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Definition
| behavior is motivated by anticipated rewards |
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| behavior is learned through imitation |
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| the perspective that people are aware of the social roles they are expected to fill and much of their observable behavior can be attributed to adopting those roles |
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| people prefer consistency and will change or resist changing attitudes based upon this preference |
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Term
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Definition
| Concerned with how the person we're talking about, some other person, and a thing, idea, or someone else are related. When there isn't balance there will be stress and a tendency to remove this stress by achieving balance |
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Term
| Festinger's cognitive dissonance theory |
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Definition
| the confilct that you feel when your attitudes are not in synch with your behaviors. Engaging in behavior that conflicts with an attitude may result in changing one's attitude so that it is consistent with behavior. |
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Term
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Definition
| occurs in a situation where a person makes a choice between several desirable alternatives |
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Term
| forced-compliance dissonance |
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Definition
| occurs when an individual is forced into behaving in a manner that is inconsistent with his or her beliefs or attitudes. |
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Term
| Bem's self-perception theory |
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Definition
| when your attitudes about something are weak or ambiguous, you observe your own behavior and attribute an attitude to yourself. |
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Term
| Elaboration likelihood model of persuasion |
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Definition
| there are two routes to persuassion: the central route and peripheral route. If the issues is important it's central. If it isn't or we can't clearly hear the message it's peripheral. |
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Term
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Definition
| people can be incoculated much the way we are for disease against the attack of persuasive communications. |
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Term
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Definition
| beliefs that are seldom questioned |
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Term
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Definition
| inoculate people against persuasion by presenting arguments against the thing then refuting the arguments. |
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Term
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Definition
| under certain conditions, people will hold beliefs even after they have been shown to be false. |
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Term
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Definition
| when social pressure to behave in a particular way becomes so blatant that the person's sens of freedom is threatened, the person will tend to act in a way to reassert a sense of freedom. |
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Term
| Festinger's social comparison theory |
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Definition
we are drawn to affiliate because of a tendency to evaluate ourselves in relationship to others. 3 Principles:
1. people prefer to evaluate themselves by objective, nonsocial means. 2. the less the similarity of opinions and abilities between two people, the less the tendency to make these comparisons. 3. when a discrepancy exists with respect to opinions and abilities, there is a tendency to change one's position so as to move it in line with the group |
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Term
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Definition
| we tend to like people who indicate that they like us and vise versa. |
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Term
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Definition
| an evaluation that changes will have more of an impact that an evaluation that remains constant. |
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Term
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Definition
| a person weights the rewards and costs of interacting with another. The more the rewards outweigh the costs, the greater the attraction to the other person |
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Term
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Definition
| we consider not only our own costs and rewards, but the costs and rewards of the other person, too. we prefer our ratio to be equal to theirs. |
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Term
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Definition
| people choose relationships so that they mutually satisfy each other's needs. |
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Term
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Definition
| a form of helping behavior in which the person's intent is to benefit someone else at some cost to himself or herself |
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Term
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Definition
| leading other to a definition of an event as a non emergency |
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Term
| frustration-aggression hypothesis |
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Definition
| when people are frustrated, they act aggressively. |
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Term
| Bandura's social learning theory |
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Definition
| aggression is learned through modeling and reinforcement. |
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Term
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Definition
| compliance with a small request increases the likelihood of compliance with a larger request |
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Term
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Definition
| people who refuse a large initial request are more liekly to agree to later smaller requests. |
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Term
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Definition
| those occasions when first impressions are more important than subsequent impressions |
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Term
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Definition
| when more recent info is more important in forming impressions than a first meeting |
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Term
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Definition
| the tendency for individuals to infer the causes of other people behavior. The most common is to make dispositional attributions rather than situational attributions |
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Term
| the fundamental attribution error |
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Definition
| the tendency to look for personality flaws in the individual rather than looking for situational influences that may have caused their behavior |
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Term
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Definition
| a group phenomenon referring to the tendency for people to put forth less effort when part of a group effort than when acting individually. |
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Term
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Definition
| a loss of self-awareness and of personal identity... particularly important in the Zimbardo prison stuff |
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