part of a broader phenomenon of choking under pressure.
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Stereotype Threat
potent cause of choking on academic tests due to stereotypes.
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Impression Management
the entire set of ways by which people consciously and unconsciously modify their behavior to influence others impressions of them.
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Obedience
cases of compliance in which the requester is perceived as an authority figure as an order.
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Easy Tasks
so simple, instinctive or well learned that they become automatic with little conscious thought.
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Reciprocity Norm
people feel obliged to return favors.
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Pre-giving
a salesman gives you a gift before asking for a donation or giving a sales- pitch.
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Social Dilemma
tension between acting for the good of a group and ones own selfish good at the expense of others.
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Social loafing
not cooperating or slacking off in the group; while retaining the benefits of the groups actions.
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Low ball Technique
Increasing the price after a commitment to buy.
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Informative Influence
based on the objective nature of an event or situation.
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Normative Influence
based on a desire to be part of a group.
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Social Facilitation
a social expectation to perform leads to additional arousal and, in comfortable situations, leads to an increase in performance.
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Tragedy of the Commons
compared Earth with the common grazing land in towns.
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Groupthink
mode of thinking that people engage in when they are deeply involved in a cohesive in group, and their strive for unanimity overrides motivation to realistically appraise alternative courses of action.
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Diffusion of Responsibility
a witness is more likely to aid a victim when alone than when in a group.
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Cognitive Dissonance
the feeling of discomfort resulting from holding two conflicting beliefs.
Studied by 3 people
Note 
Flashcard (95)