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| scientific study of how a persons thoughts, feelings, and behavior are influenced by the real, imagined, or implied presence of others |
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| 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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| 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 concerened |
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| branch of psychology that studies the habits of consumers in the market place |
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| changing ones 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 and then raising the cost of that commitment |
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| a sale 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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| tendency for members involved in a group discussion to take somewhat more extreme positions and suggest riskier actions when compared to individuals who have no participated in a group discussion |
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| tendency for the presence of other people to have a positive impact on the performance of an easy task |
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| tendency for the presence of other people to have a negative impact on the performance of a difficult task |
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| tendency for people to put less effort into simple task when working with others on that task |
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| tendency to respond positive or negativ toward a certain person, object, idea, or situation |
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| 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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| model of persuasion 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 invokes 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 sources of the message, the length of the message, and other non content factors |
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| sense of discomfort or distress that occurs when a persons behavior does not correspond to that persons attitude |
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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 would around them |
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| assignment of a person one has just met to a category based on characteristics the new person has in common with other people with whom one has had experience in the past |
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| set of characteristics that people believe is shared by all member 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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| process of explaining ones own behavior and the behavior of others |
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| 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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| 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 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 no 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 resources |
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| referring to the use of cognitive processes in relation to understanding the social world |
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| thoery in which the formation of a persons 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 ones view of self as a member of a particular social category |
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| the comparison of oneself to others in ways that raise ones 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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| tendency of ones expectations to affect ones 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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| pattern of behavior that is expected of a person who is in 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 or reward and may involve the risk of harm to oneself |
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| referring to 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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| occurring when a person fails to take responsibility for actions or for inaction because of the presence 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 an identity |
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| changing ones own behavior to be more like someones else |
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