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Social Psych Test 2
WSU Social Psych
42
Psychology
Undergraduate 3
03/01/2012

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Cards

Term
Affective Component of Attitude
Definition
Emotional reaction to a target
ex: I don't like cigarettes.
Term
Behavioral Component of Attitude
Definition
How you act towards a target
ex: I don't associate with people who smoke.
Term
Cognitive Component of Attitude
Definition
Knowledge understanding and beliefs about the target
ex: I believe smoking is dangerous.
Term
Cognitive Consistency Model
Definition
We always want our behaviors to be consistent with our attitudes
ex: I love college football, I attend every game.
Term
Dual Processing Model (Attitude Change of CC Model)
Definition
New attitude is processed in one of two ways, Peripheral (Heuristical) and Central
Term
Peripheral Processing
Definition
Respond to features of the information (# of arguments etc.)
ex: Brad Pitt says there are 15 arguments for condom use.
Term
Central Processing
Definition
Careful treatment of information
ex: Here is detailed evidence for condom use.
Term
Legitimate Power
Definition
Power through social role
ex: Your teacher can give you a test.
Term
Reward Power
Definition
Power through a positive offer
ex: Paying your brother to wash your car.
Term
Coercive Power
Definition
Power through a negative offer
ex: Take your brother's phone to wash your car.
Term
Expert Power
Definition
Power through special knowledge about the behavior
ex: My dentist says I should floss.
Term
Informational Power
Definition
Variant of Expert Power; just happens to know something useful
ex: My roommate says the food is terrible.
Term
Referent Power
Definition
Power through admiration from others
ex: I'll quit smoking because Obama did.
Term
Connectional Power
Definition
Variant of Referent Power; power through who you know rather then who you are
Term
Qualities of Minority Influence
Definition
1. Minority members must be former majority members
2. Needs to still be majority of another aspect
Term
Needs to reduce Dissonance
Definition
1. You chose the dissonance causing behavior
ex: I could have gone to a game but I didn't.
2. The negative consequences are your own fault
ex: It's my fault. I never got tickets.
3. Anticipated the bad consequences
ex: I knew I would be disappointed if I didn't go.
4. Dissonance will make you look bad
ex: My friends think it's weird I didn't go.
Term
Convergent Thinking
Definition
Majorities encourage variants on same idea
Term
Divergent Thinking
Definition
Minorities encourage new ideas
Term
Theory of Planned Behavior
Definition
Behavior is not always (perhaps never) consistent with attitude and this is OK because behavior is influenced by intentions
Term
Functions of Intentions
Definition
Attitude, Opinion, Control
ex: I won't have steak because: I don't like steak (A), My bf is a vegetarian (O), I can't afford steak (C)
Term
Attitude Change of Theory of Planned Behavior
Definition
New attitude will only produce new intention if attitude is emphasized, change beliefs, evaluation of beliefs, and give new beliefs
Term
Scarcity Influence
Definition
Limited time offer
Term
Authority Influence
Definition
Respected person says you should do something
Term
Diffusion of Status
Definition
A person who is respected on one dimension or for one feature is thought to be an expert in other unrelated areas
Term
Social Proof Influence
Definition
Respected person performs this action, so should you
Term
That's Not All! Influence
Definition
To offer something in conjunction with an extra offer. (In reality you pay the actual price of both offers)
Term
Pennies-A-Day Influence
Definition
Focus on daily costs rather aggregate costs
Term
Reciprocity Influence
Definition
Make an offer in hopes of receiving something in return
Term
Foot in the Door Influence
Definition
Get compliance with small request, then jump to larger request
Term
Door in the Face Influence
Definition
Make a large request, then step down to small request
Term
Lowballing Influence
Definition
Get commitment for impossible offer, reveal similar possible outcome
Term
Pique Technique Influence
Definition
Make an unusual request to stimulate more thought
Term
Social Norms Marketing
Definition
It would be effective to show people performing problem behaviors that aren't a typical behavior
Term
Proscriptive Norm
Definition
What not to do
Term
Prescriptive Norm
Definition
What to do
Term
Chameleon Effect
Definition
Pattern body movements to increase likability
Term
Echo Contagion
Definition
Copying of specific action
ex: You yawn, I yawn.
Term
Disinhibitory Contagion
Definition
Fight pressure in approach avoidance conflict
Term
Descriptive Norm
Definition
Everybody else is doing it
Term
Injunctive Norm
Definition
A reason to change behavior
Term
Emotion Contagion
Definition
Adopt initiators emotional
Term
Hysterical Contagion
Definition
Imitate initiators physical problems
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