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| The evolutionary process by which nature selects traits that best enable organisms to survive and reproduce in environmental niches. |
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| Evolution of behavior using principles of natural selection |
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| Enduring behaviors, attitudes , ideas, traditions shared by a large group of people and passed to future generations. |
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| Rules for accepted and expected behavior. Norms perscribe "proper" behavior. In a different sense of the word, most norms also describe what most others do. What is normal. |
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| The buffer zone we maintain around our bodies, reduces in size depending on our familiarity with those around us. |
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| Biological and socially influenced characteristics that define male and female. |
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| The vicarious experience of another's feelings. |
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| Physical or verbal behavior intended to hurt someone. |
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| Norms for males and females, behavior expectations. |
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| Effects of one factor (like biology) depending on another factor (like environment). |
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| A change in behavior or belief to accord with others. See Asch's line experiment. |
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| Acting in accord with a direct order. See Milgram's electric shock experiment. |
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| What factors breed obedience? p.153 |
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| Process for inducing change in beliefs, attitudes and behaviors with messages. |
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| CENTRAL ROUTE TO PERSUASION |
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| Occurs when interested people focus on the arguments and respond with favorable thoughts. |
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| PERIPHERAL ROUTE TO PERSUASION |
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| Occurs when people are influenced by incidental cues, such as a speaker's attractiveness. |
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| Believability. A credible communicator is perceived as both expert and trustworthy. |
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| A delayed impact of a message that occurs when an initially discounted message becomes effective, as we remember the message but forget the reason for discounting it. |
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| An appealing communicator is most persuasive on matters of subjective preference. |
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Has 3 basic components:
1. Distinctive ritual and beliefs related to its devotion to a god or person
2. isolation from surrounding "evil" culture
3. a charismatic leader |
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| Exposing people to weak attacks upon their attitudes so that when stronger attacks come, they will have refutations available. |
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| People exert less effort when they pool their efforts toward a common goal then when they are individually accountable. See Ingham's tug-of-war experiment and Harkin's clapping experiment. |
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| Benefit form the group but give little in return |
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