social psych 2

cultural orientationin which interdependence, cooeration and social harmony take priority over personal goals

changes in behavior that are elicited by direct requests

tendency tochange our perceptions, opinions, or behavior in ways that are consistent w group norms

2-step compliance technique in which an influencer prefaces the real request w one that is so large that it is rejected

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

interpersonal "credits" that a person earns by following group normns

cultural orientation in which independence, autonomy, and self-reliance take priority over group allegiances

influence that produces conformity when a person believes others are correct in their judgements

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

process by which dissenters produce change w/ in a group

behavior change produced by the commands of authority

change of beliefs that occurs when a person privately accepts the position taken by others

superficial change in overt behavior, w/ out a corresponding change of opinion, produced by real or imagined group pressure.

thoery that social influences depends on the strength, immediacy, and number of source persons relative to target persons

2-step compliance technique in which the influencer begins w an inflated request, then decreases its apparent size by offering a discount or bonus