Ch 7 Social Influence & Social Cognition

This is the scientific study of how behavior, thoughts and feelings are influenced by the real, imagined or implied presence of others.

• Social Psychology

• Social Influence

• Social Cognition

• Social Conformity

This refers to changing one's own behavior to more closely match the actions of others.

• conformity

• social influence

• compliance

• obedience

Solomon Asch's experiment with lines was about

• conformity

• obedience

• social status

• compliance

This is the branch of psychology that studies the habits of consumers in the marketplace.

• consumer psychology

• marketing

• advertising

• consumer ideology

This occurs when a person changes behavior as a result of another person asking or directing that person to change.

• compliance

• obedience

• conformity

• social influence

This compliance technique involves asking for a small commitment and, after gaining compliance, asking for a bigger commitment.

• foot-in-the-door technique

• the door-in-the-face technique

• the low-ball technique

• the that's-not-all technique

This compliance technique involves asking for a large commitment and being refused, and then asking for a smaller commitment.

• foot-in-the-door technique

• the door-in-the-face technique

• the low-ball technique

• the that's-not-all technique

This compliance technique involves getting a commitment from a person and then raising the cost of that commitment.

• foot-in-the-door technique

• the door-in-the-face technique

• the low-ball technique

• the that's-not-all technique

This compliance technique involves the persuader makes an offer and then adds something extra to make the offer look better before the target person can make a decision.

• foot-in-the-door technique

• the door-in-the-face technique

• the low-ball technique

• the that's-not-all technique

This is changing one's behavior at the direct order of an authority figure.

• obedience

• compliance

• conformity

• social infuence