Pysch social desirability

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foot in the Door
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Getting someone to agreed to a smaller request before asking a larger request later
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door in the face
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Starting with an absurd request the following with a reasonable request
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Appeals to fear
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Scaring someone into agreeing with the attitude
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social desirability
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The tendency to respond to questions in a socially desirable manner
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Implicit attitudes
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when people aren’t always aware of their attitudes
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12.3 how do others influence
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Persuasion Central route
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when evidence and arguments aim to trigger favorable thoughts. persuaded by content
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Persuasion Peripheral route
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influenced by incidental cues, such as speaker’s attractiveness or endorsement by respective people
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Social forces
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To fit in, we display best behaviors
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Social facilitaiton
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The presence of others enhances performance (triplett, 1897)
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triplett, 1897
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Social facilitation- the presence of others enhances performance
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Zajonc (1965)
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If the dominant response is relatively easy
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zajonc 2
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Social loafing
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People work less hard when in a group than when working alone. If monitored social loathing is reduces
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Deindividuation
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state of reduced individuality self-awareness, and attention to personal standards. acting out differently than normal Like being comfortable at a concert
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when self awareness is lower what is more likely
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deindividuation, when self-awareness disappears, so do restraints
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risky shift effect
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Groups often make riskier decisions than individuals (stoner, 1961)
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stoner, 1961
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risky business groups
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group polarization
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initial group attitudes determines whether the group becomes riskier or more cautious
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groupthink
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extreme form of group polarization that results when group members are particularly concerned with maintaining the groups cohesiveness
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Norms
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conventions or rules about how we act
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explicit rules
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stop at a stop sign turn of cell phone
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implicit rules
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say bless you opening doors
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compliance
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the degree to witch we agree to do things requested by others
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compliance influence factors
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mood failure to fully consider options persuasion techniques
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conformity
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the tendency to yield to group pressure
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asch study
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conformity influenced by
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…Culture, unity, and size

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