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8 Cards in this Set
- Front
- Back
Positive Reinforcement |
Increasing behaviors by presenting positive reinforcers (i.e. any stimulus that, when presented after a response strengthens the response) |
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Negative Reinforcement |
Increasing behaviors by stopping or reducing negative stimuli/negative reinforcer (i.e. any stimulus that, when removed after a response, strengthens the response) |
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Central Route of Persuasion |
Occurs when interested people focus on the arguments and respond with favorable thoughts |
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Peripheral Route of Persuasion |
Occurs when people are influenced by incidental cues (e.g. speaker's attractiveness) |
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Foot-in-the-Door Phenomenon |
The tendency for people who have first agreed to a small request to comply later with a larger request |
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Superordinate Goals |
Shared goals that override differences among people and require their cooperation |
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Obedience |
Compliance with commands given by an authority figure |
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Conformity |
Adjusting our behavior or thinking to coincide with a group standard |