Dearest SAS,
This is not my work, but thank you for the compliment!
Spinwing,
From the same citation:
Informational social influence is defined as “an influence to accept information obtained from another as evidence about reality” (Deutsch & Gerard, 1955, p. 629; italics in original).
The foot-in-the-door technique is a method for obtaining compliance from another person: If a person has already agreed to a small request, that person is more likely to agree to a large one later, given a relatively short delay between requests (Freedman & Fraser, 1966).
The normalization of deviance is an incremental acceptance of a progressively lower level of safety by a group of people (Vaughan, 1996).
Self-Motives: Impression Management and Self-Consistency:
Simply put, most people in most situations do not like to look bad to themselves or to others. Many individuals are also motivated to act in ways consistent with their beliefs... (Aronson, Cohen & Nail, 1999; Steele, 1988; Beauregard & Dunning, 1998; Higgins, 1987; Swann, 1983).
J.