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Social Psych
Test 3
69
Psychology
Undergraduate 4
10/17/2012

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Term
Define persuasion
Definition
The process by which a message induces a change in one’s beliefs, attitudes or behavior
Term
What is the sleeper effect?
Definition
A delayed impact of a message that occurs when an initially discounted message from a non-credible source later becomes effective
Term
What is the primacy effect?
Definition
The tendency for information presented first to have greater influence than information presented later
Term
What is the recency effect?
Definition
When information presented last has greater influence than information presented earlier
Term
Describe the central route to persuasion
Definition
Persuasion that occurs when an individual is motivated and thinks systematically about an issue
Term
What is the peripheral route to persuasion?
Definition
Persuasion that occurs when people are influenced more by superficial cues and less by thinking about the issue
Term
What is attitude inoculation?
Definition
The idea that providing a small, weaker argument will “inoculate” people and make them more resistant to stronger subsequent persuasive appeals
Term
Define forewarning in terms of a persuasive technique
Definition
Letting your audience know an opponents arguments beforehand, so they have a chance to discredit them before they're even presented
Term
Define counterargumentation
Definition
The generation of opposing arguments when presented with a persuasive appeal
Term
What is the discounting cue hypothesis?
Definition
People initially discount arguments from a non-credible source but over time dissociate what was said from who said it
Term
What is an emotional appeal?
Definition
Using an emotional argument when trying to persuade less-informed/less analytic/less involved audience
Term
What are logical appeals?
Definition
Those arguments that are better used when trying to persuade a well-informed analytic and/or involved audience
Term
What are the traits associated with the perceived expertise of a communicator?
Definition
-Stating what the audience agrees with
-Knowledgeable
-Speaking with confidence
-Speaking rapidly
Term
What are the traits associated with trustworthiness of a communicator?
Definition
-Eye contact
-When overt attempts at persuasion are low
-Arguing against one’s own self-interest, i.e, suffering for one’s beliefs
-Arguing an unexpected position
Term
On judgments of fact, do credible sources or those more similar to us have the greater influence?
Definition
It depends. For choices involving personal value, taste, way of life: similar has more influence. For choices involving judgements of fact, credibility is more effective.
Term
When are people most likely to use the central vs. the peripheral route to persuasion?
Definition
Central: Audience is educated, analytical, and involved

Peripheral: Used when audience is less involved, educated, or analytical
Term
What are the three reasons as to why people in good moods more susceptible to persuasive messages?
Definition
-Positive feelings become linked with the message
-People are more likely to have impulsive responses
-Peripheral route to persuasion
Term
According to Aronson (1997), what is likely to occur when fear aroused by a persuasive message is relevant to a pleasurable activity, such as sexual activity or smoking?
Definition
Denial: When people aren't told how to avoid the danger, the message is overwhelming and ultimately disregarded
Term
When arguing a position greatly discrepant from the recipient’s initial position is it better to use a credible source or an average person?
Definition
A credible source.
Term
Describe the study by Asch (1946) in which participants read a description of John. How did the order of traits describing John affect their evaluation of him and why?
Definition
Volunteers were to read a list of traits about John. The only difference in the lists were the order of the words: in the first, a few good traits were followed by a few bad. Vice versa in the second. The second list produced more negative evaluations due to the primacy effect.
Term
Describe the study by Farqijar & Maccoby (1977) to lower the risk of heart disease. In what condition were participants most likely to change their habits and lower their risk?
Definition
Team wanted to see how best to reduce heart disease. City 1 given no persuasive appeal other than what was already in the media, City 2 used TV, radio, newspapers, and direct mail to teach about coronary risk and how to reduce it. City 3 had that plus personal contact to high risk residents to set health goals.

Cities 2 and 3 changed, 3 the most.
Term
Describe the research on subliminal persuasion. Is subliminal persuasion ever effective and if so, under what conditions?
Definition
Started with Vicary in the 50s with the theater and popcorn sales. Greenwald gave participants tapes to boost memory or self esteem, secretly switching several of them. Results showed improvement regardless of what they listened to (placebo effect). Subliminal persuasion works but only under limited, laboratory conditions
Term
What are the persuasive tactics used to indoctrinate new members of a cult?
Definition
-Isolation and perspective
-Confessions of former life
-One-side and emotional arguments
-“Love bombing”
-Physical activities and chants
-Attitudes follow behavior
-Foot-in-the-door
Term
What are the traits of people who are most vulnerable to cult indoctrination?
Definition
-Young, educated, middle class
-Emotionally vulnerable
-The need for identity and belonging
Term
Define group
Definition
Two or more people who interact with and influence one another and perceive one another as “us”
Term
What is social facilitation?
Definition
The tendency to perform better or faster in the presence of an audience
Term
Define social loafing
Definition
The tendency for people to exert less effort when they pool their efforts toward a common goal than when they are individually accountable
Term
What is deindividuation?
Definition
A loss of self-awareness and personal responsibility that is most likely to occur in groups
Term
What is evaluation apprehension?
Definition
The presence of others will produce social facilitation effects only when those others are seen as potential evaluators
Term
Describe the idea of mere presence
Definition
The mere presence of others is sufficient to produce social facilitation effects
Term
What is the distraction conflict theory?
Definition
The presence of others distracts from the task and creates attentional conflict
Term
What is pluralistic ignorance?
Definition
A false impression of what most other people are thinking or feeling, or how they are responding
Term
What is groupthink?
Definition
Thinking that occurs when group cohesiveness and consensus override realistic appraisals of alternative courses of action
Term
What is social leadership?
Definition
Leadership that builds teamwork, mediates conflict, and offers support
Term
What is task leadership?
Definition
Leadership that organizes work, sets standards, and focuses on goals
Term
What is group polarization?
Definition
Group-produced enhancement of members’ preexisting tendencies, i.e., a strengthening of the members’ average tendency
Term
With regards to the research on social facilitation, under what conditions will the presence of others facilitate performance and under what conditions will the presence of others hinder performance?
Definition
Hinders: complex maze learning, complex mathematical skills, and learning nonsense syllables

Facilitate:Simple math, motor, and visual-spatial tasks
Term
In the study by Michaels et al., how did the presence of an observer affect the performance during a game of pool?
Definition
Percentage of shots went from 71% to 80% for good players

Percentage of shots went from 36% to 25% for poor players
Term
How do concerns about evaluation apprehension affect the likelihood of social loafing?
Definition
Social loafing will lessen if a person thinks they will be caught not putting in their fair share
Term
How does social loafing vary according to culture?
Definition
Collectivist cultures are less likely to loaf
Term
How can the likelihood of social loafing be minimized?
Definition
-The task is challenging, appealing or involving

-Each person’s contribution is identifiable

-Individuals believe their contribution is important

-Working with friends
Term
What are the conditions that are most likely to cause deindividuation?
Definition
When a person is in a large group and is just another face in the crowd.
Term
In the study by Ellison & Govern (1995), who was most likely to honk aggressively at someone stopped at a green light? What did the study reveal about aggression and anonymity?
Definition
Those who had their tops on their car honked 1/3 sooner, 2x as often, and 2x as long.

A person is more likely to show aggression if they won't get caught
Term
Describe the research by Stoner on the so-called “risky shift” effect. Do groups always make riskier decisions than individuals?
Definition
Participants asked to give advice after reading an imaginary decision dilemma scenario. Those who chose their response in groups were more likely to go for the riskier choice.

Not always, but its more likely.
Term
In terms of the group polarization effect, why do groups shift their initial position in a riskier or more cautious direction?
Definition
The group reinforces an individual's original tendency
Term
What underlying processes help to explain the occurrence of group polarization? Include a discussion of normative and informational influences in your answer.
Definition
Informational: In a group one can hear arguments he or she may not come up with one their own; hearing several people favor a decision increases an individual's tendency to choose that same decision, active participation (via a verbal commitment) adds further

Normative: We are most persuaded by people in our reference groups, and, wanting others to like us, we may express stronger view once hearing that others share our opinion
Term
What are the eight factors that foster groupthink? Frame your answer by discussing the factors with regard to the “might and right” of the group, close-mindedness and uniformity.
Definition
-Overestimation of Group’s Might and Right (illusion of invulnerability and an unquestioned view of the groups morality)
-Close-mindedness (stereotyped view of opponent, rationalization)
-Uniformity (Conformity pressure, self-censorship, illusion of unanimity, mindguards [yes men])
Term
What are the traits and characteristics of task leadership and social leadership?
Definition
Task: Directive, better for specific, challenging goals

Social: Democratic, delegates authority. Better for morale.
Term
What are the traits of an effective leader?
Definition
It varies with the situation but include both social and task features. The person should be consistent, self-confident, have a vision, be able to communicate well, and inspire others
Term
Describe the study by Worringham and Messick (1983) presented in lecture. In what condition did joggers run faster?
Definition
Watched joggers on a public running path. Jogging speed increased only when audience faced the runner
Term
What is prejudice?
Definition
A negative attitude and prejudgment of a group and its members
Term
What are stereotypes?
Definition
Expectations and beliefs about an individual based on his or her membership to a group
Term
What is discrimination?
Definition
Unjustified negative behavior toward a group or its members
Term
Define racism
Definition
An individual's prejudicial attitudes and discriminatory behavior toward people of a given race
Term
Define sexism
Definition
An individual's prejudicial attitudes and discriminatory behavior toward people of a given sex
Term
Describe social role theory
Definition
Sex differences and stereotypes are magnified by the unequal social roles occupied by men and women
Term
What is a stereotype threat?
Definition
Test or performance anxiety that is induced when there is a pre-existing stereotype regarding an ability based on membership to a group
Term
Describe the realistic conflict theory
Definition
The theory that maintains that prejudice will be greatest when there is competition for scarce resources
Term
What is scapegoat theory?
Definition
When frustrated and angry people vent their anger on groups who are unable to retaliate
Term
What is an ingroup?
Definition
"Us;"a group of people who share a sense of belonging
Term
What is an outgroup?
Definition
"Them;" a group that people perceive as distinctively different from their ingroup
Term
What is the ingroup bias?
Definition
The tendency to treat members of one’s ingroup more favorably than members of the outgroup
Term
What is the outgroup homogeneity?
Definition
The tendency to view members of the outgroup as being more similar and members of one’s own group as diverse
Term
What is the glass ceiling?
Definition
The seen, yet unbreachable barrier that keeps minorities and women from rising to the upper rungs of the corporate ladder, regardless of their qualifications or achievements.
Term
What is social categorization?
Definition
The tendency to divide one’s social world into “us” vs. “them”
Term
Who has an authoritarian personality?
Definition
People who are prone to prejudice not because of external factors but because of internal factors, i.e., because of who they are
Term
What is the ultimate attribution error?
Definition
The tendency to make dispositional attributions about an entire group and to discount or dismiss situational explanations
Term
Describe social identity theory
Definition
The theory that people favor ingroups over outgroups in order to enhance their self-esteem
Term
Describe the cognitive biases that affect the development and maintenance of stereotypes. Specifically, what role do heuristics, vivid information and attributional styles play in human inferential processes?
Definition
Availability heuristic: we don't remember what we don't notice, stereotypes come to mind more easily so seem more frequent and more accurate

Vivid information: We ignore statistical information and are more likely to recall vivid people or events, forming our opinions based on these events

Attributional styles:
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