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Informational influence.
The process by which group norms are privately accepted to achieve or maintain mastery of reality.
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Informed consent.
Consent voluntarily given by an individual who decides to participate in a study after being told what will be involved in participation.
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Injunctive social norms.
Agreed upon mental representations of what people in a group should think, feel, or do.
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Instrumental aggression.
Aggression serving mastery needs, used as a means to an end, to control other people, or to obtain valuable resources.
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Instrumental function.
The way an attitude contributes to mastery by guiding our approach to positive objects and our avoidance of negative objects.
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Insufficient justification effect.
Attitude change that occurs to reduce dissonance caused by attitude-discrepant behavior that cannot be attributed to external reward or punishment.
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Intention.
A commitment to reach a desired outcome or desired behavior.
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Interdependence.
Each group member’s thoughts, emotions, and behaviors influence the others’.
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Internal validity.
The extent to which it can be concluded that changes in the independent variable actually caused changes in the dependent variable in a research study.
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Interventions.
Practical steps taken to change people’s behavior or to solve social problems.
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Intimacy.
A positive emotional bond that includes understanding and support.
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Knowledge function.
The way an attitude contributes to mastery by organizing, summarizing, and simplifying experience with an attitude object.
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Leadership.
A process in which one or more group members are permitted to influence and motivate others to help attain group goals.
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Love.
Thoughts, feelings, and actions that occur when a person wishes to enter or maintain a close relationship with a specific person.
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Low-ball technique.
A technique in which the influencer secures agreement with a request but then increases the cost of honoring the commitment.
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Manipulate.
Intentionally varying some factor as the independent variable in an experimental research design.
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Mental representation.
A body of knowledge that an individual has stored in memory.
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Mere exposure.
Exposure to a stimulus without any external reward, which creates familiarity with the stimulus and generally makes people feel more positively about it.
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Meta-analysis.
A systematic technique for locating studies on a particular topic and summarizing their results.
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Metacognition.
Thoughts about thoughts or about thought processes.
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Minimal intergroup situation.
A research situation in which people are categorized, on an arbitrary or trivial basis, into groups that have no history, no conflicts of interest, and no stereotypes.
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Moral exclusion.
Viewing out-groups as subhuman and outside the domain in which the rules of morality apply.
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Negative-state relief model.
The theory that most people hate to watch others suffer, so the ultimate goal of their help is not to aid the person in need for his or her sake, but to reduce the helper’s own distress. 572
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Negotiation.
The process by which parties in conflict communicate and influence each other to reach agreement.
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Nonexperimental research design.
A research design in which both the independent and dependent variables are measured.
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Norm of obedience to authority.
The shared view that people should obey those with legitimate authority.
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Norm of reciprocity.
The shared view that people are obligated to return to others the goods, services, and concessions they offer to us.
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Norm of social commitment.
The shared view that people are required to honor their agreements and obligations.
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