Chapter 16: Social thought and behavior Social influence: changing behaviors (what we do) or attitudes (what we believe). * Two ways to process information:       Systematic processing: controlled processing of information; requires effort but allows paying close attention to an argument.       Heuristic processing: more automatic processing of information; requires little effort but relies only on superficial cues.             ->Halo effect: if a person is good in one domain, she has to be good in other domains as well. * Conformity: changing our behaviors/attitudes to be closer to the group’s norm, in order to be liked and fit in. * Compliance: getting people to change their behaviors/attitudes.          Foot-in-the-door technique: obtaining an initial small commitment from a person and then making a larger request; people tend to accept the larger request to be consistent.          Door-in-the-face technique: starting with a large unreasonable request, and making a “concession” by requesting less; people feel a subtle pressure to reciprocate and comply.      Induced compliance: feeling compelled to behave in ways that are different from one’s attitudes.          Cognitive dissonance: unpleasant state created by a difference in behaviors and attitudes. People try to eliminate this dissonance by changing their behavior or attitude.               The weaker the reasons we have to comply, the greater the pressure to change our attitudes. * Obedience: making a direct request to change a behavior; this works partly because of diffusion of responsibility (putting the responsibility in someone else’s hands).            -> By-stander effect: in an emergency situation, the more people are present, the less anyone is likely to offer help.