| A | B |
|---|
| influence resulting from a person’s desire to gain approval or avoid disapproval | normative social influence |
| the theory that we act to reduce the discomfort we feel when two thoughts are inconsistent. For example, when our awareness of our attitudes and of our actions clash, we can reduce the resulting dissonance by changing our attitudes | 2. cognitive dissonance theory |
| the tendency for people who have first agreed to a small request to comply later with a larger request | 3. foot-in-the-door phenomenon |
| the mode of thinking that occurs when the desire for harmony in a decision-making group overrides a realistic appraisal of alternatives | groupthink |
| feelings, often based on our beliefs, that predispose us to respond in a particular way to objects, people, and events | attitude |
| the tendency for observers, when analyzing another’s behavior to underestimate the impact of the situation and to overestimate the impact of personal disposition | 6. fundamental attribution error |
| the loss of self-awareness and self-restraint occurring in group situations that foster arousal and anonymity | deindividuation |
| suggests how we explain someone’s behavior—by crediting either the situation or the person’s disposition | attribution theory |
| the tendency for people in a group to exert less effort when pooling their efforts toward attaining a common goal than when individually accountable | social loafing |
| the scientific study of how we think about, influence, and relate to one another | social psychology |
| stronger responses on simple or well-learned tasks in the presence of others | social facilitation |
| influence resulting from one’s willingness to accept others’ opinions about reality | informational social influence |
| the enhancement of a group’s prevailing inclinations through discussion within the group | group polarization |
| adjusting one’s behavior or thinking to coincide with a group standard | conformity |
