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Group psychology, Socialization, Attitudes and behavior - Coggle Diagram
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Socialization
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compliance
door-in-the-face: starts w a big request that the responder would likely reject and then make a smaller request, which is actually the purpose
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lowball technique: get an initial commitment from the responder and then raise the cost of the commitment
that's-not-all technique: the responder is made an offer, but before making a decision, is told the deal is even better
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individual processes
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anticipatory socialization: prepares for future changes (i.e. occupations, living environments)
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Attitudes and behavior
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Theories
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elaborative likelihood model: separates individuals on a continuum based on how they process persuasive information
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social cognitive theory: behavior is not learned by trial and error, but develops through direct observation and replication of the actions of others.
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