Social Thinking and Social Influence

These flashcards cover key vocabulary and concepts related to social thinking, persuasion, and social influence.

Persuasion

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

Elements of Persuasion

Factors that influence persuasion, including the source, receiver, message, and channel.

Cognitive processes

Mental processes that underlie attitude change in the persuasion process.

Elaboration Likelihood Model

A theory that explains two routes to persuasion: central and peripheral route.

Peripheral Route

A method of persuasion where the receiver is influenced by superficial cues rather than the actual message.

Central Route

A method of persuasion where the receiver carefully examines and evaluates the message.

Conformity

The act of giving in to real or imagined social pressure.

Normative Conformity

Conformity that occurs due to fear of negative social consequences.

Informational Conformity

Conformity that occurs when individuals look to others for guidance in unclear situations.

Bystander Effect

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

Compliance

Going along with social pressure, even if it conflicts with personal beliefs.

Obedience

A form of compliance involving following direct commands 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 chances of agreeing to a larger request later.

Lowball Technique

A compliance tactic that obtains a commitment to an attractive proposition before revealing hidden costs.

Reciprocity Principle

The belief that people should repay what they receive from others.

Door-in-the-Face Technique

A compliance tactic where a large request is made first, followed by a smaller request that is more likely to be accepted.

Scarcity Principle

A psychological principle stating that people desire what they cannot have, leading to increased value placed on limited opportunities.