PSY2012 Exam 3 – Social Psychology: General Social Norms

Vocabulary flashcards covering key terms and concepts related to social influence and general social norms from PSY2012 Exam 3 material.

Social Psychology

The study of how people influence each other’s thoughts, feelings, and behavior.

Social Norms

Culturally dependent expectations about acceptable human conduct.

Conformity

Adjusting one’s behaviors or opinions to match those of others under small social pressure.

Normative Influence

Conforming to fit in and avoid looking foolish (e.g., taking drugs at a party because everyone else is).

Informational Influence

Conforming because the situation is ambiguous and others are used as a source of information (e.g., choosing activities believed to help college admission).

Compliance

Agreeing to do things requested by others, increased by good mood, inattention, or limited consideration; represents moderate social pressure.

Foot-in-the-Door Technique

After agreeing to a small request, people become more likely to comply with a larger, often undesirable, request.

Door-in-the-Face Technique

Following refusal of an oversized request, people become more likely to agree to a smaller request.

Lowballing

Securing agreement to purchase, then raising the cost; buyers accept because they are committed to the purchase.

Obedience

Changing behavior in response to commands from an authority figure; involves large social pressure.

Milgram Experiment

Stanley Milgram’s study demonstrating high levels of obedience to authority, even when participants believed they were harming a ‘learner’ with electrical shocks.