Social Influence Vocabulary

  1. a specific form of disobedience in which people report corruption or unethical practice within an organisation
    whistle blowing
  2. complying with orders from a person of higher social status within a defined hierarchy or chain of command
    obedience to authority
  3. a syndrome of poor decision-making in which members of a cohesive ingroup strive for unanimity at the expense of a realistic appraisal of alternative courses of action
  4. tendency to make decisions that are more extreme than the average of group members' initial positions, in the direction already favoured by the group
    group polarisation
  5. individuals identify with a particular group and conform to a prototypical position
    referent informational influence
  6. categorising oneself as a group member forms social identity and brings about various forms of both group (eg. polarisation, influence) and inter-group (eg. discrimination) behaviours
    self-categorisation theory
  7. a change in private response after exposure to influence by others; internalised change; a change in the way one structures an aspect of reality
  8. a behavioural style indicating that the same position is maintained across time; seen as central to minority influence
  9. situation in which either an individual or a group in a numerical minority can influence the majority
    minority influence (aka innovation)
  10. social influence resulting from exposure to the opinions of a majority, or the majority of one's group
    majority influence (aka conformity)
  11. compliance to an initial attempt is followed by a more costly and less beneficial version of the same request
    lowballing technique
  12. compliance technique in which the requester first asks for a small favour that is almost certain to be granted, then follows this up with a larger related favour
    foot-in-the-door technique
  13. compliance technique in which the requester begins with an extreme request that is almost always refused, then retreats to a more moderate request, which he or she had in mind all along
    door-in-the-face technique (aka reciprocal concessions)
  14. a response whereby the target of influence acquiesces to a request from the influence source (also refers to change in behaviour to match a norm without change on a private level)
  15. based on accepting the information obtained from others as evidence about reality
    informational influence
  16. based on conforming to the positive expectations of others. People avoid behaving in ways that will lead to social punishment or disapproval
    normative influence
  17. a state in which individuals are deprived of their sense of identity, and are more likely to behave in an extreme manner, often violating norms
  18. belief systems about how (not) to behave, that guide behaviour but without the force of laws, and reflect group members' shared expectations about typical or desirable activities
  19. change of attitudes, beliefs, opinions and behaviour as a result of being exposed to other individuals' attitudes, beliefs, opinions, values and behaviour.
    social influence
  20. a learned response to the presence of others when performing a task, whereby the performer experiences arousal when anticipating evaluation by these others
    evaluation apprehension
Card Set
Social Influence Vocabulary
Chapter 8 from Introduction to Social Psychology 5E Hewstone et al.