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Definition
| actors make external attributions and observers make internal attributions |
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Definition
| Tendency to judge something based on a starting point (anchor) and adjusting their judgments either up or down from it |
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Definition
| theory that uses consensus, consistency, and distinctiveness |
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| based on how easy something comes to mind (people overestimate plane crashes because they hear about them a lot |
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Definition
| just pay attention to the rare stuff |
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Definition
| when people are reluctant to do extra thinking |
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Definition
| tendency to look for things that support your opinions and ignore those that contradict it |
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Definition
| would others do the same thing? |
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| does the person typically behave this way? |
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| for something to cause a behavior, it must be around during the behavior and absent when the behavior isn’t around |
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| would they behave differently in a different situation? |
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Definition
| overestimate the number of people who share your opinion |
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Definition
| underestimate the number of people who are as good as you |
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Definition
| keeping your first answer even when you start to think another is right |
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Definition
| when stress potential gains (positively framed) of losses (negatively framed) |
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| Fundamental attribution bias |
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Definition
| tendency to blame the person for their behavior and not the situation |
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Definition
| mental shortcuts, like stereotypes |
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Definition
| thinking you have control over total-chance situations |
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Definition
| tendency to overestimate the link between variables that don’t really have a connection (assassins and mental hospitals) |
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| Representativeness heuristic |
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Definition
| judge something based on how it typically is (Ivy guy listens to NPR) |
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Definition
| takes credit for success and blames something else for failures |
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Definition
| began in 70s; about thoughts and social relationships |
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Definition
| Dieters eat more when they slip up, and less when they haven’t |
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Term
| The Social Side of Sex 166 |
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Definition
| men claim to have more sex than women, people lie about sex |
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Definition
| automatic response that something is good or bad |
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Definition
| automatic mixed emotions of like or dislike |
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Definition
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Definition
| happiness or anger from one event transfers to the next event |
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Term
| Facial feedback hypothesis |
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Definition
| what your face says influences your emotions |
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Definition
| people stay at same happiness level despite what happens to them |
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Definition
| evaluation of how you life is |
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Definition
| mediocre arousal is good, too much or too little is bad |
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| Food for Thought: Mood & Food 202 |
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Definition
| bad moods make you eat bad foods |
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Term
| The Social Side of Sex 188 |
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Definition
| anti-gay men most aroused by gay, women felt guilty but wet |
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Term
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Definition
| first beliefs are hard to change, even when they’re wrong |
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Definition
| beliefs help people cope with trauma |
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Term
| Cognitive dissonance theory |
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Definition
| discomfort when our attitudes and behaviors conflict |
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| Is Bad Stronger than Good 228 |
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Definition
| pessimist are more likely to die |
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Term
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Definition
| 80 of student chose to eat the worm |
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Term
| Disrupt-then-reframe technique |
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Definition
| telling a price in pennies instead of dollars helps |
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Term
| Elaboration likelihood model |
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Definition
| 2 routes of persuasion, automatic or conscious |
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Term
| Heuristic/systematic model |
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Definition
| 2 routes of persuasion, automatic or conscious |
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Term
| Impressionable year’s hypothesis |
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Definition
| younger people easier to persuade than older |
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Term
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Definition
| you enjoy thinking harder |
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Term
| Negative attitude change/boomerang effect |
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Definition
| doing opposite of what you are persuaded to do |
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Term
| Repetition with variation |
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Definition
| same info in different ways |
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Term
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Definition
| separate message from messenger, remember speech, forgot who gave it |
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Definition
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Term
| The Social Side of Sex 458 |
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Definition
| virgins more afraid of AIDS than non-virgins |
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Definition
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| ranking appliances – justifying difficult decisions |
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Definition
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Definition
| exposing kids to certain situations in order to prepare their reaction |
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Definition
| going along with a crown in order to be liked and accepted |
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Definition
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Definition
| Beliefs of behaviors that people accept as normal |
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Term
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Definition
| going along with the crowd b/c you think the crowd knows more than you do |
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Term
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Definition
| honestly believing that others are right |
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Term
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Definition
| going along with the group, but secretly believing they are wrong |
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Term
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Definition
| Sales person pitching you a great price, but then telling you there’s other costs |
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Term
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Definition
| Salesperson puts up a price that is impossible, once you come in, they try to sell you a different item |
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Term
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Definition
| telling a person they’re so giving, and then asking them to give you something |
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Term
| Legitimization-of-paltry-favors |
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Definition
| “could you give anything? Even a penny would help.” |
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Term
| Door-in-the-face technique |
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Definition
| making a larger request before making the real, more small request |
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Term
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Definition
| adding more to the deal before one can answer yes or no |
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Term
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Definition
| asking for 17 cents. Give a weird request. |
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Term
| Disrupt-then-reframe technique |
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Definition
| telling a person a price in pennies (disruption) then saying it’s a bargain |
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Term
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Definition
| based on scarcity of an item |
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Term
| Fast-approaching-deadline |
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Definition
| only available for a limited time |
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Term
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Definition
| Going along with the crowd |
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Term
| Informational social influence |
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Definition
| pressure to accept others actions as reality (others change lanes, so you do too) |
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Term
| Normative social influence |
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Definition
| pressure to conform to the positive expectations/actions of others |
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Term
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Definition
| following orders from an authority figure |
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Term
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Definition
| changing your true attitude |
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Definition
| going along with the crown despite what you think |
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Definition
| negative feeling towards someone based on their membership to a group |
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Term
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Definition
| prejudice towards a group |
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Term
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Definition
| unequal treatment of people based on which group they belong to |
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Definition
| belief that members of a certain group have certain traits |
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Definition
| individuals who don’t fit into groups are the odd one out |
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Term
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Definition
| natural tendency for humans to sort things into groups |
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Term
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Definition
| tendency to sort people into groups by age/sex/race |
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Definition
| people who belong to a different group |
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Term
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Definition
| people who belong to your group |
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Term
| Outgroup homogeneity bias |
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Definition
| assumptions that people on the outside a more similar than they really are |
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Term
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Definition
| liking people in your group better than others |
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Term
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Definition
| you like people in your group just because they’re in your group |
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Term
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Definition
| goals that can only be achieved through working with others |
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Term
| Realistic conflict theory |
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Definition
| fighting over the last piece of bread |
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Term
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Definition
| you win only if the others lose |
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Term
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Definition
| groups are more extreme and hostile than individuals |
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Term
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Definition
| contact with others from a different group reduces prejudice, this theory has problems |
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Term
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Definition
| blaming others for your own problems, therefore reinforcing negative stereotypes |
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Term
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Definition
| focus on information that support your beliefs |
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Term
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Definition
| can’t complete assignments unless every student participates |
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Term
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Definition
| fear that you may be the stereotypical “dumb blonde |
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Term
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Definition
| loss of individual in a group |
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Term
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Definition
| concern about how others are evaluating you (people increase performance) |
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Term
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Definition
| most common response in a situation |
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Term
| Social facilitation theory |
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Definition
| preferences of others increases dominant response |
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Term
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Definition
| people slack off when working in groups |
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Definition
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Term
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Definition
| holding back feelings that may disagree with the group |
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Term
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Definition
| groups behave more risky than just an individual |
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Term
| Group polarization effect |
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Definition
| tendency to take a side instead of being in the middle of a group |
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