Conformity and Obedience

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Central route to persuasion

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A method of persuasion that involves deeply processing the content of the message.

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Cognitive dissonance

Back

A psychological state where an individual's beliefs, attitudes, or behaviors are inconsistent, leading to discomfort and a motivation to reduce the inconsistency.

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Compliance

Back

The act of conforming to a request or demand, often from a person in authority.

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Confederates

Back

Individuals who are part of an experiment and are aware of the experiment's purpose, but pretend to be participants.

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Conformity

Back

The act of matching attitudes, beliefs, and behaviors to group norms or expectations.

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Door-in-the-face

Back

A persuasion technique where a large request is made knowing it will be refused, followed by a smaller request.

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Foot-in-the-door

Back

A persuasion technique where a small request is made first to increase the likelihood of compliance with a larger request later.

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Informational social influence

Back

The influence to accept information from others as evidence about reality, often occurring in ambiguous situations.

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Normative social influence

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The influence to conform to the expectations of others to gain social approval or avoid social disapproval.

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Obedience

Back

The act of following orders or instructions from someone in a position of authority.