Groups and Pressure
When you go along with the decisions of a crowd.
Conformity
A set of assumptions about people in a given category summarizing our experience and beliefs about groups of people.
Stereotypes
Sharing common interests, beliefs, morals, and participating in similar activities.
Similarity
This term refers to the person or group presenting an argument.
The source
"Just Do It"
Nike
A phenomenon occurring when a group’s desire for harmony and consensus overrides a realistic appraisal of alternatives, resulting in poor decision-making.
Groupthink
Our tendency to form opinions about others based on their first impressions.
Primacy effect
Intimacy, passion, and commitment make up this type of love, according to Sternberg.
"Ideal" or "consummate" love
This route of persuasion relies on facts and appealing to logic.
Central route of persuasion
"Save money, live better"
Wal-Mart
The most extreme way of changing a person’s attitude, involving intense pressure, intimidation, or even harm.
Brainwashing
A type of attribution where one acts a certain way based on the situation.
External attribution
Also referred to as the “familiarity principle.”
Repeated exposure
The method by which you deliver an argument (news, social media, etc)
Channel
"What's in your wallet?"
Capital One
A change in attitude or behavior brought about by social pressure to comply with those perceived to be authorities
Obedience
The mental discomfort experienced when holding 2 or more contradictory beliefs, values, or behaviors.
Cognitive dissonance
A type of reward value based on the ability of a person to help you reach your goals.
Utility value
When you start with a big request, and then follow up with a smaller, more agreeable one.
Door-in-the-face
"The best a man can get"
Gillette
An important study that was done to find out why people follow orders using fake electric shocks.
Milgram's study
Unconscious, automatic evaluations—positive or negative—toward people, places, or things, which exist outside of conscious awareness.
Implicit attitude
A type of reward value when a person interests you or exposes you to new ideas and experiences
Stimulation value
When one develops a resistance to persuasion by being exposed to arguments that challenge their beliefs.
The inoculation effect
"Live in your world, play in ours"
PlayStation