chapter 16.6-16.12

Mere presence

The tendency for people to change their behavior just because of the presence of other people.

Personal space

An area surrounding the body that is regarded as private and subject to personal control.

Proxemics

Systematic study of the human use of space, particularly in social settings.

Intimate distance

The most private space immediately surrounding the body (up to about 18 inches from the skin).

Personal distance

The distance maintained when interacting with close friends (about 18 inches to 4 feet from the body).

Social distance

The distance at which impersonal interaction takes place (about 4 to 12 feet from the body).

Public distance

The distance at which formal interactions, such as giving a speech, occur (about 12 feet or more from the body).

Social facilitation

Tendency to perform better when in the presence of others.

Social loafing

Exerting less effort when performing a specific task with a group than when alone.

Conformity

Matching behavior and appearance to perceived social norms.

Group sanctions

Rewards and punishments (such as approval or disapproval) administered by groups to enforce conformity among members.

Groupthink

Flawed decision-making in which a collection of individuals favors conformity over critical analysis.

Compliance

Bending to the requests of a person who has little or no authority or other form of social power.

Foot-in-the-door effect

The tendency for a person who has first complied with a small request to be more likely later to fulfill a larger request.

Door-in-the-face effect

The tendency for a person who has refused a major request to subsequently be more likely to comply with a minor request.

Lowball technique

A strategy in which commitment is gained first to reasonable or desirable terms, which are then made less reasonable or desirable.

Obedience

Compliance with a request from an authority figure.

Milgram’s Obedience Studies

Experiments conducted by a Yale University psychologist to study obedience to authority.

Coercion

Being forced to change your beliefs or your behavior against your will.

Brainwashing

Engineered or forced attitude change involving a captive audience.

Cult

A group that professes great devotion to some person and follows that person almost without question; cult members are typically victimized by their leaders in various ways.

Self-assertion

A direct, honest expression of feelings and desires.

Overlearning

Learning or practice that continues after initial mastery of a skill.

How to become a team player (list 4)

CDEM:Create ground rules, Don’t assume everyone knows what you do, Ensure that everyone participates, Model the behavior you want to see

Nonassertive ACTOR

Self-denying, inhibited, hurt, and anxious; lets others make choices; goals not achieved

RECEIVER of a nonassertive actor

Feels sympathy, guilt, or contempt for actor; achieves goals at actor’s expense

Aggressive ACTOR

Achieves goals at others’ expense; expresses feelings, but hurts others; chooses for others or puts them down

RECEIVER of an aggressive actor

Feels hurt, defensive, humiliated, or taken advantage of; does not meet own needs

Assertive ACTOR

Self-enhancing; acts in own best interests; expresses feelings; respects rights of others; goals usually achieved; self-respect maintained

RECEIVER of an assertive actor

Needs respecting and feelings expressed; may achieve goal; self-worth maintained