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16 terms

Cog. Psych. Ch. 7

STUDY
PLAY
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