Term
SLEEP
Sleep helps restore _____. |
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Definition
| body tissue (like brain & muscles) |
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Term
SLEEP
Why is deep sleep important for growth? |
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Definition
| Deep sleep releases hormones from the pituitary glands. |
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Term
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Definition
-infants/babies sleep the most
-amount of REM sleep changes throughout life
- amount of deep sleep per night NEVER CHANGES |
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Term
SLEEP
Characteristics of REM sleep. |
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Definition
-rapid eye movements behind lids
-muscles totally relaxed
-breathing is rapid & irregular
-occurs just before waking up |
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Term
SLEEP
Characteristics of deep sleep. |
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Definition
-eyes calm
-breathing slow & regular
-sleepwalking may occur
-night terrors may occur |
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Term
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Definition
-awake- high frequency, low amplitude
-REM sleep- same as awake
-stage 4 sleep- low frequency, high amplitude |
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Term
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Definition
| the involuntary 'jump' one might experience as they fall asleep |
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Term
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Definition
-dreams contain repressed thought, wish fulfillment, or naughty wishes
-have 2 parts: manifest content & latent content |
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Term
DREAMS
effect on long term memory |
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Definition
| dreams allow long term memory bond to solidify |
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Term
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Definition
-represent archetypes trying to manifest themselves
- archetypes are hero, villain, orphan, etc. |
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Term
DREAMS
Purposes of Dreams? |
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Definition
-warnings
-reminders
-help with grief |
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Term
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Definition
-preoccupation b/t periods of use
-development of tolerance
-development of withdrawal symptoms
-using at inappropriate times |
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Term
MEMORY
Why is memory not accurate? |
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Definition
| memory is constructive. we can add and change past memories |
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Term
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Definition
-perceptual image that is an almost exact copy of what was just heard, seen, or felt
-half second for visual memory
-2 seconds for hearing memory |
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Term
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Definition
-also, working memory
-can store 7 +/-2 bits of info
-chunking to remember
-errors based of sound (Jim, oh Tim?) |
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Term
LONG TERM MEMORY
Primary Effect |
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Definition
| remembering first things in list |
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Term
LONG TERM MEMORY
Recency Effect |
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Definition
| remembering last things in list |
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Term
LONG TERM MEMORY
The Serial Position Effect |
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Definition
| the U-shaped graph showing how we remember beginning and end |
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Term
LONG TERM MEMORY
Procedural Memory |
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Definition
-physical/automatic activities
-stored in cerebellum |
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Term
LONG TERM MEMORY
Declarative Memory |
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Definition
| stores things like faces or dates |
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Term
DECLARATIVE MEMORY
Semantic Memory |
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Definition
| fact memory, what remembers book readings |
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Term
DECLARATIVE MEMORY
Episodic Memory |
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Definition
| timeline that remembers events |
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Term
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Definition
| if you are studying something, then change to studying something else that is harder, you will forget what you studied first |
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Term
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Definition
| what you study first inhibits ability to remember what studied second |
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Term
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Definition
| -memory devices like "My Very Educated Mother, for planets" |
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Term
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Definition
-lack of creativity
- using things strictly for their intended you only |
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Term
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Definition
| when a task is performed faster when the performer is being watched by strangers |
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Term
5 KINDS OF ASSERTION
Basic |
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Definition
| simple expression of standing up for personal rights |
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Term
5 KINDS OF ASSERTION
Empathetic |
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Definition
| Expressing an understanding of where the other person is coming from when asking a request of them |
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Term
5 KINDS OF ASSERTION
Escalating |
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Definition
| Beginning with noninvasive assertion and then working why up to more aggressive assertion |
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Term
5 KINDS OF ASSERTION
Confrontive |
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Definition
| Pointing out contradictions between another's words and actions (lawyer) |
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Term
5 KINDS OF ASSERTION
I-Language |
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Definition
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Term
SALES TECHNIQUES
Foot in the Door |
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Definition
| Ask a few definite Yes answer questions --> create yes tendencies |
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Term
SALES TECHNIQUES
Door in Face |
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Definition
| Asking over-the-top request followed by more reasonable request |
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Term
SALES TECHNIQUES
Association |
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Definition
| Associating what the customer likes to what is being sold |
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Term
SALES TECHNIQUES
Misattribution of Arousal |
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Definition
| When people in a high energy situation attribute that energy to the person rather than the situation |
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Term
SALES TECHNIQUES
"I'm Like You" |
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Definition
| Relates themselves to customer so are more liked |
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Term
SALES TECHNIQUES
Pretend Choice |
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Definition
| When customer is given to different choices and neither of them give opportunity to say no |
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Term
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Definition
| the influence of other people that leads us to conform in order to be liked and accepted by them |
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Term
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Definition
| when people assume the actions of others in an attempt to reflect correct behavior for a given situation |
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Term
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Definition
| negative attitudes towards those of differing social groups |
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Term
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Definition
| Good or bad generalizations about a different social group |
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Term
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Definition
| prejudice directed at a certain race |
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