4.3 Vocab: Psychology of Social Situations

Front

Social Norms

Back

Unwritten rules about how to behave in social situations.

Front

Social Roles

Back

Expected behaviors associated with a particular position in society.

Front

Normative Social Influence

Back

Conforming to a group to be liked or accepted.

Front

Informational Social Influence

Back

Conforming because one believes others have accurate information.

Front

Elaboration Likelihood Model (ELM)

Back

A theory explaining two routes to persuasion: central (logical arguments) and peripheral (emotional appeals).

Front

Central Route Persuasion

Back

Persuasion based on logic, facts, and evidence.

Front

Peripheral Route Persuasion

Back

Persuasion based on superficial cues, like attractiveness or emotions.

Front

Foot-in-the-Door Technique

Back

Getting someone to agree to a small request first, making them more likely to comply with a larger request later.

Front

Door-in-the-Face Technique

Back

Making a large request that is likely to be rejected, followed by a smaller, more reasonable request.

Front

Conformity

Back

Adjusting behavior or thinking to match a group.