Social Norms and Behavior

A collection of vocabulary flashcards based on the key concepts discussed in the lecture about social norms and behavior.

Social Norms

Guidelines for behavior that are considered acceptable in a group or society.

Descriptive Norms

Norms that reflect the actual behavior of individuals in a given group.

Norm of Reciprocity

The social norm that suggests we should return favors and kindness to others.

Door-in-the-Face Technique

A persuasion technique where a large request is made first, followed by a smaller, more reasonable request.

Low-Ball Technique

A persuasion tactic where an initial agreement is obtained, then the cost is increased after the fact.

Connectedness in Norms

The relationship between following norms and feeling a sense of belonging to a group.

Informational Influence

The influence that results from accepting information obtained from another as evidence about reality.

Normative Influence

The influence that leads individuals to conform to the expectations of others.

Theory of Planned Behavior

A psychological theory that links beliefs and behavior, suggesting that attitude, norm, and perceived control affect intention and behavior.

Cultural Differences in Norms

Variations in how different cultures interpret and adhere to social norms.

Mastery and Norms

The need to achieve consensus on social norms and the benefits of being competent within a social context.

Reference Group

A group that individuals use as a standard for evaluating themselves and shaping their attitudes.

Salience of Group Identity

The degree to which group identity influences behavior and decision-making.

Long Term Consequences of Reciprocity

Benefits including a positive self-concept, maintenance of social contracts, and enhanced cooperation in society.

Activation of Norms

Conditions that enable norms to influence behavior, such as direct reminders and seeing others follow the norms.

Contradictory Norms

Situations where social norms and personal attitudes conflict, leading to psychological dissonance.