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| The enhancing effect of an audience on task performance. Usually occurs when the performer is skilled at the task. |
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| A decline in performance when observers are present. Usually occurs when the performer is unfamiliar with the task, or unskilled at it. |
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| When strong pressure causes a performer's working memory to be distracted by worries of poor performance, and thus cannot focus on the task on hand. |
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A potent cause of choking caused by stereotypes.
e.g. black students perform worse on tests if they were referred to as intelligence tests or if they were reminded of their race right before. |
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| The different ways by which people consciously and unconsciously modify their behavior to influence others' impressions of them. |
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| Social influence that works through the person's desire to be part of a group or to be approved of by others. |
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| Social influence that works through providing clues about the objective nature of an event or situation. |
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Experiments with classic conformity. A subject would give a ridiculous answer to a question when everyone else in the group does.
Results from normative influence because when subject writes answer on paper instead of outloud, conformity decreases dramatically. |
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| Broken window theory of crime |
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| Theory that crime is encouraged by physical evidence of chaos and lack of care. |
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When a group is not evenly split, the majority pushes toward a more extreme view in the same direciton as their initial view.
Results from both informational (pooling of ideas) and normative (one-upmanship hypothesis - one supporter becomes even more vigorous, and others follow) influences. |
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A mode of thinking that people engage in when they are deeply involved in a cohesive ingroup, when the members' striving for unanimity overrides their motivation to realistically appraise alternative decisions.
e.g. launching the Challenger in below-freezing weather. |
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| Social psychologist who researched principles of compliance by studying sales pressure. |
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| When a salesperson increases the price after the customer has already agreed to buy. |
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| Foot-in-the-door technique |
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Where people are more likely to agree to a large request if they have already agreed to a small one.
e.g. first asking for a cup of water, before asking customer to buy product |
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| The fact that people everywhere feel obliged to return favors. |
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| Experiment on obedience to authority figure. The "teacher"(subject) gives dangerous levels of shocks to "learners" because they were told to do so. |
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| Psychological pressures of obedience |
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Definition
Reasons why subjects in Milgram's experiment were obedient.
1. The norm of obedience to legitimate authorities. (Yale is respected)
2. The experimenter's self-assurance and acceptance of responsibility.
3. The proximity of the experimenter and thedistance of the learner. (Learner is in another room)
4. The absence of an alternative model of how to behave. (A single subject or two)
5. The incremental nature of the requests. (Slowly increasing amount of shock) |
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| When a particular course of action or inaction will benefit the individual but harm the others in the group annd cause more harm than good to everyone if everyone takes that course. |
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Individual and group benefits as a result of each person's actions. Try to predict what the other person will do.
Use payoff matrix to determine the payoff in different cases of action. |
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| Where only the punisher and the person being punished pay a cost and the whole group benefits from cooperation. |
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Experiment of escalation and resolution of group to group conflict.
Conflict: 1. Within-group solidarity 2. Negative stereotyping of the other group 3. Hostile between-group interactions.
Resolution: superordinate goals (create common goals) |
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The discomfort that people feel when they are socially rejected or when they lose a valued companion.
Overlaps with physical pain. |
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Guilt, shame, embarrassment, and pride. Help us coordinate our actions with those of others and make us socially acceptable.
Guilt - motivates relationship repair
Shame - motivates social withdrawal
Embarrassment - rectifies awkward situations
Pride - index of social acceptability |
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