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Chapter 8: Conformity and Obedience, The Need to Be Accepted, When do…
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The Need to Be Accepted
social norms: The implicit or explicit rules a group has for the acceptable behaviors, values, and beliefs of its members
normative social influence: Going along with what other people do to be liked and accepted by them; we publicly conform with the group’s beliefs and behaviors but do not always privately accept them
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minority influence: The case where a minority of group members influences the behavior or beliefs of the majority
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informational social influence:Relying on other people as a source of information to guide our behavior; we conform because we believe that others’ interpretation of an ambiguous situation is correct and can help us choose an appropriate course of action
public compliance: Conforming to other people’s behavior publicly without necessarily believing in what the other people are doing or saying
private acceptance: Conforming to other people’s behavior out of a genuine belief that what they are doing or saying is right
techniques
foot-in-the-door technique: Social influence strategy in which getting people to agree first to a small request makes them more likely to agree later to a second, larger request
door-in-the-face technique: Social influence strategy in which first asking people for a large request that they will probably refuse makes them more likely to agree later to a second, smaller request
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people are motivated to get things right
which actually makes them MORE susceptible to informational social influence
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Descriptive norms: People’s perceptions of how people actually behave in given situations, regardless of whether the behavior is approved or disapproved of by others
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