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the scientific study of how a person's thoughts, feelings, and beh. are influenced by the real, imagined, or implied presence of others
the process through which real or implied presence of others can directly or indirectly influence the thoughts, feelings, and beh. of an individual
Ex: to be obedient, to agree to do things - even when the person doesn't want to
people within a group feel it is more important to maintain the group's cohesiveness than to consider the facts realistically
asking for a small commitment and, after gaining compliance, asking for a bigger commitment
asking for a large commitment and being refused and then asking for a smaller commitment
norm of reciprocity
assumption that if someone does something for a person, that person should do something for the other in return
a sales technique in which the persuader makes an offer and then adds something extra to make the offer look better before the target person can make a decision
the tendency for members involved in a group discussion to take some what more extreme positions and suggest riskier actions when compared to individuals who have not participated in a group discussion
the need for individuals to act in ways that they believe make them appear to be socially desirable and to compare favorably with others
informational social influence
the tendency to take our cues for appropriate beh. from others when we are in an ambiguous situation
the tendency for the presence of other people to have a positive impact on the performance of an easy task
the tendency for the presence of other people to have a negative impact on the performance of a difficult task
the tendency for people to put less effort into a simple task when working with others on that task
the person, idea, situation, or object that is focus of the attitude
- form of learning
by parents or some other individual
Ex: parents tell children that smoking cigarettes is dangerous and unhealthy, some children may for a negative attitude towards smoking
- form of learning
sense of discomfort on distress that occurs when a person's beh. does not correspond to that person's attitudes
elaboration likehood model
models of persuasion stating that people will either elaborate on the persuasive message or fasi
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