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| the branch of psychology concerned with the way individuals' thoughts, feelings, and behaviors are influenced by others |
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| the process of forming impressions of others |
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| clusters of ideas about categories of social events and people, which we use to organize the world around us |
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| widely held beliefs that people have certain characteristics because of their membership in a particular group |
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| error that occurs when we think that two events are strongly associated even though they are not |
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| inferences that people draw about the causes of events, others' behavior, and their own behavior |
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| attributing the causes of behavior to personal dispositions, traits, abilities, and feelings |
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| attributing the causes of behavior to situational demands and environmental constraints |
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| fundamental attribution error |
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| the tendency of an observer to favor internal attributions in explaining the behavior of an actor |
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| the tendency to blame victims for their misfortune so that we feel less likely to be victimized in a similar way |
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| the tendency to attribute our positive outcomes to personal factors and our negative outcomes to situational factors |
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| liking or positive feelings toward another |
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| foot-in-the-door technique |
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| getting people to agree to a small request to increase the chances that they will agree to a larger request later |
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| the observation that males and females of approximately equal physical attractiveness are likely to select each other as partners |
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| liking those who show they like us |
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| widely shared expectations about how people in certain positions are supposed to behave |
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| a complete absorption in another person that includes tender sexual feelings and the agony and ecstasy of intense emotion |
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| a warm, trusting, tolerant affection for anoter whose like is deeply intertwined with one's own |
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| warm, closeness, and sharing in a relationship |
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| the intent to maintain a relationship in spite of difficulties and costs that may arise |
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| positive or negative evaluation of objects of thought; may include cognitive, behavioral, and emotional components |
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| the person who sends a communication |
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| the person to whom the message is sent |
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| the information transmitted by the source |
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| the medium through which the message is sent |
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| the rule that we should pay back when we receive something from others; may be used in an influence strategy |
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| behaving differently, usually unfairly, toward members of a group |
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| situation that exists when related cognitions are inconsistent |
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| yielding to real or imagined social pressure |
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| involves getting someone to commit to an attractive deal before its hidden costs are revealed |
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| a form of compliance that occurs when people follow direct commands, usually from someone in a position of authority |
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| involves putting group goals ahead of personal goals and defining one's identity in terms of the group one belongs to |
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| involves putting personal goals ahead of group goals and defining one's identity in terms of personal attributes rather that group memberships |
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| two or more individuals who interact and are interdependent |
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| the apparent paradox that people are less likely to provide needed help when they are in groups than when they are alone |
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| a reduction in effort by individuals when they work together, as compared to when they work by themselves |
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| situation that occurs when group discussion strengthens a group's dominant point of viw and produces a shift toward a more extreme decision in that direction |
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| phenomenon that occurs when member of a cohesive group emphasize concurrence at the expense of critical thinking in arriving at a decision |
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| the group one belongs to and identifies with |
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| people who are not a part of the ingroup |
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| the strength of the liking relationships linking group members ti each other and to the group itself |
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| a negative attitude hel toward members of a group |
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| was the first to describe the crucial dimension along which we make attributions;developed balance theory |
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| Cindy Hazen and Philip Shaver |
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| did research on infant-caregiver attachment patterns as predictors of adult romantic relationships |
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| with Hatfield, did research describing two types of romantic love: passionate and companionate |
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| originator of the theory of cognitive dissonance |
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| devised the "line-judging" procedure in pioneering investigations of conformity |
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| in a series of "fake shock" experiments, studied the tendency to obey authority figures |
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| developed the concept of groupthink |
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| under the name of Walster, did early study on dating and physical attractiveness; with Berscheid described types of romantic love |
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| concluded that attribution has not only an internal-external but a stable-unstable dimension |
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