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cultural orientationin which interdependence, cooeration and social harmony take priority over personal goals
collectivism
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changes in behavior that are elicited by direct requests
compliance
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tendency tochange our perceptions, opinions, or behavior in ways that are consistent w group norms
conformity
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2-step compliance technique in which an influencer prefaces the real request w one that is so large that it is rejected
door in the face
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2-step compliance technique in which an influencer sets the stage for the real request by first getting a person to comply w a much smaller request
foot in the door
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interpersonal "credits" that a person earns by following group normns
idiosyncrasy credits
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cultural orientation in which independence, autonomy, and self-reliance take priority over group allegiances
individualism
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influence that produces conformity when a person believes others are correct in their judgements
informational influence
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2-step compliance technique in which the influencer secures agreement w a request but then increases the size of that request by revealing hidden costs
low balling
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process by which dissenters produce change w/ in a group
minority influence
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behavior change produced by the commands of authority
obedience
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change of beliefs that occurs when a person privately accepts the position taken by others
private conformity
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superficial change in overt behavior, w/ out a corresponding change of opinion, produced by real or imagined group pressure.
public conformity
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thoery that social influences depends on the strength, immediacy, and number of source persons relative to target persons
social impact theory
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2-step compliance technique in which the influencer begins w an inflated request, then decreases its apparent size by offering a discount or bonus
thats not all
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