Social Psychology Goals in Interaction (Pearson New International Edition)

581 Pages·2013·18.405 MB·English

by  Douglas Kenrick

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ISBN 978-1-29202-780-7 o
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9 781292 027807
Pearson New International Edition

Social Psychology
Goals in Interaction
Kenrick Neuberg Cialdini
Fifth Edition
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ISBN 13: 978-1-292-02780-7
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ISBN 10: 1-292-02780-0
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P E A R S O N C U S T O M L I B R AR Y
Table of Contents
Glossary
Douglas T. Kenrick, Steven L. Neuberg, Robert B. Cialdini 1
1. Introduction to Social Psychology
Douglas T. Kenrick, Steven L. Neuberg, Robert B. Cialdini 7
2. The Person and the Situation
Douglas T. Kenrick, Steven L. Neuberg, Robert B. Cialdini 49
3. Social Cognition: Understanding Ourselves and Others
Douglas T. Kenrick, Steven L. Neuberg, Robert B. Cialdini 95
4. Presenting the Self
Douglas T. Kenrick, Steven L. Neuberg, Robert B. Cialdini 139
5. Attitudes and Persuasion
Douglas T. Kenrick, Steven L. Neuberg, Robert B. Cialdini 187
6. Social Influence: Conformity, Compliance, and Obedience
Douglas T. Kenrick, Steven L. Neuberg, Robert B. Cialdini 235
7. Affiliation and Friendship
Douglas T. Kenrick, Steven L. Neuberg, Robert B. Cialdini 279
8. Love and Romantic Relationships
Douglas T. Kenrick, Steven L. Neuberg, Robert B. Cialdini 321
9. Prosocial Behavior
Douglas T. Kenrick, Steven L. Neuberg, Robert B. Cialdini 371
10. Aggression
Douglas T. Kenrick, Steven L. Neuberg, Robert B. Cialdini 413
11. Prejudice, Stereotyping, and Discrimination
Douglas T. Kenrick, Steven L. Neuberg, Robert B. Cialdini 459
12. Groups
Douglas T. Kenrick, Steven L. Neuberg, Robert B. Cialdini 513
I
561
Index 561
II
Glossary
Adaptation A characteristic that is well Automaticity The ability of a behavior other cues in the situation (such as
designed for survival and reproduction or cognitive process to operate with- weapons), these negative feelings will
in a particular environment. out conscious guidance once it’s put be expressed as either aggression or
Affordance An opportunity or threat into motion. flight.
provided by a situation. Availability heuristic A mental shortcut Cohesiveness The strength of the
AggressionBehavior intended to injure people use to estimate the likelihood bonds among group members.
another. of an event by the ease with which Collectivistic culture A culture that
Altruist Someone oriented toward instances of that event come to mind. socializes its members to think of
bringing the group benefits, even if it Avoidant attachment style Attachments themselves in terms of their relation-
means personal sacrifice. marked by defensive detachment from ships and as members of the larger
Anchoring and adjustment heuristic A the other. social group, and to prioritize the con-
mental shortcut through which people Bait-and-switch techniqueGaining a cerns of their relationship partners
begin with a rough estimation as a commitment to an arrangement, then and groups before their own.
starting point and then adjust this making the arrangement unavailable Command-and-control policy A pre-
estimate to take into account unique or unappealing and offering a more scriptive legal regulation that uses
characteristics of the present situation. costly arrangement. police power to punish violators.
AndrogynousDemonstrating a combi- Balance theory Heider’s theory that Communal sharing A form of exchange
nation of masculine and feminine people prefer harmony and consis- in which members of a group share a
characteristics in one’s behaviors. tency in their views of the world. pool of resources, taking when they
Anxious/ambivalent attachment style Basking in reflected glory The process are in need and giving when others
Attachments marked by fear of aban- of associating ourselves with success- are in need.
donment and the feeling that one’s ful, high-status others or events. Communication network The pattern
needs are not being met. Body language The popular term for of information flow through a group.
Archival method Examination of sys- nonverbal behaviors like facial expres- Companionate love Affection and ten-
tematic data originally collected for sions, posture, body orientation, and derness felt for those whose lives are
other purposes (such as marriage hand gestures. entwined with our own.
licenses or arrest records). Bystander effect The tendency of a Competence motivation The desire to
Arousal/cost–reward model The view bystander to be less likely to help in perform effectively.
that observers of a victim’s suffering an emergency if there are other Competitor Someone oriented to come
will want to help in order to relieve onlookers present. out relatively better than other play-
their own personal distress. Case study An intensive examination of ers, regardless of whether personal
AssertivenessBehavior intended to an individual or group. winnings are high or low in an
express dominance or confidence. Catharsis Discharge of aggressive absolute sense.
Attention The process of consciously impulses. Compliance Behavior change that
focusing on aspects of our environ- Central route to persuasion The way occurs as a result of a direct request.
ment or ourselves. people are persuaded when they focus Conflict spiral view The belief that
Attitude A favorable or unfavorable on the quality of the arguments in a escalations of international threat lead
evaluation of a particular thing. message. an opponent to feel more threatened
Attitudes Favorable or unfavorable eval- Chronically accessible The state of and that leaders should thus demon-
uations of a particular person, object, being easily activated, or primed, for strate peaceful intentions to reduce
event, or idea. use. the opponent’s own defensive hostili-
Attribution theories Theories designed Cognitive dissonance The unpleasant ties.
to explain how people determine the state of psychological arousal resulting Conformity Behavior change designed
causes of behavior. from an inconsistency within one’s to match the actions of others.
Augmenting principle The judgmental important attitudes, beliefs, or behav- Confound A variable that systematically
rule that states that if an event occurs iors. changes along with the independent
despite the presence of strong oppos- Cognitive heuristic A mental shortcut variable, potentially leading to a mis-
ing forces, we should give more used to make a judgment. taken conclusion about the effect of
weight to those possible causes that Cognitive response model A theory the independent variable.
lead toward the event. that locates the most direct cause of Consistency principle The principle
Authoritarianism The tendency to sub- persuasion in the self-talk of the per- that people will change their attitudes,
mit to those having greater authority suasion target. beliefs, perceptions, and actions to
and to denigrate those having less Cognitive-neoassociation theory The- make them consistent with each other.
authority. ory that any unpleasant situation trig- Cooperator Someone oriented toward
Authority ranking A form of exchange gers a complex chain of internal working together to maximize the
in which goods are divided according events, including negative emotions joint benefits to the self and the
to a person’s status in the group. and negative thoughts. Depending on group.
From Social Psychology, Fifth Edition. Douglas T. Kenrick, Steven L. Neuberg, Robert B. Cialdini. Copyright © 2010 by Pearson
Education, Inc. Published by Pearson Allyn and Bacon. All rights reserved. 1
GLOSSARY
Correlation coefficient A mathematical dency to notice threats and interpret quickly reframing the request in more
expression of the relationship between other people’s behavior as intended to favorable terms.
two variables. do one harm. Domain-general model A model that
Correlation The extent to which two or Deindividuation The process of losing attempts to explain a wide range of
more variables are associated with one one’s sense of personal identity, which different behaviors according to a sim-
another. makes it easier to behave in ways ple general rule (such as: do it if it’s
Correspondence bias (fundamental inconsistent with one’s normal values. rewarding).
attribution error) The tendency Demand characteristic Cue that makes Domain-specific model A model that
for observers to overes timate the participants aware of how the experi- presumes that the governing princi-
causal influence of personality factors menter expects them to behave. ples vary from one domain of behav-
on behavior and to underestimate Dependent variable The variable meas- ior to another (such as friendship
the causal role of situational ured by the experimenter. versus romance versus parent–child
influences. Descriptive method Procedure for meas- relationships).
Correspondent inference theoryThe uring or recording behaviors, thoughts, Door-in-the-face technique A tech-
theory that proposes that people and feelings in their natural state nique that increases compliance by
determine whether a behavior corre- (including naturalistic observations, case beginning with a large favor likely to
sponds to an actor’s internal disposi- studies, archival studies, surveys, and be rejected and then retreating to a
tion by asking whether (1) the psychological tests). more moderate favor.
behavior was intended, (2) the behav- Descriptive norm A norm that defines Downward social comparison The
ior’s consequences were foreseeable, what is commonly done in a situation. process of comparing ourselves with
(3) the behavior was freely chosen, Deterrence view The belief that signs those who are less well off.
and (4) the behavior occurred despite of weakness will be exploited by the Dramaturgical perspective The per-
countervailing forces. opponent and that leaders need to spective that much of social interac-
Counterargument An argument that show their willingness to use military tion can be thought of as a play, with
challenges and opposes other argu- force. actors, performances, settings, scripts,
ments. Differential parental investment The props, roles, and so forth.
Counterattitudinal action A behavior principle that animals making higher Dual process model of persuasionA
that is inconsistent with an existing investment in their offspring (female model that accounts for the two basic
attitude. as compared to male mammals, for ways that attitude change occurs—
Counterfactual thinking The process instance) will be more careful in with and without much thought.
of imagining alternative, “might have choosing mates. Dynamical system A system (e.g., a
been” versions of actual events. Diffusion of responsibility The ten- group) made up of many interacting
Covariation model The theory that pro- dency for each group member to elements (e.g., people) that changes
poses that people determine the cause dilute personal responsibility for act- and evolves over time.
of an actor’s behavior by assessing ing by spreading it among all other Effect/danger ratio Assessment of
whether other people act in similar group members. the likely beneficial effect of aggres-
ways (consensus), the actor behaves Direct aggression Behavior intended to siveness balanced against the likely
similarly in similar situations (distinc- hurt someone to his or her face. dangers.
tiveness), and the actor behaves simi- Discounting principle The judgmental Elaboration likelihood model A model
larly across time in the same situation rule that states that as the number of of persuasive communication that
(consistency). possible causes for an event increases, holds that there are two routes to atti-
Culture The beliefs, customs, habits, our confidence that any particular tude change—the central route and
and language shared by the people liv- cause is the true one should decrease. the peripheral route.
ing in a particular time and place. Discrimination Behaviors directed Emotional aggression Hurtful behavior
Culture of honor A set of societal toward people on the basis of their that stems from angry feelings.
norms whose central idea is that peo- group membership. Emotions Relatively intense feelings
ple (particularly men) should be ready Disidentify To reduce in one’s mind the characterized by physiological arousal
to defend their honor with violent relevance of a particular domain (e.g., and complex cognitions.
retaliation if necessary. academic achievement) to one’s self- Empathic concern Compassionate feel-
Cutting off reflected failure The esteem. ings caused by taking the perspective
process of distancing ourselves from Displacement Indirect expression of an of a needy other.
unsuccessful, low-status others or aggressive impulse away from the per- Empathy–altruism hypothesis The
events. son or animal that elicited it. presumption that when one empa-
Debriefing A discussion of procedures, Dispositional inference The judgment thizes with the plight of another, one
hypotheses, and participant reactions that a person’s behavior has been will want to help that other for purely
at the completion of the study. caused by an aspect of that person’s altruistic reasons.
Decision/commitment Factor on love personality. Equality matching A form of exchange
scales composed of items tapping Disrupt-then-reframe technique A in which each person gets the same as
decision that one is in love with and tactic that operates to increase com- the others.
committed to another. pliance by disrupting one’s initial, Equity A state of affairs in which one
Defensive attributional style A ten- resistance-laden view of a request and person’s benefits and costs from a
2
GLOSSARY
relationship are proportional to the Frustration–aggression hypothesis Ingratiation An attempt to get others to
benefits and costs incurred by his or (original) The theory that aggression like us.
her partner. is an automatic response to any block- Ingroup bias The tendency to benefit
Equity rule Each person’s benefits and ing of goal-directed behavior. members of one’s own groups over
costs in a social relationship should be Frustration–aggression hypothesis members of other groups.
matched to the benefits and costs of (reformulated) The theory that any Injunctive norm A norm that describes
the other. unpleasant stimulation will lead to what is commonly approved or disap-
Erotomania A disorder involving the emotional aggression to the extent proved in a situation.
fixed (but incorrect) belief that one is that it generates unpleasant feelings. Injunctive norm A norm that defines
loved by another, which persists in the Generalizability The extent to which what behaviors are typically approved
face of strong evidence to the con- the findings of a particular research or disapproved.
trary. study extend to other similar circum- Inoculation procedure A technique
Evolutionary perspective A theoretical stances or cases. for increasing individuals’ resistance to
viewpoint that searches for the causes Goal A desired outcome; something one a strong argument by first giving them
of social behavior in the physical and wishes to achieve or accomplish. weak, easily defeated versions
psychological predispositions that GRIT (Graduated and Reciprocated of it.
helped our ancestors survive and Initiatives in Tension Reduction) A Instrumental aggression Hurting
reproduce. strategy for breaking conflict spirals another to accomplish some other
Excitation-transfer theory The theory by publicly challenging the opponent (nonaggressive) goal.
that anger is physiologically similar to to match de-escalations. Integrative complexity The extent
other emotional states and that any Group Minimally, groups are two or to which a person demonstrates simpli-
form of emotional arousal can more individuals who influence each fied “black-and-white” categorical
enhance aggressive responses. other. Collections of individuals thinking, as opposed to ackn ow l -
Exemplar A mental representation of a become increasingly “grouplike,” how- edgment of all sides of an issue.
specific episode, event, or individual. ever, when their members are interde- Internal validity The extent to which an
Experience sampling method An pendent and share a common identity, experiment allows confident state-
observational technique in which sub- and when they possess structure. ments about cause and effect.
jects fill out frequent descriptions of Group polarization Occurs when group Intimacy Factor on love scales composed
who they are with and what is going discussion leads members to make of items tapping feelings of close
on. decisions that are more extremely on bonding with another.
Experiment A research method in the side of the issue that the group Labeling technique Assigning a label to
which the researcher sets out to sys- initially favored. an individual and then requesting a
tematically manipulate one source of Groupthink A style of group decision favor that is consistent with the label.
influence while holding others con- making characterized by a greater Low-ball technique Gaining a commit-
stant. desire among members to get along ment to an arrangement and then rais-
Experimental method Procedure for and agree with one another than to ing the cost of carrying out the
uncovering causal processes by sys- generate and critically evaluate alter- arrangement.
tematically manipulating some aspect native viewpoints and positions. Market pricing A form of exchange in
of a situation. Health psychology The study of behav- which everyone gets out in proportion
Expert power The capacity to influence ioral and psychological factors that to what they put in.
that flows from one’s presumed wis- affect illness. Market-based policy An offer of
dom or knowledge. Hypothesis A researcher’s prediction rewards to those who reduce their
External validity The extent to which about what he or she will find. socially harmful behaviors.
the results of an experiment can be Impression motivation The motivation Mere exposure effect The tendency to
generalized to other circumstances. to achieve approval by making a good feel positively toward people, places, or
Factor analysis A statistical technique impression on others. things we have seen frequently.
for sorting test items or behaviors into Inclusive fitness The survival of one’s Meta-analysis A statistical combination
conceptually similar groupings. genes in one’s own offspring and in of results from different studies of the
False consensus effect The tendency to any relatives one helps. same topic.
overestimate the extent to which oth- Independent variable The variable Minimal intergroup paradigm An
ers agree with us. manipulated by the experimenter. experimental procedure in which
Field experimentation The manipula- Indirect aggression Behavior intended short-term, arbitrary, artificial groups
tion of independent variables using to hurt someone without face-to-face are created to explore the foundations
unknowing participants in natural set- confrontation. of prejudice, stereotyping, and dis-
tings. Individualist Someone oriented toward crimination.
Foot-in-the door technique A tech- maximizing personal gains, without Minority influence Occurs when opin-
nique that increases compliance with a regard to the rest of the group. ion minorities persuade others of their
large request by first getting compli- Individualistic culture A culture that views.
ance with a smaller, related request. socializes its members to think of Monogamy Marital custom in which one
Friend Someone with whom we have an themselves as individuals and to give man marries one woman.
affectionate relationship. priority to their personal goals. Mood management hypothesis The
3
GLOSSARY
idea that people use helping tactically bias, in which each side in a conflict Psychological test Instrument for
to manage their moods. believes that it is best for both sides to assessing a person’s abilities, cogni-
Moods Relatively long-lasting feelings cooperate, while simultaneously tions, or motivations.
that are diffuse and not directed believing that the other side would Psychopath Individual characterized by
toward particular targets. prefer that “we” cooperated while impulsivity, irresponsibility, low empa-
Motivation The force that moves people “they” defected. thy, grandiose self-worth, and lack of
toward desired outcomes. Peripheral route to persuasion The sensitivity to punishment. Such indi-
Motive A high-level goal fundamental to way people are persuaded when they viduals are inclined toward acting vio-
social survival. focus on factors other than the quality lently for personal gain.
Multiple audience dilemma A situation of the arguments in a message, such as Public goods dilemma A situation in
in which a person needs to present dif- the number of arguments. which (1) the whole group can benefit
ferent images to different audiences, Personal commitment Anything that if some of the individuals give some-
often at the same time. connects an individual’s identity more thing for the common good but (2)
Natural selection The process by which closely to a position or course of individuals profit from “free riding” if
characteristics that help animals sur- action. enough others contribute.
vive and reproduce are passed on to Personal norms The internalized beliefs Public self-consciousnessThe tendency
their offspring. and values that combine to form a per- to have a chronic awareness of oneself
Naturalistic observation Recording son’s inner standards for behavior. as being in the public eye.
everyday behaviors as they unfold in Person Features or characteristics that Pure (true) altruism Action intended
their natural settings. individuals carry into social situations. solely to benefit another.
Need for cognition The tendency to Person–situation fit The extent to Random assignment The practice of
enjoy and engage in deliberative which a person and a situation are assigning participants to treatments so
thought. compatible. each person has an equal chance of
Need to belong The human need to Perspective taking The process of men- being in any condition.
form and maintain strong, stable tally putting oneself in another’s posi- Reactance theory Brehm’s theory that
interpersonal relationships. tion. we react against threats to our free-
Need-based rule Each person in a Persuasion Change in a private attitude doms by reasserting those freedoms,
social relationship provides benefits as or belief as a result of receiving a mes- often by doing the opposite of what we
the other needs them, without keep- sage. are being pressured to do.
ing account of individual costs and Pluralistic ignorance The mistaken Realistic group conflict theory The
benefits. impression on the part of group mem- proposal that intergroup conflict, and
Nonreactive measurement bers that, because no one else is acting negative prejudices and stereotypes,
Measurement that does not change a concerned, there is no cause for alarm. emerge out of actual competition
subject’s responses while recording Pluralistic ignorance The phenomenon between groups for desired resources.
them. in which people in a group misperceive Reciprocal aid Helping that occurs in
Norm of reciprocity The norm that the beliefs of others because everyone return for prior help.
requires that we repay others with the acts inconsistently with their beliefs. Reflected appraisal process The
form of behavior they have given us. Polyandry Marital arrangement involv- process through which people come to
Obedience Compliance that occurs in ing one woman and more than one know themselves by observing or
response to a directive from an husband. imagining how others view them.
authority figure. Polygamy Marital custom in which Reinforcement-affect model The the-
Observer bias Error introduced into either one man marries more than one ory that we like people with whom we
measurement when an observer woman (polygyny) or one woman mar- associate positive feelings and dislike
overemphasizes behaviors he or she ries more than one man (polyandry). those with whom we associate negative
expects to find and fails to notice Polygyny Marital arrangement involving feelings.
behaviors he or she does not expect. one man and more than one wife. Relative deprivation The feeling that
Participant observation A research Postdecisional dissonance The conflict one has less than the others to whom
approach in which the researcher one feels about a decision that could one compares oneself.
infiltrates the setting to be studied and possibly be wrong. Reliability The consistency of the score
observes its workings from within. Prejudice A generalized attitude toward yielded by a psychological test.
Passion Factor on love scales composed members of a social group. Replenishing resource management
of items tapping romantic attraction Priming The process of activating dilemma A situation in which group
and sexual desire. knowledge or goals, of making them members share a renewable resource
Passionate love A state of intense long- ready for use. that will continue to produce benefits if
ing for union with another. Prosocial behavior Action intended to group members do not overharvest it
Perceived outgroup homogeneity benefit another. but in which any single individual prof-
The phenomenon of overestimating Proximate explanation A focus on rela- its from harvesting as much as possible.
the extent to which members within tively immediate causes. Representative sample A group of
other groups are similar to each other. Proximity-attraction principle respondents having characteristics that
Perceptual dilemma The combination The tendency to become friends with match those of the larger population
of a social dilemma and an outgroup those who live or work nearby. the researcher wants to describe.
4
GLOSSARY
Representativeness heuristic A mental personal credit for our successes and to Social learning perspective A theoreti-
shortcut people use to classify some- blame external factors for our failures. cal viewpoint that focuses on past
thing as belonging to a certain cate- Sexual selection A form of natural learning experiences as determinants
gory to the extent that it is similar to a selection favoring characteristics that of a person’s social behaviors.
typical case from that category. assist animals in attracting mates or in Social learning theory Theory that
Role Expectation held by the group for competing with members of their own aggression is learned through direct
how members in particular positions sex. reward or by watching others being
ought to behave. Shyness The tendency to feel tense, rewarded for aggressiveness.
Scapegoating The process of blaming worried, or awkward in novel social Social loafing Reducing one’s personal
members of other groups for one’s situations and with unfamiliar people. efforts when in a group.
frustrations and failures. Situation Environmental events or cir- Social norm A rule or expectation for
Schema A mental representation captur- cumstances outside the person. appropriate social behavior.
ing the general characteristics of a par- Sliding reinforcer A stimulus that Social psychology The scientific study
ticular class of episodes, events, or brings rewards when used in small of how people’s thoughts, feelings,
individuals. doses, punishments when used in and behaviors are influenced by other
Scripted situation A situation in which large doses. people.
certain events are expected to occur in Social anxiety The fear people experi- Social responsibility norm The societal
a particular sequence. ence while doubting that they’ll be rule that people should help those
Secure attachment style Attachments able to create a desired impression. who need them to help.
marked by trust that the other person Social capital Assets that can be drawn Social support Emotional, material, or
will continue to provide love and sup- from one’s network of personal rela- informational assistance provided by
port. tionships. other people.
Secure base Comfort provided by an Social cognition The process of think- Social trap A situation in which individ-
attachment figure, which allows the ing about and making sense of oneself uals or groups are drawn toward
person to venture forth more confi- and others. immediate rewards that later prove to
dently to explore the environment. Social cognitive perspective A theoret- have unpleasant or lethal conse-
Self-concept A mental representation ical viewpoint that focuses on the quences.
capturing our views and beliefs about mental processes involved in paying Social validation An interpersonal way
ourselves. attention to, interpreting, and remem- to locate and validate the correct
Self-disclosure The sharing of intimate bering social experiences. choice.
information about oneself. Social comparison The process through Socialization The process whereby a
Self-esteem Our attitude toward our- which people come to know themselves culture teaches its members about its
selves. by comparing their abilities, attitudes, beliefs, customs, habits, and language.
Self-fulfilling prophecy When an ini- and beliefs with those of others. Sociocultural perspective The theoret-
tially inaccurate expectation leads to Social desirability bias The tendency ical viewpoint that searches for the
actions that cause the expectation to for people to say what they believe is causes of social behavior in influences
come true. appropriate or acceptable. from larger social groups.
Self-handicapping The behavior of Social dilemma A situation in which an Sociosexual orientation Individual dif-
withdrawing effort or creating obsta- individual profits from selfishness ferences in the tendency to prefer
cles to one’s future successes. unless everyone chooses the selfish either unrestricted sex (without the
Self-monitoring The tendency to be alternative, in which case the whole necessity of love) or restricted sex
chronically concerned with one’s group loses. (only in the context of a long-term,
public image and to adjust one’s Social dominance orientation The loving relationship).
actions to fit the needs of the cur- extent to which a person desires that Status hierarchy A ranking of group
rent situation. his or her own group dominate other members by their power and influence
Self-perception process The process groups and be socially and materially over other members.
through which people observe their superior to them. Stereotype Generalized belief about
own behavior to infer internal charac- Social exchange The trading of benefits members of social groups.
teristics such as traits, abilities, and within relationships. Stereotype threat The fear that one
attitudes. Social facilitation The process through might confirm the negative stereo-
Self-presentation The process through which the presence of others increases types held by others about one’s
which we try to control the impres- the likelihood of dominant responses, group.
sions people form of us; synonymous leading to better performance on Stereotyping The process of categoriz-
with impression management. well-mastered tasks and worse per- ing an individual as a member of a
Self-promotion An attempt to get others formance on unmastered tasks. particular group and then inferring
to see us as competent. Social identity The beliefs and feelings that he or she possesses the character-
Self-regulation The process through we have toward the groups to which istics generally held by members of
which people select, monitor, and we see ourselves belonging. that group.
adjust their strategies in an attempt to Social influence A change in overt Survey method A technique in which
reach their goals. behavior caused by real or imagined the researcher asks people to report
Self-serving bias The tendency to take pressure from others. on their beliefs, feelings, or behaviors.
5