1.

Compliance to a large request is gained by preceding it with a very small request.

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foot-in-the-door technique

2.

Influence stemming from the need for information in situations in which the correct action or judgment is uncertain.

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informational social influence

3.

The tendency to underestimate the commonality of one’s abilities and successful behaviors.

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false uniqueness effect

4.

A mode of group thinking that impairs decision making because the desire for group harmony overrides a realistic appraisal of the possible decision alternatives.

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groupthink

5.

The loss of self-awareness and self-restraint in a group situation that fosters arousal and anonymity.

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deindividuation

6.

The tendency to exert less effort when working in a group toward a goal than when individually working toward a goal.

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social loafing

7.

Following the commands of a person in authority.

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obedience

8.

The probability of a person helping in an emergency is greater when there are no other bystanders than when there are other bystanders.

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bystander effect

9.

The tendency as an observer to overestimate internal dispositional influences and underestimate situational influences upon others’ behavior.

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fundamental attribution error

10.

A theory developed by Festinger that assumes people have a tendency to change their attitudes to reduce the cognitive discomfort created by inconsistencies between their attitudes and their behavior.

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cognitive dissonance theory

11.

The assumption that the world is just and that people get what they deserve.

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just-world hypothesis

12.

In impression formation, information gathered early is weighted more heavily than information gathered later in forming an impression of another person.

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primacy effect

13.

Compliance to a costly request is gained by first getting compliance to an attractive, less costly request but then reneging on it.

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low-ball technique

14.

The lessening of individual responsibility for a task when responsibility for the task is spread across the members of a group.

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diffusion of responsibility

15.

A change in behavior, belief, or both to conform to a group norm as a result of real or imagined pressure.

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conformity