Topic 4.3 Psychology of Social Situations

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Social Norms

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Unwritten rules about how to behave in a particular social group or culture.

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Normative Social Influence

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Influence resulting in the desire to gain approval or avoid disapproval.

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Informational Social Influence

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Influence resulting from one's willingness to accept others' opinions about reality.

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Elaboration Likelihood Model

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A theory identifying two ways to persuade: a central route and a peripheral route.

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Central Route to Persuasion

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Persuasion that occurs when interested people focus on the arguments and respond with favorable thoughts.

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Peripheral Route to Persuasion

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Persuasion that occurs when people are influenced by incidental cues, such as a speaker's attractiveness.

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Halo Effect

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The tendency for a positive impression of a person to prevent thinking of that person negatively.

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Horns Effect

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The tendency to allow one negative trait to influence the perception of other traits as being negative.

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Foot-in-the-Door Technique

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A persuasion strategy that involves getting a person to agree to a large request by first setting them up with a smaller one.

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Door-in-the-Face Technique

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A persuasion strategy that involves making a large request that the respondent will most likely turn down, followed by a more reasonable request.