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Ch12 Social Psychology Rayla Gindl, elaboration likelihood model defined as model of persuasion stating that people will either elaborate on the persuasive message or fail to elaborate on it and that the future actions of those who do elaborate are more predictable than those who do not, Conformity defined as Changing one's own behavior to match that of other people, Prosocial Behavior defined as socially desirable behavior that benefits others, Attitude formation Interactions with others, scapegoating: typically occurs for members of an out-group target for frustrations and negative emotions, Foot-in-the-door defined as asking for a small commitment and, after gaining compliance, asking for a bigger commitment, That's-Not-All defined as a sales technigque in which the persuader makes an offer and then adds something extra to make the offer look better before the target person can make a decision, Groupthink characteristics Insularity, Prosocial Behavior negative effects bystander effect, Groupthink characteristics stereotyping