Conformity - Changing One's Own ______To Match That of Other People

Module 18 Notes

•  Social psychology – the scientific study of how a person's thoughts, ______, and behavior are influenced by the real, ______, or implied presence of others.

•  Social influence - the process through which the ______or implied presence of others can directly or indirectly ______the thoughts, feelings, and ______of an individual.

•  Conformity - changing one's own ______to match that of other people.

•  Consumer psychology – branch of psychology that studies the ______of consumers in the marketplace.

•  Compliance - changing one's behavior as a result of other people directing or ______for the change.

Four ways to gain compliance

•  Foot-in-the-door technique - asking for a ______commitment and, after gaining compliance, asking for a ______commitment.

•  Door-in-the-face technique - asking for a ______commitment and being refused, and then asking for a ______commitment.

•  Norm of reciprocity - assumption that if someone does something for a person, that person should do ______for the other in return.

•  Lowball technique - getting a commitment from a person and then ______the cost of that commitment.

•  That's-not-all technique - a sales technique in which the persuader makes an offer and then ______something extra to make the offer look better before the target person can make a decision.

Obedience

•  Obedience - changing one's behavior at the ______of an ______figure.

•  Milgram study - “teacher” administered what they thought were real ______to a “learner.”

Task Performance

•  Social facilitation - the tendency for the ______of other people to have a ______impact on the performance of an ______task.

•  Social impairment - the tendency for the ______of other people to have a ______impact on the performance of a ______task.

•  Social loafing - the tendency for people to put ______effort into a simple task when working with ______on that task.

Group Interaction

•  Deindividuation - a person's loss of his or her sense of ______caused by the stimulating feeling of being in a group combined with the lack of ______that comes from being in a crowd.

•  Group polarization - the ______of shared beliefs through discussion.

Changing a Groups Behavior – Leaders

•  Great person theory of leadership - attributed to 19th century Scottish historian Thomas Carlyle, states that leaders are extraordinary people who lead because they are ______to do it.

Transactional view of leadership - proposes that many ______combine to form the right conditions for the right kind of leader.

Transformational view of leadership - a third view of leadership; proposes that transformational leaders have certain ______traits that inspire change in individuals and in organizations.

Leadership Styles

•  There are ______major leadership styles, both of which affect the group.

•  Task oriented - skilled at getting the ______of the group accomplished efficiently and well.

•  Relationship-oriented - skillful at getting people in the group to work together in ______.