Term
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Definition
| behavior whose purpose is to harm another |
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Term
| frustration-aggression principle |
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Definition
| a principle stating that people aggress when their goals are thwarted |
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Term
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Definition
| behavior by two or more individuals that leads to mutual benefit |
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Term
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Definition
| behavior that benefits another without benefitting oneself |
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Term
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Definition
| behavior that benefits another with the expectation that those benefits will be returned in the future |
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Term
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Definition
| a collection of two or more people who believe that they have something in common |
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Term
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Definition
| a positive or negative evaluation of another person based on his group membership |
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Term
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Definition
| positive or negative behavior toward another person based on his or her group membership |
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Term
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Definition
| a phenomenon that occurs when immersion in a group causes people to become less aware of their individual values |
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Term
| diffusion of responsibility |
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Definition
| the tendency for individuals to feel diminished responsibility for their actions when they are surrounded by others who are acting the same way |
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Term
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Definition
| the tendency for a group's initial leaning to get stronger over time |
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Term
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Definition
| the tendency for liking to increase with the frequency of exposure |
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Term
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Definition
| the hypothesis that people remain in relationships only as long as they perceive a favorable ratio of costs to benefits |
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Term
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Definition
| a state of affairs in which the cost benefit ratios of two partners are roughly equal |
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Term
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Definition
| the control of one person's behavior by another |
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Term
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Definition
| learning that occurs when one person observes another person being regarded pr punished |
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Term
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Definition
| a customary standard for behavior that is widely shared by members of a culture |
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Term
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Definition
| a phenomenon whereby one person's behavior is influenced by another person's behavior because the latter provides information about what is appropriate |
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Term
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Definition
| the norm that people should benefit those who have benefitted them |
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Term
| door-in-the-face technique |
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Definition
| a strategy that uses reciprocating concessions to influence behavior |
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Term
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Definition
| the tendency to do what others do simply because others are doing it |
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Term
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Definition
| the tendency to do what authorities tell us to do simply because they tell us to do it |
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Term
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Definition
| an enduring positive or negative evaluation of an object or event |
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Term
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Definition
| an enduring piece of knowledge about an object or event |
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Term
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Definition
| a phenomenon whereby a person's behavior is influenced by another person's behavior because the latter provides information about what is good or true |
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Term
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Definition
| a phenomenon that occurs when a person's attitudes or beliefs are influenced by a communication from another person |
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Term
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Definition
| a change in attitudes or beliefs that is brought about by appeal to reason |
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Term
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Definition
| a change in attitudes or beliefs that is brought about by appeals to habit or emotion |
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Term
| foot-in-the-door technique |
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Definition
| a strategy that uses a person's desire for consistency to influence that person's behavior |
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Term
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Definition
| an unpleasant state that arises when a person recognizes the inconsistency of his or her actions, attitudes, or beliefs |
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Term
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Definition
| the processes by which people come to understand others |
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Term
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Definition
| the process by which people draw inferences about other based on their knowledge of the categories to which others belong. |
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