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Social and Cross-Cultural Psy (Fach) / Chapter 8 (Lektion)
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- evaluation apprehension a learned response to the presence of others when performing a task, whereby the performer experiences arousal when anticipating evaluation by these others (can affect social facilitation, and also helping behaviour)
- social influence change of attitudes, beliefs, opinions, values and behaviour as a result of being exposed to other individuals' attitudes, beliefs, opinions, values and behaviour
- norms belief systems about how (not) to behave, that guide behaviour but without the force of laws, and reflect group members' shared expectations about typical or desirable activities
- deindividuation a state in which individuals are deprived of their sense of individual identity, and are more likely to behave in an extreme manner, often antisocially and violating norms
- normative influence influence based on conforming to the positive expectations of others: people avoid behaving in ways that will lead to social punishment or disapproval
- informational influence influence based on accepting the information obtained from others as evidence about reality
- compliance a response whereby the target of influence acquiesces to a request from the influence source (also refers to change in behaviour to match a norm without change on a private level)
- door-in-the-face technique compliance technique in which the requester begins with an extreme request that is almost always refused, then retreats to a more moderate request, which he or she had in mind all along (also known as a 'reciprocal concessions' procedure)
- foot-in-the-door technique compliance technique in which the requester first asks for a small favour that is almost certain to be granted, then follows this up with a request for a larger, related favour
- lowballing technique compliance to an initial attempt is followed by a more costly and less beneficial version of the same request
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- innovation see minority influence
- majority influence (conformity) social influence resulting from exposure to the opinions of a majority, or the majority of one's group
- minority influence (innovation) situation in which either an individual or a group in a numerical minority can influence the majority
- conformity see majority influence
- consistency a behavioural style indicating that the same position is maintained across time; seen as central to minority influence
- conversion a change in private response after exposure to influence by others; internalized change; a change in the way one structures an aspect of reality
- self-categorization theory explains how the process of categorizing oneself as a group member forms social identity and brings about various forms of both group (e.g. polarization, influence) and intergroup (e.g. discrimination) behaviours
- referent informational influence individuals identify with a particular group and conform to a prototypical group position
- group polarization tendency to make decisions that are more extreme than the average of group members' initial positions, in the direction already favoured by the group
- groupthink a syndrome of poor group decision-making in which members of a cohensive ingroup strive for unanimity at the expense of a realistic appraisal of alternative courses of action
- obedience to authority complying with orders from a person of higher social status within a defined hierarchy or chain of command
- whistle blowing a specific form of disobedience in which people report corruption or unethical practice within an organization