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Chapter 12 Cacia Meagher, SOCIAL INFLUENCE comes in different forms Obedience, Persuasion two types of processing peripheral-route processing, Compliance different techniques Door-in-the-Face, SOCIAL COGNITION encompasses Attitudes, Attitudes includes attitude formation Vicarious conditioning (Observational learning), Attitudes can be changed by Persuasion, Discrimination occurs when prejudicial attitudes cause members of a group to be treated differently than others in situations calling for equal treatment, Sternberg's triangular theory components commitment, dispositional comes from within oneself, That's-Not-All defined as sales technique: persuader makes an offer, then adds something extra to make the offer look better