Pysch 4.3

attitudes

feelings, often influenced by our beliefs, that predispose us to respond in a particular way to objects, people, and events

foot-in-the-door phenomenon

the tendency for people who have first agreed to a small request to comply later with a larger request

role

a set of expectations (norms) about a social position, defining how those in the position ought to behave

cognitive dissonance theory

the theory that we act to reduce the discomfort (dissonance) we feel when two of our thoughts (cognitions) are inconsistent

persuasion

changing peoples attitudes, potentially influencing their actions

peripheral route persuasion

occurs when people are influenced by incidental cues, such as a speaker's attractiveness

central route persuasion

occurs when interested peoples thinking is influenced by considering evidence and arguments

norms

rules and expectations by which a society guides the behavior of its members. describes proper behavior in individual and social situations

conformity

adjusting our behavior or thinking to coincide with a group standard (2 types are: suggestibility and mimicry)

normative social influence

influence resulting from a person's desire to gain approval or avoid disapproval

informational social influence

influence resulting from one's willingness to accept others' opinions about reality

obedience

complying with an order or command