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Chapters 4-7
Psych 336
59
Psychology
Undergraduate 4
02/05/2006

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Term
Self
Definition
self-concept (traits/memories), self-awareness (thinking about oneself
Term
Functions of self
Definition
organizing structure (self-schema/seeing trait as central to self concept), agent (regulate behavior/thoughts, ought self, makes choices)
Term
Self-awareness theory
Definition
comparing own beh. to internal values/standards, ought/minimal, ideal/personal best, not meeting standards make problems
Term
Pros/Cons of self-focus
Definition
Pros: get pers. standards, goal setting, highlight accomplishments---Cons: reminded of our shortcomings---most avoid high self-focus
Term
Other Selves
Definition
Temporal (time): then/now, global/specific--Possible selves: pos. or neg.
Term
Development of the self
Definition
Roles(specific), Social ID, Culture, Self complexity (buffers stress/failure, compartamentalizes, compensatory inflation-bad at this, good at this)
Term
Social Comparison
Definition
Gauge abilities, upward comparison (looking to better), downward comparison (looking to worse)
Term
Impression management
Definition
ingratiation (flattery), self-promotion, intimidation, exemplification, suplification---self-handicapping-making our goals tougher (gives excuse for failure, great success)
Term
self-enhancement
Definition
self-serving distortions (often)
Term
self-verification
Definition
wanting others to see you as you see you (sometimes)
Term
self-assessment
Definition
accurate self-knowledge (rare)
Term
The black box
Definition
people often unaware of internal mechanisms for beh/thought--when asked their reasons, preferences may change inexplicably
Term
Emotions
Definition
physiological can equal emotion-adrenaline interpreted by environmental cues (bridge experiment)
Term
Compliance
Definition
public (no personal endorsement), private (genuine), negative consequences (ASCH STUDY)
Term
Asch Line Study
Definition
number of allies, consistency of wrong response, more people/more pressure
Term
Autokinetic study
Definition
dark room, light, anchor/adjust to heuristic--public/private conformity
Term
Social info
Definition
beh. of others a source of info (esp. ambiguous sits), vicarious learning/modeling behavior (many norms explicitly given)
Term
Milgram obedience study
Definition
increasing proximity of auth. figure increases obedience-varying professionalism does NOT impact (HARVARD SHOCKER)
Term
When do people conform?
Definition
ambiguous situation, presence of experts, allies, crisis situations, group size/importance, culture
Term
Accountability
Definition
having to justify inc. conformity (personal importance, imp. of being accurate), preemptive self-criticism (when aud. opinion is known)
Term
Resisting the group
Definition
dislike deviant-want to change his mind-first voted out-like physical pain---isolation-frustration-anger-aggression
Term
Idiosyncratic credit
Definition
points earned off compliance allow for slight deviation
Term
minority influence
Definition
people pay attn b/c the view counters gen. accepted stance (inc. attn-central processing-inc. attitude resistance)
Term
cognitive dissonance
Definition
thoughts/beh out of line w/ one's attitudes
Term
reducing cog. diss.
Definition
change behavior, change attitude
Term
Festinger and Carlsmith
Definition
dull tasks for an hour, paid to tell others task is interesting, less pay=liking, more pay=no liking
Term
insufficient justification
Definition
When we have little external justification for our attitude-inconsistent behavior, we reduce dissonance by changing our attitude
Term
Dissonance related to Milgram
Definition
'I'm not responsible', 'I'm sorry but you have to answer'-obedience to auth. limited bahvior change, so attitude changed instead
Term
Aronson/Mills
Definition
intitation study-group discussion for females re: sex, embarrassment test, control
Term
Effort justification
Definition
the more effort you choose to invest in something, the more dissonance you will feel if the outcome proves disappointing. Cope with this inconsistency by altering attitude.
Term
self perception theory
Definition
draw attribution for how we feel by observing what we do when initial feelings are unclear
Term
facial feedback theory
Definition
Strack-smiling=funnier, muscles send message to brain to tell you whether you're happy or not
Term
Magic Marker study
Definition
id children playing with markers-some rewarded, some randomly rewarded, others not--results=best is unexpected, then not rewarded, then always rewarded
Term
overjustification effect
Definition
when intr. motivation decreases for activities now associated w/ extrinsic rewards
Term
internalizing behavior/insufficient justification
Definition
large reward/punishment--external just--temporary change--

small reward/punishment--internal justification--extended change
Term
justification of decisions
Definition
rate appliances, rationalize decision to make choice better
Term
Rationalization trap
Definition
justifying mistakes can lead to initiation of behavior consistent w/ mistake--cutting someone off--continue being aggressive
Term
attitudes
Definition
good/bad evals toward people, obj, ideas
Term
three components of attitudes
Definition
cognitive (belief), affective (feeling), behavioral (doing)
Term
LaPiere Chinese Couple study
Definition
travel w/ Chinese couple, 80 hotels let them in, six mths later write hotels to ask if they would let a Chinese couple in, they said no---no consistency!!
Term
When will attitudes determine behavior
Definition
assess attitudes specific to behavior, when soc. pressure is low, when attitudes are accessible to us
Term
explicit v. implicit attitudes
Definition
explicit-conscious attitudes--implicit-involuntary/automatic (may not be able to report these)
Term
Changing attitudes
Definition
cognitive dissonance, insufficient justification, overjustification
Term
Door in the face
Definition
make ridiculous request, then tone it down---contingent on reciprocity (returning kindness)
Term
Foot in the door
Definition
small agreement, then larger agreement--contingent on consistency-"that type of person" (have to keep requests in the same vein)
Term
Low balling
Definition
agree to specific deal, then raise price--contingent on justification of decision (still see deal as good), consistency
Term
Central/peripheral pursuasion
Definition
Central=increased scrutiny or a message

Peripheral=decreased scrutiny-reliance on cues (humor, experts, etc.)
Term
Elaboration Likelihood Model
Definition
outlines when central v. peripheral model will be used
Term
Personal relevance--which route?
Definition
High relevance-central route
Term
Distraction--which route?
Definition
high distraction-peripheral route
Term
Need for cognition--which route?
Definition
low need-peripheral

high need-more likely to spontaneously elaborate
Term
peripheral stuff
Definition
endorse, attn to speaker, cool music, similar others, colors, humor, experts, speed of presentation
Term
Central stuff
Definition
facts, comparisons, details, numbers
Term
Ad tricks
Definition
linking expert (Jell-0), target population, key words (new, improved)
Term
repeated exposure
Definition
mere experience effect-see something not bad, like it

accessibility important too

brand loyalty (consistency)

only good to a point!
Term
emotional reactions
Definition
fear based-have to explain how to reduce threat-have to find medium

humor, repeated exposure, ostracism
Term
Innoculation Effect
Definition
increasing message scrutiny-resisting message pressure--just say no!
Term
Contrast effect
Definition
anyone w/ different views is the enemy--with me or against me
Term
Reactance
Definition
loss of freedom=reaction (taboos)
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