Social Psych Ch 6 Vocab

Authority Principle

Increased likelihood that people will do what is requested or suggested by a perceived authority

Bait-and-Switch

Social influence tactic in which a person psychologically commits to a product and then, suddenly, the product is replaced with a related product that is more expensive

Chameleon Effect

When people mimic the movements of others without conscious awareness of doing so

Commitment/Consistency Principle

Increased likelihood that people will enact a behavior that is consistent with their own past behavior and allows them to follow through on prior commitments

Compliance

Behavioral response to a request

Confederate

Person who pretends to be a participants but is really working with the experimenter

Conformity

Change in one’s responses in order to fit in

Deadline Technique

Setting a specific end date for an opportunity, such as a sale or service, in order to increase its desirability

Descriptive Norm

What most people are or are not doing in a particular context

Door-in-the-Face Technique

Sequential procedure of (a) making a relatively large request, (b) waiting until the request has been refused, and © subsequently scaling back to a smaller request

Focus Theory of Normative Conduct

Idea that social norms can be divided into those that are descriptive and those that are injunctive and that whichever norm people focus their attention on is likely to be more influential

Foot-in-the-Door Technique (FITD)

Sequential procedure in which (a) a small request is made and, following compliance, (b) a larger request is made

Informational Influence

Adoption of other’s behaviors, attitudes, and/or beliefs because those individuals are perceived as sources of valid information about objective reality

Injunctive Norms

What people should or shouldn’t do in a specific situation

Labeling Technique

Bestowing a positive label on a person in order to gain compliance to a request

Liking/Friendship Principle

People are more likely to adhere to a request from a positively evaluated other, such as a friend or an admired person

Limited-Quantity Technique

Restricting the quantity of a product, service, or opportunity in order to increase its desirability

Low-Ball Tactic

Enticing consumers to agree to purchase something and then subsequently inform them that the price is higher than initially promised

Normative Influence

Alteration of one’s behaviors, attitudes, or beliefs in order to be accepted by another person or group

Obedience

Behavioral response to a request from an authority

Persuasion

Change in attitudes or beliefs

Reactance

Unpleasant arousal that triggers behavior intended to protect or reinstate freedoms that are restricted or threatened

Reciprocity Principle

Increased likelihood that an individual will comply with a request from a person or an entity who has previously done a favor to that individual

Scarcity Principle

People are more likely to value options and items when they are difficult to obtain or otherwise limited in their availability

Social Influence

Internal or external change in a person caused by real or imagined pressure from others

Social Norm

A rule and/or standard that is typically unwritten and guides social behavior

Social Validation (or Social Proof) Principle

Increased likelihood that a person will enact a particular behavior to the extent that others are thought to be engaging in that same behavior

That’s-Not-All Technique

Adding new incentives to a deal before the consumer has been given the opportunity to either accept or decline the deal and without increasing the price