Social Influence and Behavior

A collection of flashcards reviewing key concepts related to social influence and behavior.

Social Norms

The implicit rules of a society or group that guide how people are expected to behave.

Social Influence Theory

How individuals change their behavior to meet the demands of a social environment.

Normative Social Influence

Individuals change their behavior to be accepted or liked by others, even if they don't personally agree.

Informational Social Influence

When individuals conform because they believe others have more knowledge or better information, especially in uncertain situations.

Persuasion

The process of changing a person's attitude or behavior through the use of information or argument.

Elaboration Likelihood Model

Explains how people are persuaded to change their attitudes or beliefs.

Central Route Persuasion

Attitude changes that occur due to thoughtful consideration of arguments.

Peripheral Route Persuasion

Attitude changes that occur due to superficial cues rather than the content of an argument.

Halo Effect

The tendency for an impression created in one area to influence opinion in another area.

Foot-in-the-Door Technique

Getting people to agree to a large request by first having them agree to a small request.

Door-in-the-Face Technique

Getting people to agree to a small request by first making a large request that they will refuse.

Conformity

Adjusting one's behavior or thinking to coincide with a group standard.

Culture

The enduring behaviors, ideas, attitudes, values, and traditions shared by a group of people and transmitted from one generation to the next.

Obedience

Compliance with commands given by an authority figure.

Prosocial Behavior

Behavior that is intended to benefit others.

Altruism

The selfless concern for the well-being of others.

Bystander Effect

The phenomenon where individuals are less likely to offer help to a victim when other people are present.

Social Responsibility Norm

The expectation that people will help those dependent upon them.

Social Exchange Theory

The theory that human interactions are transactions that aim to maximize one's rewards and minimize one's costs.

Reciprocity Norm

The expectation that people will respond favorably to each other by returning benefits for benefits.

Group Polarization

The tendency for group discussion to enhance the group's prevailing attitudes.

Groupthink

A mode of thinking that occurs when the desire for harmony in a decision-making group overrides a realistic appraisal of alternatives.

Diffusion of Responsibility

The reduction of personal responsibility in the presence of others.

Social Loafing

The tendency for individuals to put in less effort when working in a group than when working alone.

Deindividuation

The loss of self-awareness and self-restraint occurring in group situations that foster arousal and anonymity.

Social Facilitation

The tendency for people to perform differently when in the presence of others than when alone.

Social Trap

A situation in which individuals or groups act in their own self-interest, leading to a negative outcome for the group.

Superordinate Goals

Goals that require the cooperation of two or more people or groups to achieve.

Individualism

Giving priority to one's own goals over group goals and defining one's identity in terms of personal attributes.

Collectivism

Giving priority to the goals of one's group and defining one's identity accordingly.

Multiculturalism

The view that cultural diversity has positive effects and should be celebrated.

False Consensus Effect

People tend to overestimate how much others share their beliefs, attitudes, and behaviors.

Industrial-Organizational Psychology

Research methods to understand and improve workplace functioning, focusing on both individual and organizational levels.

Social-Reciprocity Norm

This norm suggests that people are more likely to help others who have helped them.

Social-Responsibility Norm

This norm suggests that people feel a duty to help those in need, especially when the person in need is dependent on them.