Social Influences on Behavior 

part of a broader phenomenon of choking under pressure.

potent cause of choking on academic tests due to stereotypes.

the entire set of ways by which people consciously and unconsciously modify their behavior to influence others impressions of them.

cases of compliance in which the requester is perceived as an authority figure as an order.

so simple, instinctive or well learned that they become automatic with little conscious thought.

people feel obliged to return favors.

a salesman gives you a gift before asking for a donation or giving a sales- pitch.

tension between acting for the good of a group and ones own selfish good at the expense of others.

not cooperating or slacking off in the group; while retaining the benefits of the groups actions.

Increasing the price after a commitment to buy.

based on the objective nature of an event or situation.

based on a desire to be part of a group.

a social expectation to perform leads to additional arousal and, in comfortable situations, leads to an increase in performance.

compared Earth with the common grazing land in towns.

mode of thinking that people engage in when they are deeply involved in a cohesive in group, and their strive for unanimity overrides motivation to realistically appraise alternative courses of action.

a witness is more likely to aid a victim when alone than when in a group.

the feeling of discomfort resulting from holding two conflicting beliefs.

cooperating or taking charge in the group.