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| Pregunta | Respuesta |
| Antecedents (Vorläufer) | environmental stimuli which attempt to direct a target behavior through persuasion and/or announcing a consequence |
| Applied behavior analysis | an intervention approach that targets observable behaviors, and alerts behavioral antecedents and consequences to influence beneficial change |
| Authority | the social influence principle describing the tendency of individuals to (1) comply with the requests of high-status/power individuals, and (2) follow the advice of experts |
| Availability heuristic | the tendency to calculate the probability of an event's occurrence based on the ease with which we can bring that event to mind |
| Behavioral commitment | a written or verbal promise to perform a target behavior |
| Behavioral self-perception | the tendency to infer one's own attitudes and traits based on self-observations of one's behavior |
| Block-leader approach | an intervention technique in which members of a community neighborhood are recruited to serve as intervention agents and encourage participation in a particular program |
| Cognitive dissonance | the uncomfortable tension that arises when individuals become aware of inconsistencies in their attitudes and behaviors |
| Constistency | a fundamental human motive which drives us to be internally and externally consistent |
| Countercontrol | an attempt to regain perceived freedom by performing behavior contrary to that advocated by a behavior-change intervention |
| Descriptive norms | an individual's perceptions about what members of the social group typically do |
| Disincentive | an antecedent message or activator announcing negative consequences for a specific undesirable behavior |
| Fear appeals | motivational messages which attempt to change a behavior by explaining negative consequences which will occur in the absence of behavior change |
| Feedback | providing individuals with data about the frequency of a target behavior and/or the consequences of that behavior |
| Foot-in-the-door technique | a consistency-based social influence technique of personality on the behavior of others while underestimating the influence of the situation |
| Fundamental attribution error | the tendency to overestimate the influence of personality on the behavior of others while underestimating the influence of the situation |
| Incentive (Anreiz) | an antecedent message announcing the availability of a particular reward upon completion of a specified behavior |
| Injunctive norms | an individual's perception about what behaviors members of a social group approve or disapprove |
| Intrinsic motivation | motivation to complete a task for the sake of the task itself rather than the availability of external rewards |
| Liking | the social influence principle describing the tendency of individuals to comply with the requests of attractive, similar and familiar others |
| Modelling | intervention technique which involves the demonstration of a desired target behavior |
| Normative feedback | an intervention technique which provides data comparing an individual's behavior to typical or average group behavior |
| Penalty | a negatie consequence delivered after an undesirable behavior designed to decrease its future occurrence |
| Pluralistic ignorance | the tendency to believe the private attitudes and beliefs of others are different from one's own despite identical public behavior |
| Positive reinforcement | the delivery of a consequence that increases the probability the behavior it follows will recur |
| Prompts | verbal or written messages designed to remind people to perform a target behavior |
| Punishment | the delivery of a consequence that reduces the probability the behavior it follows will reoccur |
| Reactance | the tendency of individuals to act in ways to re-establish freedom when it becomes limited or threatened |
| Reciprocity | the social norm that pressures people to repay benefits received from others |
| Reward | a positive consequence delivered after a desirable behavior which is intended to increase future occurrences of the behavior |
| Scarcity | the human tendency to value scarce resources and opportunities |
| Social norms | codes of conduct which inform members of a social group how to act in various situations |
| Social proof | technique in which the behavior of others is presented as validation for a course of action |
| Three term contingency | the sequence of antecedent - behavior - consequence which provides the theoretical foundation for the behavior-change interventions developed by applied behavior analysts |
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