Term
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Definition
| unpleasant psychological state aroused by thinking about or engaging in behaviors that are discrepant from one's attitudes, beliefs and self-image |
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Term
| Insufficient Justification |
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Definition
| freely performing a self-concept discrepant behavior without having any external justification for doing so |
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Term
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Definition
the tendency for individuals to increase their liking for something they have worked hard to attain
Ex. hazing |
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Term
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Definition
| obeying internalized social norms without deliberating about one's actions |
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Term
| Foot-in-the-Door Strategy |
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Definition
| presenting a small request, to which people agree, followed by a large request to which it is hoped people agree |
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Term
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Definition
| a customer is induced to buy a product at a low cost, an "error" is supposedly made, and the customer agrees to buy at an inflated cost |
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Term
| Door-in-the-Face Strategy |
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Definition
| a large request is presented, which is refused, then a smaller request is presented, to which it is hoped people will agree |
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Term
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Definition
| the tendency for people to perform tasks better when others are present |
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Term
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Definition
| concern for how others are evaluating us |
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Term
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Definition
| the tendency for people to exert less effort when they pool their efforts toward a common goal and do not feel individually accountable for their performances |
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Term
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Definition
| the primitive, unconscious part of personality containing basic drives for immediate gratification |
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Term
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Definition
| the part of personality consisting of one's moral ideals and consciousness |
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Term
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Definition
| the part of personality that mediates between the id and superego and can delay gratification |
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Term
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Definition
| a test in which the subject reports what is seen in a set of inkblots |
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Term
| Thematic Apperception Test |
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Definition
| a test in which the subject makes up stories about a set of ambiguous pictures |
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Term
| Facial Feedback Hypothesis |
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Definition
| changes in facial expressions can produce corresponding changes in emotion through self-perception (“If I’m smiling, I must be happy”) |
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Term
| Two-Factor Theory of Emotion |
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Definition
| two factors are necessary to have a specific emotion |
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Term
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Definition
| the theory that assumes that our motives are largely unconscious |
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Term
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Definition
| stages of personality development during which pleasure is derived from different parts of the body |
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Term
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Definition
| tendency to get locked in at various stages of psychosexual development |
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Term
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Definition
| tendency for young boys to become sexually attracted to their mother and hostile toward their father (Freud) |
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Term
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Definition
| process by which children eventually internalize their same-sex parents’ values and form a superego |
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Term
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Definition
| unconscious methods of minimizing anxiety by denying and distorting reality |
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Term
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Definition
| talking in a stream of consciousness |
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Term
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Definition
| Banning personally threatening thoughts, memories and impulses from conscious awareness |
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Term
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Definition
| barring anxiety-filled external events from conscious awareness |
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Term
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Definition
| attributing or projecting one's own unacceptable impulses onto others |
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Term
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Definition
| attributing or projecting one's own unacceptable impulses onto others |
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Term
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Definition
converting an unacceptable into its opposite
ex. anti-gay crusaders may actually be homosexual themselves |
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Term
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Definition
| making excuses for one's own shortcomings |
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Term
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Definition
| channeling repressed sexual/agressive urges into socially acceptable outlets |
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