Chapter 7: Social Thinking and Social Influence

These flashcards cover key terms and concepts from Chapter 7 of Social Thinking and Social Influence, focusing on persuasion, social pressure, compliance tactics, and conformity.

Persuasion

The act of communicating arguments and information to change another person’s attitudes or beliefs.

The source

The person who sends the communication in the persuasion process.

The receiver

The person who receives the communication in the persuasion process.

The message

The information transmitted by the source in the persuasion process.

The channel

The medium through which the message is sent in the persuasion process.

Elaboration Likelihood Model

A theory that explains two different routes to processing information which can lead to persuasion: the central route and the peripheral route.

Peripheral route

A route of persuasion where the receiver is influenced by cues that are peripheral to the actual message, such as attractiveness of the source.

Central route

A route of persuasion where the receiver is influenced by logic and thoughtful consideration of the message.

Conformity

The act of matching attitudes, beliefs, and behaviors to group norms or expectations.

Normative Conformity

Conformity driven by the desire to gain social acceptance or avoid negative consequences.

Informational Conformity

Conformity that occurs when individuals look to others for guidance about what is correct or appropriate in a given situation.

Bystander Effect

The tendency for individuals to be less likely to help a victim when others are present.

Diffusion of Responsibility

A phenomenon where individuals feel less likely to take action because others are present.

Obedience

A form of compliance where individuals follow direct commands, typically from an authority figure.

Foot-in-the-Door Technique

A compliance tactic that involves getting a person to agree to a small request to increase the chances of agreeing to a larger request later.

Lowball Technique

A compliance tactic where an attractive offer is made to get someone to commit, but then hidden costs are revealed later.

Reciprocity Principle

The social norm that dictates that people should repay others for what they receive.

Door-in-the-Face Technique

A strategy that involves making a large request likely to be rejected, followed by a smaller request that is the actual goal.

Scarcity Principle

The idea that people desire what they perceive as scarce or limited in availability.