Social Influence and Persuasion

Flashcards covering key concepts from the lecture on social influence and persuasion.

Conformity

Changing behavior to match others without a direct request.

Compliance

Changing behavior to match others with a direct request.

Obedience

A form of compliance where the direct request comes from an authority figure.

Asch Paradigm

A study demonstrating group conformity in which individuals agreed with incorrect answers given by confederates.

Normative Influence

Conforming to avoid discomfort from disagreement and to gain group approval.

Informational Influence

Conforming because we believe the group is correct, especially in ambiguous situations.

Social Contagion

The phenomenon where behaviors, emotions, or conditions spread among people.

Mass Psychogenic Illness

An illness with no basis in biology that spreads through social contagion.

Foot-in-the-Door

A compliance strategy where a small request is followed by a larger request.

Door-in-the-Face

A compliance strategy where a large request is made first, followed by a more reasonable request.

Scarcity Principle

The idea that something perceived as rare is considered more valuable.

Elaboration Likelihood Model

A theory of persuasion identifying two routes: central (strong arguments) and peripheral (external cues).

Subliminal Advertising

Advertising intended to influence at an unconscious level.

Social Exchange Theory

A model assessing relationships based on the costs and benefits involved.

Ingroup Bias

The tendency to favor groups we belong to more than those we do not.

Groupthink

Flawed decision-making because members prioritize group harmony over critical analysis.

Loneliness

The feeling of deprivation of human social connections.

Mutuality

The recognition that partners' lives are intertwined in a relationship.

Matching Hypothesis

The theory that suggests people tend to pair with others of similar attractiveness.

Self-disclosure

The act of sharing personal information with another individual.