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Conformity
A change in behavior as a result of the real or imagined influence of other people
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Informational Social Influence
conforming because we believe that others' interpretation of an ambiguous situation is more correct than ours and will help us choose an appropriate course of action
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Private acceptance
conforming to other people’s behavior out of a genuine belief that what they are doing or saying is right
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Public compliance
conforming to other people’s behavior publicly, without necessarily believing in what they are doing or saying
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Contagion
the rapid transmission of emotions or behavior through a crowd
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Mass psychogenic illness
the occurrence of similar physical symptoms in a group of people for which there is no known physical or medical cause
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Normative Social Influence
the influence of other people that leads us to conform in order to be liked and accepted by them; this type of conformity results in public compliance with, but not necessarily with private acceptance of the group’s beliefs and behaviors
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Social Norms
The implicit or explicit rules a group has for the acceptable behaviors, values and beliefs of its members
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Obedience
Conformity in response to the commands of an authority figure
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Lowballing
An unscrupulous (deceitful) strategy whereby a salesperson induces a customer to agree to purchase a product at a very low cost, then subsequently raises the price; frequently, the customer will still make the purchase at the inflated price
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Foot-in-the-door technique
A technique to get people to comply with a request, whereby people are presented first with a small request, to which they are expected to agree to, followed by a larger request, to which it is hoped they will also agree
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Reciprocity norm
A social norm by which the receipt of something positive from another person requires you to reciprocate, or behave similarly, in response
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Door-in-the-face technique
A technique to get people to comply with a request, whereby people are presented first with a large request, which they are expected to refuse, and then with a smaller, more reasonable request, to which it is hoped they will acquiesce (agree/comply)
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Compliance
A change in behavior in response to a direct request from another person
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Minority influence
The case where a minority of group members influences the behavior or beliefs of the majority
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Idiosyncrasy credits
The credits a person earn, over time, by conforming to a group’s norms; if enough idiosyncrasy credits are earned, the person can, on occasion, behave deviantly without retribution
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Social Impact theory
The theory that conforming to social influence depends on the strength of the group, its immediacy, and the number of other people in the group
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