Social Influence and Compliance Principles

These flashcards cover key concepts related to social influence and compliance strategies as discussed in the lecture.

Social Influence

A change in overt behavior caused by real or imagined pressure from others.

Compliance

Changing one's behavior in response to a direct request.

Decision Triggers

Heuristics that make life easier, such as associating 'expensive' with 'good'.

Norm of Reciprocity

Obligation to give back to others what they have given to us, often summarized as 'You scratch my back, I’ll scratch yours.'

Door-in-the-Face Technique

A compliance technique that starts with a large request that is likely to be refused, followed by a smaller, desired request.

Foot-in-the-Door Technique

A compliance strategy that begins with a small request likely to be granted, then escalates to a larger request.

Social Proof

The principle that individuals are more willing to take recommended actions if they see that many others are doing the same.

Authority Heuristic

The tendency to comply with requests from authority figures, based on the belief that they 'know better'.

Scarcity Principle

The idea that we value scarce resources more highly than those that are plentiful.

Low-Ball Technique

A strategy where a commitment is obtained using an attractive initial offer, but then the cost is increased after commitment is made.