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| the scientific study of how a person's thoughts, felings, and behavior are influenced by the real, imagined, or implied presence of others |
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| the process through which the real or implied presence of others can directly or indirectly influence the thoughts, feelings, and behavior of an individual |
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| changing one's own behavior to match that of other people |
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| kind of thinking that occurs when people place more importance on maintaining group cohesiveness than on assessing the facts of the problem with which the group is concerned |
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| branch of psychology that studies the habits of consumers in the marketplace |
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| changing one's own behavior as a result of other people directing or asking for the change |
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| Foot-in-the-door technique |
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| asking for a small commitment and, after gaining compliance, asking for a bigger commitment |
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| Door-in-the-face technique |
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| asking for a large commitment and being refused and then asking for a smaller commitment |
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| assumption that if someone does something for a person, that person should do something for the other in return |
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| getting a commitment from a person then raising the cost of that commitment |
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| a sales technique in which the persuader makes an offer and then adds something extra to make the offer look better before the target person can make a decision |
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| changing one's behavior at the command of an authority figure |
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| the tendency for members involved in a group discussion to take somewhat more extreme positions and suggest riskier actions when compared to individuals who have not participated in a group discussion |
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| the tendency for the presence of other people to have a positive impact on the performance of a difficult task |
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| the tendency for the presence of other people to have a negative impact on the performace of a diffifult task |
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| the tendency for people to put less effort into a simple task when working with others on that task |
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| a tendency to respond positively or negatively towards a certain person, object, idea, or situation |
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| the process by which one person tries to change the belief, opinion, position, or course of action of another person through argument, pleading, or explanation |
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| Elaboration likelihood model |
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Definition
| model of presuasion stating that people will either elaborate on the persuasive message or fail to elaborate on it and that the future actions of those who do elaborate are more predictable than those who do not |
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| type of information processing that involves attending to the content of the message itself |
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| Peripheral-route processing |
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| type of information processing that involves attending to factors not involved in the message, such as the appearance of the source of the message, the length of the message, and other noncontent factors |
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| sense of discomfort or distress that occurs when a person's behavior does not corespond to that person's attitudes |
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| the forming of the first knowledge that a person has concerning another person |
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| the mental processes that people use to make sense of the social world around them |
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| the assigment of a person one has just met to a category based on charateristics the new person has in common with other people with whom one has had experience with in the past |
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| a set of characterstics that people believe is shared by all members of a particular social category |
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| Implicit personality theory |
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| sets of assumptions about how different types of people, personality traits, and actions are related to each other |
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| the process of explaining one's own behavior and the behavior of others |
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| the theory of how people make attributions |
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| cause of behavior attributed to external factors, such as delays, the action of others, or some other aspect of the situation |
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| cause of behavior attributed to internal factors such as personality or character |
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| Fundamental attribution error |
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| the tendency to overestimate the influence of internal factors in determining behavior while underestimating situational factors |
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| negative attitude held by a person about the members of a particular social group |
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| treating people differently because of prejudice toward the social group to which they belong |
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| social groups with whom a person identifies; "us" |
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| social groups with whom a person does not identify; "them" |
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| Realistic conflict theory |
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| theory stating that prejudice and discrimination will be increased between groups that are in conflict over a limited resource |
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| referring to the use of cognitive processes in relation to understanding the social world |
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| theory in which the formation of a person's identity within a particular social group is explained by social categorization, social identity, and social comparison |
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| the part of the self-concept including one's view of seld as a member of a particular social category |
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| the comparison of oneself to others in ways that raise one's self esteem |
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| the effect that people's awareness of the stereotypes associated with their social group has on their behavior |
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| the tendency of one's expectations to affect one's behavior in such a way as to make the expectations more likely to occur |
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| contact between groups in which the groups have equal status with neither group having power over the other |
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| educational technique in which each individual is given only part of the information needed to solve a problem, causing the separate individuals to be forced to work together to find the solution |
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| liking or having the desire for a relationship with another person |
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| physical or geographical nearness |
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| tendency of people to like other people who like them in return |
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| type of love consisting of intimacy and passion |
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| type of love consisting of intimacy and commitment |
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| behavior intended to hurt or destroy another person |
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| the pattern of behavior that is expected of a person who is in a particular social position |
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| socially desirable behavior that benefits others |
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| prosocial behavior that is done with no expectation of reward and may involve the risk of harm to oneself |
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| the effect that the presence of other people has on the decision to help or not help, with help becoming less likely as the number of bystanders increases |
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| Diffusion of responsibility |
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| occuring when a person fails to take responsibility for actions or for inaction because of the presene of other people who are seen to share the responsibility |
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| any group of people with a particular religious or philosophical set of beliefs and identity |
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