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Social Psych Test 2
Ch. 6-9
55
Psychology
Undergraduate 2
03/23/2010

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Term
External Justification
Definition
AKA consonant cognition.
A reason or an explanation for dissonant personal behavior that resides outside the individual.
(e.g., in order to receive a reward, avoid a punishment, not hurt others’ feelings)
Term
Cognitive Dissonance
Definition
the discomfort caused by performing an action that is contrary to logic or rational beliefs
Term
Internal Justification
Definition
AKA change cognition
The reduction of dissonance by changing something about oneself.
(e.g., one’s attitude or behavior)
Term
Counterattitudinal Advocacy
Definition
Stating an opinion or attitude that runs counter to one’s private belief or attitude. Creates dissonance.
Term
Postdecision Dissonance
Definition
Dissonance aroused after making a decision, typically reduced by enhancing the attractiveness of the chosen alternative and devaluating the rejected alternatives.
Term
Low-balling
Definition
A sales strategy in which customer first agrees to purchase a product at a very low cost, then the salesperson claims it was an error and raises the price.

Often the customer will agree to make the purchase at the inflated price.
Term
Justification of Effort
Definition
Increased liking for something you have worked hard to attain.
Term
Insufficient Punishment
Definition
Arouses dissonance—when external justification does not justify having resisted a desired activity or object, usually results in devaluing the forbidden activity or object.
Term
Attitudes
Definition
Evaluations of people, things, and ideas
Term
Affective Component of attitude
Definition
consists of your emotional reactions toward the attitude object
Term
Cognitive Component of attitude
Definition
consists of your thoughts and beliefs about the attitude object
Term
Behavioral Component of attitude
Definition
consists of your actions or observable behavior toward the attitude object.
Term
Cognitively Based Attitude
Definition
An attitude based primarily on people’s beliefs about the properties of an attitude object.
Term
Affectively Based Attitude
Definition
An attitude based largely on people’s feelings and values
Term
Classical Conditioning
Definition
Creates affect-based attitudes
When a stimulus that elicits an emotional response is repeatedly paired with a neutral stimulus that does not…..
then the neutral stimulus takes on the emotional properties of the first stimulus.
Term
Operant Conditioning
Definition
Creates affect-based attitudes
Behaviors that people freely choose to perform increase or decrease in frequency when followed by reinforcements or punishments.
Term
Behaviorally Based Attitude
Definition
An attitude based on observations of how one behaves toward an attitude object.
Term
Need for Cognition
Definition
A personality variable: how much people engage in and enjoy effortful thought
Term
Central Route to Persuasion
Definition
When people are motivated to process a message and have the ability to do so, they will be most persuaded when the facts are logically compelling.
Term
Peripheral Route to Persuasion
Definition
When people are not motivated or not able to process a message, they notice the surface characteristics of the message--how long it is, who is delivering it, how it makes them feel
Term
Elaboration Likelihood Model
Definition
specifies when people will be influenced by what the speech says (i.e., the logic of the arguments) and when they will be influenced by more superficial characteristics (e.g., who gives the speech or how long it is).
Term
Fear-Arousing Communications
Definition
Persuasive messages that attempt to change people’s attitudes by arousing their fears.
Term
Attitude Inoculation
Definition
Making people immune to attempts to change their attitudes by initially exposing them to small doses of the arguments against their position.
Term
Attitude Accessibility
Definition
The strength of the association between an attitude object and a person’s evaluation of that object, measured by the speed with which people can report how they feel about the object.
Term
Theory of Planned Behavior
Definition
Best predictors of planned, deliberate behaviors:
attitudes toward specific behaviors
subjective norms
perceived behavioral control
Term
Specific attitudes
Definition
specific attitudes toward the behavior
Term
Subjective norms
Definition
beliefs about how people you care about view the behavior
Term
Perceived behavioral control
Definition
beliefs about ease/difficulty of performing the behavior.
Term
Conformity
Definition
A change in behavior due to the real or imagined influence of other people.
Term
Informational Social Influence
Definition
Conforming to others because they provide useful, accurate information to guide behavior, especially in ambiguous situations
Term
Private Acceptance
Definition
Conforming out of a genuine belief that they are right.
Term
Public Compliance
Definition
Conforming without necessarily believing it’s right.
Term
Social Norms
Definition
Implicit or explicit rules a group has for the acceptable behaviors, values, and beliefs of its members.
Term
Normative Social Influence
Definition
Conforming to others in order to be liked and accepted by them.

May be limited to public compliance without private acceptance.
Term
Minority Influence
Definition
A numerical minority of group members influence the behavior or beliefs of the majority.
Term
Leniency effect
Definition
Minorities more influential when in-group members
People listen, might not agree on direct measures, but don’t contradict minority—eventually persuaded on indirect measures
Term
Group
Definition
Two or more people who interact and are interdependent such that their needs and goals cause them to influence each other.
Term
Social Roles
Definition
Shared expectations in a group about how particular people are supposed to behave.
Term
Social Facilitation
Definition
People do better on simple tasks and worse on complex tasks when in the presence of others and individual performance can be evaluated.
Term
Social Loafing
Definition
When people are in presence of others and individual performance can’t be evaluated
we do worse on simple tasks
we do better on complex tasks
Term
Deindividuation
Definition
Loosening of normal constraints on behavior when people can’t be identified
Increases impulsive and deviant acts
Term
Process Loss
Definition
Any aspect of group interaction that inhibits good problem solving.
Term
Group Cohesiveness
Definition
Qualities of a group that bind members together and promote liking
Term
Groupthink
Definition
A kind of process loss—maintaining group cohesiveness and solidarity is more important than considering the facts in a realistic manner
Term
Group Polarization
Definition
Groups make more extreme decisions than the initial judgments of its members
Term
Great Person Theory
Definition
Key personality traits make a person a good leader, regardless of the situation.
Term
Transactional Leaders
Definition
Leaders who set clear, short-term goals and reward people who meet them.
Term
Transformational Leaders
Definition
Leaders who inspire followers to focus on common, long-term goals.
Term
Contingency Theory of Leadership
Definition
Leadership effectiveness depends on how task-oriented or relationship-oriented the leader is and on the amount of control and influence the leader has over the group
Term
Task-Oriented Leader
Definition
A leader concerned primarily with getting the job done
Term
Relationship-Oriented Leader
Definition
A leader concerned primarily with workers’ feelings and relationships
Term
Social Dilemma
Definition
A conflict in which the most beneficial action for an individual has harmful effects if everyone does it
Term
Tit-for-Tat Strategy
Definition
A means of encouraging cooperation
by responding as your opponent previously did (cooperatively or competitively)
Term
Public Goods Dilemma
Definition
A social dilemma in which individuals must contribute to a common pool in order to maintain the public good.
Term
Commons Dilemma
Definition
A social dilemma in which everyone takes from a common pool of goods that will replenish itself if used in moderation but will disappear if overused.
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