U4AP3 Role to Individualism (15)

Role

a set of expected behaviors, duties, and responsibilities associated with a particular position, status, or social identity within a group or society.

Social Influence Theory

The effect that other people have on an individual's thoughts, feelings, attitudes, or behaviors.

Normative Social Influence

when individuals conform to group norms or expectations in order to gain social approval, acceptance, or avoid rejection or disapproval.

Informational Social Influence

when individuals conform to the beliefs or behaviors of others because they believe others possess accurate knowledge or information, leading to acceptance of the group's judgments or decisions.

Persuasion

the process of intentionally influencing attitudes, beliefs, or behaviors of others through communication, argumentation, or manipulation of information.

Central Route Persuasion

a method of persuasion that involves careful consideration and evaluation of the arguments, evidence, and logic presented in a persuasive message.

Peripheral Route Pesuasion

a method of persuasion that relies on superficial factors such as attractiveness, credibility, or emotional appeals rather than the quality of the message itself.

halo effect

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

foot in the door technique

asking for a small commitment and, after gaining compliance, asking for a bigger commitment

door in the face technique

asking for a large commitment and being refused and then asking for a smaller commitment

Conformity

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

Social Norms

expected standards of conduct, which influence behavior

Obedience

A form of compliance that occurs when people follow direct commands, usually from someone in a position of authority

Culture

Beliefs, customs, and traditions of a specific group of people.

Individualism

giving priority to one's own goals over group goals and defining one's identity in terms of personal attributes rather than group identification