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Social Psych Exam 3
study guide
104
Psychology
Undergraduate 3
10/21/2007

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Term
how are attitudes formed
Definition
classical conditioning, operant conditioning, observational learning, heredity
Term
why do strong attitudes resist change?
Definition
commitment, embeddedness
Term
commitment
Definition
more certain attitude is correct, more likely to dismiss evidence against attitude
Term
embeddedness
Definition
more connected to additional features of person: self concept, values, social identity
Term
how are attitudes weakened
Definition
undermining certainty, unhooking attitude from self concept of person
Term
factors affecting attitude-behavior consistency
Definition
knowledge, personal relevance, attitude accessibility, behavioral intentions
Term
knowledge effects on attitude-behavior consistency
Definition
more knowledge about a topic, more likely your behavior is consistent with your attitude: how consistent is based on amount of knowledge and whether it was obtained through direct experience (more consistent) or indirectly
Term
behavioral intentions
Definition
specific aims to act a certain way, influenced by attitudes
Term
attitude accessibility
Definition
degree to which an attitude springs to mind quickly, highly accessible more likely results in consistency
Term
theory of planned behavior
Definition
the best predictor of a behavior is one's behavioral intention, which is influenced by subjective norms, percieved behavioral control, and attitudes
Term
subjective norms
Definition
person's perception that important others would approve or disapprove of the behavior in question.
Term
perceived behavioral control
Definition
person's perception of how difficult it would be to perform the behavior in question
Term
persuasion
Definition
change in a private attitude or belief as a result of receiving a message. emphasis on private
Term
attitudes
Definition
favorable or unfavorable evaluations of particular things
Term
nonreactive measurement
Definition
measurement that does not change a subject's responses while recording them
Term
cognitive response model
Definition
most direct cause of persuasion is not what the communicator says to the target, but in the ensuing self talk of the persuasion target
Term
counterarguments
Definition
argument that challenges and opposes other arguments, therefore weakening the impact of a persuasive message
Term
reducing counterarguing
Definition
gain credibility by quoting an expert, give audience little time, distract them from making counterarguments
Term
inoculation procedure
Definition
technique for increasing individual's resistance to a strong argument by first giving them weak, easily defeated version of it.
Term
dual process models of persuasion
Definition
model accounting for two basic ways that attitude change occurs: with or without much thought
Term
central thought process
Definition
results from a high motivation and ability to think about the message, characterized by central processing, focused on the quality of the message arguments, results in lasting change that resists fading and counterattacks
Term
peripheral thought process
Definition
results from a low motivation or ability to think about the message, characterized by peripheral processing, focused on surface features such as th communicator's attractiveness or the number of arguments presented, results in temporary change that is susceptible to fading and counterattacks
Term
factors affecting motivation to process persuasion centrally
Definition
personal relivance of topic, need for cognition
Term
elaboration likelihood model
Definition
most prevalent dual process model of persuasion, holds that messages are either processed peripherally or centrally
Term
need for congnition
Definition
tendency to enjoy and engage in deliberative thought
Term
factors affecting ability to process persuasive messages centrally
Definition
distractions, insufficient information, insufficient time
Term
characteristics of a credible communicator
Definition
expert and trustworthy
Term
expertise
Definition
knowledge and experience
Term
trustworthiness of a communicator
Definition
communicator's honesty and lack of bias
Term
consistency principle
Definition
principle that people will change their attitudes, beliefs, perceptions, and actions to make them consistent with eachother
Term
Balance theory
Definition
Franz Heider- people prefer harmony and consistency in their views of the world. inconsistency causes tension, and to remove this tension, they will have to change something in the system.
Term
cognitive dissonance theory
Definition
unpleasant state of physiological arousal that results from an inconsistency in ones attitudes, beliefs, or behaviors. motivates person to reduce discomfort by reducing the inconsistency
Term
postdecisional dissonance
Definition
the conflict one feels about an irreversible decision that could be wrong. leads the person to be more confident in their decision to remove discomfort
Term
preference for consistency
(high vs. low, effects on dissonance)
Definition
motive to be self-consistent doesn't apply to those who don't value consistency, thus these people are less likely to experience cognitive dissonance
Term
impression motivation
Definition
the motivation to achieve approval by making a good impression on others
Term
characteristics of actions causing dissonance
Definition
action is counterattitudinal, freely chosen, unjustifiable by rewards or punishments, cannot be withdrawn, produces negative consequences
Term
high monitors characteristics
Definition
goal of gaining social approval, more aggreeable, change attitudes to fit situation
Term
low monitors characteristics
Definition
higher preference for consistency as opposed to social approval
Term
gender and persuasion
Definition
women more readily influenced, higher self-monitors, most easily persuaded in group pressure when position is out of line with the groups. social contexts usually require women to agree rather than disagree
Term
social influence
Definition
a change in overt behavior caused by real or imagined pressure from others
Term
categories of social influence
Definition
conformity, compliance, obediance
Term
conformity
Definition
behavior change designed to match the actions of others
Term
compliance
Definition
behavior change as a result of a direct request
Term
obedience
Definition
compliance that occurs in response to a directive from an authority figure
Term
Solomon Asch research
Definition
conformity research, line comparison. showed how group consensus pressures people to conform even when there is clear evidence against what is being conformed to.
Term
Leon Festinger theory
Definition
cognitive dissonance theory
Term
Fritz Heider theory
Definition
balance theory
Term
foot-in-the-door technique
Definition
technique that increases compliance with a large request by first getting compliance with a smaller, related request
Term
participant observation
Definition
a research approach in which the researcher infiltrates the setting to be studied and observes its workings from within
Term
Stanley Milgram research
Definition
obedience, shock procedure. showed that people will obey to do things against their will when instructed by an authority figure.
Term
expert power
Definition
capacity to influence that flows from one's presumed wisdom or knowledge
Term
authorities ability to influence
Definition
expert power
Term
social validation
Definition
an interpersonal way to locate and validate the correct choice
Term
Steve Hassan
Definition
case study of social influence that caused him to join the religious cultlike sect of the Moonie Unification church
Term
effects of consensus and similarity on conformity
Definition
consensus and similarity stimulate conformity because they give us confidence that the others' choices represent good choices for us too
Term
when does the motivation to be accurate push us toward conformity?
Definition
when we are unsure of our own judgments
Term
descriptive norms
Definition
norms that define what behaviors are typically performed
Term
injuctive norms
Definition
norms that define what behaviors are typically approved or disapproved. connected to social approval
Term
norm of reciprocity
Definition
injunctive norm that requires that we repay others with the form of behavior they have given us
Term
door-in-the-face technique
Definition
technique that increases compliance by beginning with a large favor likely to be rejected and then retreating to a more moderate favor
Term
thats-not-all technique
Definition
technique that increases compliance by "sweetening" an offer with additional benefits
Term
person-factors of gaining social approval
Definition
desire for approval, collective sense of self, resistance
Term
disrupt-then-reframe technique
Definition
tactic that operates to increase compliance by disrupting one's intitial, reistance-laden view of a request and quickly reframing the request in more favorable terms
Term
reactance theory
Definition
theory that we react against threats to our freedoms by reasserting those freedoms, often by doing the opposite of what we are geing pressured to do
Term
situational factors of gaining social approval
Definition
other's appeal, public observability
Term
personal commitmment
Definition
anything that connects an individual's identity more closely to a position or course of action
Term
low-ball technique
Definition
gaining a commitment to an arrangement and then raising the cost of carrying out the arrangement
Term
bait-and-switch technique
Definition
gaining a commitment to an arrangement, then making the arrangement unabailable or unappealing and offering a more costly arrangement
Term
labeling technique
Definition
assigning a label to an individual and then requesting a favor that is consistent with the label
Term
person factor of choosing correctly
Definition
uncertainty
Term
situation factors of choosing correctly
Definition
consensus and similarity
Term
person factor of being consistent with commitments
Definition
existing commitments (values)
Term
situation factor of being consistent with commitments
Definition
active commitments, public commitments
Term
Freedman and Fraser research
Definition
foot-in-the-door, household product search. people more likely to comply after survey
Term
principles of influence discovered by Cialdini
Definition
reciprocation, commitment/consistency, authority, social validation, scarcity, liking/friendship
Term
characteristics of copycat suicides
Definition
suicide rate jumps in areas that have highly publicized suicide stories, more prevalent among people who are similar in age and sex to victim
Term
obedience in hospital setting research
Definition
term Dr. has expert power. nurses obeyed dr.s orders that they considered inappropriate and potentially harmful to a patient, attributed this to dr. being legitimate and expert authority
Term
techniques targeting consistency with commitments
Definition
lowballing, labeling, foot-in-the-door
Term
affiliation motive
Definition
the desire to be near others and to have pleasant interactions with them
Term
friend
Definition
someone with whom we have an affectionate relationship
Term
experience sampling method
Definition
observational technique in which subjects fill out frequent descriptions of who they are with and what is going on
Term
how and why we choose friends
Definition
liking those who make us feel good, liking those who offer us a good deal, domain-specific social motivations
Term
reinforcement-affect model
Definition
theory that we like people with whom we associate positive feelings and dislike those with whom we associate negative feelings
Term
domain-general model/problem
Definition
model that attempts to explain a wide range of different behaviors according to a simple general rule (i.e. do it if it feels good). problem: sometimes we like people more when we meet them under, share unpleasant circumstances
Term
social exchange
Definition
trading of benefits within relationships
Term
equity
Definition
state of affairs in which one person's benefits and costs from a relationship are proportional to the benefits and costs incurred by his or her partner
Term
domain-specific model
Definition
model that presumes that the gverning principles vary from one domain of behavior to another. (i.e. friendship vs. romance vs. parent/child)
Term
goals of affiliation and friendship
Definition
getting social support, getting information, gaining status, and exchanging material benefits
Term
social support
Definition
emotional, material, or informtional assistance provided by other people
Term
health psychology
Definition
study of behavioral and psychological factors that affect illness
Term
self-disclosure
Definition
the sharing of intimate information about oneself
Term
models of social relations
Definition
communal sharing, authority ranking, equality matching, market pricing
Term
communal sharing
Definition
all members of group share in group's resources as needed and depend on one another for mutual care (family)
Term
authority ranking
Definition
higher-ranking individuals are entitled to loyalty, repect, and deference, lower ranking entitled to protection, advice, and leadership (military)
Term
equality matching
Definition
equal, reciprocated benefits (children playing)
Term
market pricing
Definition
individuals trade according to rational rules of self-interest, taking goods and services in proportion to what they put in, and seeking the best possible "deal" (marketplace)
Term
proximity-attraction principle
Definition
the tendecy to become friends with those who live or work nearby
Term
mere exposure effect
Definition
tendency to feel positively toward people, places, or things we have seen frequently
Term
social capital
Definition
assets that can be drawn from one's network of personal relationships
Term
characteristics of relationships in western cultures
Definition
freely chosen, less permanent or continuous, individualistic
Term
characteristics of relationships in traditional cultures
Definition
involuntary, permanent/continuous, collectivistic
Term
health psychology research
Definition
nurturing contact with other people is linked to a longer and happier life, dogs more stress-reducing than humans in certain evaluative situations
Term
self esteem maintenance theory
Definition
comparing oneself to similar others double edged sword in that you may bask in their glory when they achieve something not considered to be a personal specialty, or you may feel bad about your own performance if the triumph was in that area
Term
the nature of attitudes deals with
Definition
attitude formation, attitude strength, attitude behavior consistency
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