4.3 Psychology of Social Situations

Front

Social Norms

Back

The unwritten rules of behavior that are considered acceptable in a group or society.

Front

Normative Social Influence

Back

A type of social influence that leads to conformity in order to be accepted or liked by a group.

Front

Informational Social Influence

Back

A type of social influence that leads individuals to conform because they believe others are correct in their judgments.

Front

Elaboration Likelihood Model

Back

A theory describing the change of attitudes. It suggests there are two routes to persuasion: central and peripheral.

Front

Central Route to Persuasion

Back

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

Front

Peripheral Route to Persuasion

Back

A method of persuasion that involves other aspects of the message including the characteristics of the person imparting the message.

Front

Halo Effect

Back

A cognitive bias where the perception of one positive trait influences the perception of other traits.

Front

Foot-in-the-Door Technique

Back

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

Front

Door-in-the-Face Effect

Back

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

Front

Conformity

Back

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