Social Influence and Compliance Techniques Quiz

Conformity is the change in behavior or belief due to real or imagined group pressure.

The Foot-in-the-door technique involves gaining compliance by first agreeing to a small request, then making a larger request.

In Milgram's obedience experiments, 65% of participants administered the highest level of shock to the learner.

Normative social influence suggests that people conform to the expectations of others to gain social approval and avoid social rejection.

Social loafing refers to the tendency for individuals to exert less effort when working collectively than when working individually.

Richard Petty proposed the elaboration likelihood model of persuasion.

The Door-in-the-face technique involves making a large request likely to be refused, followed by a smaller, more reasonable request.

Actor-observer bias is the tendency to attribute one's own actions to external causes while attributing other people's behaviors to internal causes.

Group polarization describes the tendency for group decision-making to be more extreme than the initial inclinations of its members.

The That's-not-all technique involves offering a product or service at a lower price than initially claimed.

In the Asch conformity experiments, group unanimity was the main factor influencing participants to conform to the incorrect group answer.

The Lowball technique involves offering an initial agreement, then increasing the cost of that agreement.

According to the central route of persuasion, the primary factor that determines whether a person will be persuaded is elaboration likelihood.

Philip Zimbardo conducted the Stanford prison experiment, demonstrating the power of social roles in influencing behavior.

Leon Festinger is known for the theory of cognitive dissonance, explaining the discomfort experienced when holding conflicting beliefs or attitudes.