changing ones own behavior to match that of other people. Changing one behavior as a result of other people directing or asking for the change. -foot in the door technique: ask for a small commitment and after gaining compliance, asking for a bigger commitment. -door in the face technique: ask for a large commitment and being refused then a smaller commitment. -lowball technique: get a commitment from a person and then raising the cost of the commitment. -that"s not all technique: persuader makes an offer and then adds something extra to make the offer look better before the target person can make a decision. Changing one behavior at the command of an authority figure: milgram study.
