Exam 8: Social Influence: Changing Others Behavior

One technique for gaining compliance is to offer a very favorable deal to someone,then change the terms of the deal to make it less attractive after the target person has accepted the initial deal.This is known as ________.

The type of social influence that occurs when one person orders another to perform some action and the other person then complies is known as ________.

All of the following individuals would likely be considered a "compliance professional" EXCEPT ________.

Discuss briefly the issue of explicit vs.implicit social norms.By what means do explicit norms get expressed,and how are they enforced? Give some examples.How about implicit norms? Give examples,and say how they're "enforced."

People who are asked to think of a close friend are subsequently ________ willing to help strangers than are those who are asked to think of a coworker.

Even though there is a sign that clearly says "Park closes after 9 P.M." Mary says to herself,"What a silly sign! I just want to walk around here;I'm not a 'bad guy'" and proceeds to walk in the park.Mary's behavior is ________ with normative focus theory since ________.

In Milgram's (1965)experiment in which research participants were ordered to deliver dangerous electrical shocks to individuals who made mistakes in learning word pairs,________ of the participants showed total obedience by delivering 450-volt shocks to the learners.

In any particular situation,our conformity is influenced by at least four factors,including our desire to be in control of our own behavior,our need to be accurate,our need to be different from others,and ________.

Your best friend Natalie has recently warned you against giving anyone you don't know well a ride home from a party.Recently you attended a party and spent the whole night reminiscing with other friends about fun times you had all shared with Natalie.Later a stranger approaches you and asks for a ride home;because your relational schema is activated,you will most likely

The lowball procedure is based on the ________ principle of compliance

The ________ technique begins with a large,usually unreasonable request.

All of the factors that bind group members together into a coherent social entity are collectively known as ________.

Individuals tend to show the greatest decrease in their ability to show harmful obedience when they ________.

Normative social influence is based on our desire to ________.

Normative social influence is based on our desire to ________ by others.

________ involves our need to distinguish ourselves from others in some respects.

One technique that is sometimes used to gain compliance is to tell the target person that they have only a limited amount of time in which to obtain a desired item or take advantage of an offer.This is known as the ________.

Jack has agreed to purchase a new car for $18,000.However,just before he gets ready to sign the contract,the salesman tells Jack that the sales manager will not approve the amount allowed for his trade-in,and that the contract will have to be higher,probably around $19,000.Jack has just been the victim of ________.

The type of social influence in which individuals change either their attitudes or behavior to adhere to existing social norms is known as ________.

One technique used for seeking compliance from others involves making a small request first,then making a larger request that is actually desired after compliance with the smaller request has been obtained.This is known as ________.