Cog. Psych. Ch. 7
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16 terms
Terms | Definitions |
|---|---|
 Conformity | Voluntarily performing an act because others also do it. |
| Compliance | Performing an act at another's request |
| Informational influence | Conforming because the behavior of others provides useful info. |
| Normative influence | Conforming to be liked or accepted by others |
| Six Bases of Social Power | Useful way to classify how people influence each other |
| Reward | Providing or promising a positive outcome |
| Coercion | Providing or threatening a neg. outcome |
| Expertise | Having special knowledge or ability |
| Information | The persuasive content of the message |
| Referent | Identifying with or wanting to be like another person or group |
| Legitimate | The influencer's right to make a request |
| Foot-in-the-door technique | First persuade the person to comply with a small request, then make a larger request |
| Door-in-the-face technique | First ask for a large request, then make a smaller request |
| That's-not-all technique | Make a deal and then improve the offer |
| Low-ball technique | Obtain agreement w/ a modest request, then reveal hidden costs to the requests |
| Pique technique | Making an unusual request to disrupt the target's refusal script |
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