Term
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Definition
| a type of decision-making process that occurs at an unconscious or automatic level and is entirely effortless and unintentional |
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Term
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Definition
| mental shortcuts often used to form judgments and make decisions |
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Term
| Controlled or Effortful Thinking |
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Definition
| thinking that is effortful, conscious, and intentional |
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Term
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Definition
| how we think about the social world, and in particular how we select, interpret, and use information to make judgments about the world |
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Term
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Definition
| a decision-making shortcut in which we rely on our instinct instead of relying on more objective information |
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Term
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Definition
| a mental shortcut in which we make a judgment based on the ease with which we can bring something to mind |
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Term
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Definition
| mental structures that organize our knowledge about the world and influence how we interpret people and events. ex: your cousin owned a car that was very unreliable |
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Definition
| the process by which recent experiences increase the accessibility of a given trait or concept |
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Term
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Definition
| the tendency to classify someone or something based on its similarity to a typical case |
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Term
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Definition
| an error in which people ignore the numerical frequency, or base-rate, of various events in estimating their likelihood |
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Term
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Definition
| a mental shortcut in which we rely on an initial starting point in making an estimate but then fail to adequately adjust from this anchor |
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Term
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Definition
| the tendency to imagine alternative outcomes to various events |
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Term
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Definition
| the tendency to perceive a stimulus in different ways depending on the salient comparison ($70 dollar sweater) |
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Term
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Definition
| the tendency to see an issue differently based on the way it is presented |
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Term
| Implicit Personality Theory |
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Definition
| the theory that certain traits and behaviors go together |
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Term
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Definition
| the tendency for information that is presented early to have a greater impact on judgments than information that is presented later |
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Term
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Definition
| the tendency for people to be more influenced by negative traits than by positive ones (Barry Bonds) |
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Term
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Definition
| the tendency for people to see things in line with their own beliefs and expectations |
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Term
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Definition
| the tendency to see a correlation between two events when in reality, no such association exists |
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Term
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Definition
| the tendency to see a given outcome as inevitable once the actual outcome is known |
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Term
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Definition
| the tendency to maintain, and even strengthen, beliefs in the face of disconfirming evidence |
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Term
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Definition
| positive and negative evaluations of people, ideas, objects, and events |
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Term
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Definition
| a type of learning in which a neutral stimulus is repeatedly paired with a stimulus that elicits a specific response, and eventually the neutral stimulus elicits that response on its own |
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Term
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Definition
| the phenomenon by which the greater the exposure we have to a given stimulus, the more we like it |
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Term
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Definition
| a type of persuasion that occurs when stimuli are presented at a very rapid and unconscious level |
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Term
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Definition
| a type of learning in which behavior that is rewarded increases whereas behavior that is punished decreases |
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Term
| Observational Learning/Modeling |
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Definition
| a type of learning in which people's attitudes and behavior are influenced by watching other people's attitudes and behavior |
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Term
| Theory of Planned Behavior |
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Definition
| a theory that describes people's behavior as caused by their attitudes, subjective norms, and perceived behavioral control |
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Term
| Prototype/Willingness Model |
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Definition
| a model that describes the role of prototypes, or social images of what people who engage in the behavior are like, in influencing their willingness to engage in the behavior in a given situation |
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Term
| Cognitive Dissonance Theory |
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Definition
| a theory that describes attitude change as occurring in order to reduce the unpleasant arousal people experience when they engage in a behavior that conflicts with their attitude or when they hold two conflicting attitudes |
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Term
| Perceived Behavioral Control |
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Definition
| the extent to which one believes he or she can successfully enact a behavior |
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Term
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Definition
| a model that proposes people experience discomfort whenever they see their behavior as deviating from some type of important personal or normative standard, but that the strategy they use to reduce this dissonance will depend on what thoughts about the self are currently accessible |
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Term
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Definition
| a theory that people infer their attitudes by simply observing their behavior |
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Term
| Impression Management Theory |
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Definition
| a theory that individuals are not motivated to be consistent, but rather to appear consistent |
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Term
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Definition
| a theory that describes how people can reduce the arousal caused by cognitive dissonance by affirming a different part of their identities, even if that identity is completely unrelated to the cause of the arousal |
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Term
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Definition
| communication that is designed to influence one's attitudes |
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Term
| Elaboration Likelihood Model (ELM) |
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Definition
| a model describing two distinct routes of persuasion (central and peripheral) that are used to process persuasive messages |
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Term
| Central or Systematic Route |
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Definition
| a type of processing of persuasive messages that occurs when people have the ability and motivation to carefully listen to and evaluate the arguments in a persuasive message |
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Term
| Peripheral or Heuristic Route |
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Definition
| a type of processing of persuasive messages that occurs when people lack the ability and motivation to carefully listen to and evaluate a persuasive message, and hence are influenced only by superficial cues |
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Term
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Definition
| the phenomenon by which a message that is initially not particularly persuasive becomes more persuasive over time |
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Term
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Definition
| a type of persuasion that occurs when stimuli are presented at a very rapid and unconscious level |
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Term
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Definition
| making people aware that they will soon receive a persuasive message |
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Term
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Definition
| the idea that people react to threats to their freedom to engage in a behavior by becoming even more likely to engage in that behavior |
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Term
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Definition
| the idea that exposure to a weak version of a persuasive message strengthens people's ability to resist that message later on |
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