14 terms

Final Exam - Chapter 12

Social psychology
the scientific study of how a person's thoughts, feelings, and behavior are influenced by the real, imagined, or implied presence of others
Social influence
changing one's own behavior to match that of other people; refers to how an individual's behavior is influenced by the people around them to accept norms
kind of thinking that occurs when people place more importance on maintaing group cohesiveness than on assessing the facts of the problem with which the group is concerned; related to conformity; historical examples include: Bay of Pigs, Challenger, Iraq War
Consumer Psychology
branch of psychology that studies the habits of consumers in the marketplace
changing one's behavior as a result of other people directing or asking for the change; related to consumer psychology
Foot-in-the-door Technique
Door-in-the-face Technique
asking for a large commitment and being refused and then asking for a smaller commitment
Norm of reciprocity
Lowball Technique
That's-not-all Technique
a sales technique in which the persuader makes an offer and then adds something extra to make the offer look better before the target person can make a decision; "If you act now, we'll send you this 15-piece set of knives as a bonus!"
changing one's behavior at the command of an authority figure; due to perceived authority of asker; request perceived as command; people will go rather far in obeying the commands of an authority figure - ex: The soldiers in Nazi Germany, soldiers who were "just following orders"
Characteristics of Groupthink
invulnerability, rationalization, lack of introspection, stereotyping, pressure, lack of disagreement, self-deception, insularity
Milgram's Experiment
classic study on obedience, the participants were presented with a control panel. Each participant ("teacher"), was instructed to give electric shocks to another person (the "learner," who only pretended to be shocked).