Term
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Definition
| classical conditioning, operant conditioning, observational learning, heredity |
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Term
| why do strong attitudes resist change? |
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Definition
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Term
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Definition
| more certain attitude is correct, more likely to dismiss evidence against attitude |
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Term
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Definition
| more connected to additional features of person: self concept, values, social identity |
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Term
| how are attitudes weakened |
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Definition
| undermining certainty, unhooking attitude from self concept of person |
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Term
| factors affecting attitude-behavior consistency |
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Definition
| knowledge, personal relevance, attitude accessibility, behavioral intentions |
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Term
| knowledge effects on attitude-behavior consistency |
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Definition
| more knowledge about a topic, more likely your behavior is consistent with your attitude: how consistent is based on amount of knowledge and whether it was obtained through direct experience (more consistent) or indirectly |
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Term
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Definition
| specific aims to act a certain way, influenced by attitudes |
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Term
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Definition
| degree to which an attitude springs to mind quickly, highly accessible more likely results in consistency |
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Term
| theory of planned behavior |
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Definition
| the best predictor of a behavior is one's behavioral intention, which is influenced by subjective norms, percieved behavioral control, and attitudes |
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Term
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Definition
| person's perception that important others would approve or disapprove of the behavior in question. |
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Term
| perceived behavioral control |
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Definition
| person's perception of how difficult it would be to perform the behavior in question |
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Term
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Definition
| change in a private attitude or belief as a result of receiving a message. emphasis on private |
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Term
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Definition
| favorable or unfavorable evaluations of particular things |
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Term
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Definition
| measurement that does not change a subject's responses while recording them |
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Term
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Definition
| most direct cause of persuasion is not what the communicator says to the target, but in the ensuing self talk of the persuasion target |
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Term
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Definition
| argument that challenges and opposes other arguments, therefore weakening the impact of a persuasive message |
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Term
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Definition
| gain credibility by quoting an expert, give audience little time, distract them from making counterarguments |
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Term
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Definition
| technique for increasing individual's resistance to a strong argument by first giving them weak, easily defeated version of it. |
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Term
| dual process models of persuasion |
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Definition
| model accounting for two basic ways that attitude change occurs: with or without much thought |
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Term
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Definition
| results from a high motivation and ability to think about the message, characterized by central processing, focused on the quality of the message arguments, results in lasting change that resists fading and counterattacks |
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Term
| peripheral thought process |
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Definition
| results from a low motivation or ability to think about the message, characterized by peripheral processing, focused on surface features such as th communicator's attractiveness or the number of arguments presented, results in temporary change that is susceptible to fading and counterattacks |
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Term
| factors affecting motivation to process persuasion centrally |
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Definition
| personal relivance of topic, need for cognition |
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Term
| elaboration likelihood model |
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Definition
| most prevalent dual process model of persuasion, holds that messages are either processed peripherally or centrally |
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Term
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Definition
| tendency to enjoy and engage in deliberative thought |
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Term
| factors affecting ability to process persuasive messages centrally |
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Definition
| distractions, insufficient information, insufficient time |
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Term
| characteristics of a credible communicator |
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Definition
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Term
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Definition
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Term
| trustworthiness of a communicator |
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Definition
| communicator's honesty and lack of bias |
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Term
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Definition
| principle that people will change their attitudes, beliefs, perceptions, and actions to make them consistent with eachother |
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Term
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Definition
| Franz Heider- people prefer harmony and consistency in their views of the world. inconsistency causes tension, and to remove this tension, they will have to change something in the system. |
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Term
| cognitive dissonance theory |
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Definition
| unpleasant state of physiological arousal that results from an inconsistency in ones attitudes, beliefs, or behaviors. motivates person to reduce discomfort by reducing the inconsistency |
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Term
| postdecisional dissonance |
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Definition
| the conflict one feels about an irreversible decision that could be wrong. leads the person to be more confident in their decision to remove discomfort |
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Term
preference for consistency
(high vs. low, effects on dissonance) |
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Definition
| motive to be self-consistent doesn't apply to those who don't value consistency, thus these people are less likely to experience cognitive dissonance |
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Term
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Definition
| the motivation to achieve approval by making a good impression on others |
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Term
| characteristics of actions causing dissonance |
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Definition
| action is counterattitudinal, freely chosen, unjustifiable by rewards or punishments, cannot be withdrawn, produces negative consequences |
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Term
| high monitors characteristics |
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Definition
| goal of gaining social approval, more aggreeable, change attitudes to fit situation |
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Term
| low monitors characteristics |
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Definition
| higher preference for consistency as opposed to social approval |
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Term
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Definition
| women more readily influenced, higher self-monitors, most easily persuaded in group pressure when position is out of line with the groups. social contexts usually require women to agree rather than disagree |
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Term
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Definition
| a change in overt behavior caused by real or imagined pressure from others |
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Term
| categories of social influence |
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Definition
| conformity, compliance, obediance |
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Term
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Definition
| behavior change designed to match the actions of others |
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Term
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Definition
| behavior change as a result of a direct request |
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Term
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Definition
| compliance that occurs in response to a directive from an authority figure |
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Term
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Definition
| conformity research, line comparison. showed how group consensus pressures people to conform even when there is clear evidence against what is being conformed to. |
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Term
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Definition
| cognitive dissonance theory |
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Term
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Definition
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Term
| foot-in-the-door technique |
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Definition
| technique that increases compliance with a large request by first getting compliance with a smaller, related request |
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Term
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Definition
| a research approach in which the researcher infiltrates the setting to be studied and observes its workings from within |
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Term
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Definition
| obedience, shock procedure. showed that people will obey to do things against their will when instructed by an authority figure. |
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Term
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Definition
| capacity to influence that flows from one's presumed wisdom or knowledge |
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Term
| authorities ability to influence |
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Definition
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Term
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Definition
| an interpersonal way to locate and validate the correct choice |
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Term
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Definition
| case study of social influence that caused him to join the religious cultlike sect of the Moonie Unification church |
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Term
| effects of consensus and similarity on conformity |
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Definition
| consensus and similarity stimulate conformity because they give us confidence that the others' choices represent good choices for us too |
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Term
| when does the motivation to be accurate push us toward conformity? |
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Definition
| when we are unsure of our own judgments |
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Term
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Definition
| norms that define what behaviors are typically performed |
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Term
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Definition
| norms that define what behaviors are typically approved or disapproved. connected to social approval |
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Term
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Definition
| injunctive norm that requires that we repay others with the form of behavior they have given us |
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Term
| door-in-the-face technique |
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Definition
| technique that increases compliance by beginning with a large favor likely to be rejected and then retreating to a more moderate favor |
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Term
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Definition
| technique that increases compliance by "sweetening" an offer with additional benefits |
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Term
| person-factors of gaining social approval |
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Definition
| desire for approval, collective sense of self, resistance |
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Term
| disrupt-then-reframe technique |
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Definition
| tactic that operates to increase compliance by disrupting one's intitial, reistance-laden view of a request and quickly reframing the request in more favorable terms |
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Term
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Definition
| theory that we react against threats to our freedoms by reasserting those freedoms, often by doing the opposite of what we are geing pressured to do |
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Term
| situational factors of gaining social approval |
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Definition
| other's appeal, public observability |
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Term
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Definition
| anything that connects an individual's identity more closely to a position or course of action |
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Term
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Definition
| gaining a commitment to an arrangement and then raising the cost of carrying out the arrangement |
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Term
| bait-and-switch technique |
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Definition
| gaining a commitment to an arrangement, then making the arrangement unabailable or unappealing and offering a more costly arrangement |
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Term
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Definition
| assigning a label to an individual and then requesting a favor that is consistent with the label |
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Term
| person factor of choosing correctly |
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Definition
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Term
| situation factors of choosing correctly |
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Definition
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Term
| person factor of being consistent with commitments |
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Definition
| existing commitments (values) |
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Term
| situation factor of being consistent with commitments |
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Definition
| active commitments, public commitments |
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Term
| Freedman and Fraser research |
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Definition
| foot-in-the-door, household product search. people more likely to comply after survey |
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Term
| principles of influence discovered by Cialdini |
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Definition
| reciprocation, commitment/consistency, authority, social validation, scarcity, liking/friendship |
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Term
| characteristics of copycat suicides |
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Definition
| suicide rate jumps in areas that have highly publicized suicide stories, more prevalent among people who are similar in age and sex to victim |
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Term
| obedience in hospital setting research |
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Definition
| term Dr. has expert power. nurses obeyed dr.s orders that they considered inappropriate and potentially harmful to a patient, attributed this to dr. being legitimate and expert authority |
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Term
| techniques targeting consistency with commitments |
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Definition
| lowballing, labeling, foot-in-the-door |
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Term
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Definition
| the desire to be near others and to have pleasant interactions with them |
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Term
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Definition
| someone with whom we have an affectionate relationship |
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Term
| experience sampling method |
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Definition
| observational technique in which subjects fill out frequent descriptions of who they are with and what is going on |
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Term
| how and why we choose friends |
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Definition
| liking those who make us feel good, liking those who offer us a good deal, domain-specific social motivations |
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Term
| reinforcement-affect model |
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Definition
| theory that we like people with whom we associate positive feelings and dislike those with whom we associate negative feelings |
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Term
| domain-general model/problem |
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Definition
| model that attempts to explain a wide range of different behaviors according to a simple general rule (i.e. do it if it feels good). problem: sometimes we like people more when we meet them under, share unpleasant circumstances |
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Term
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Definition
| trading of benefits within relationships |
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Term
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Definition
| state of affairs in which one person's benefits and costs from a relationship are proportional to the benefits and costs incurred by his or her partner |
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Term
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Definition
| model that presumes that the gverning principles vary from one domain of behavior to another. (i.e. friendship vs. romance vs. parent/child) |
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Term
| goals of affiliation and friendship |
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Definition
| getting social support, getting information, gaining status, and exchanging material benefits |
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Term
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Definition
| emotional, material, or informtional assistance provided by other people |
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Term
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Definition
| study of behavioral and psychological factors that affect illness |
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Term
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Definition
| the sharing of intimate information about oneself |
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Term
| models of social relations |
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Definition
| communal sharing, authority ranking, equality matching, market pricing |
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Term
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Definition
| all members of group share in group's resources as needed and depend on one another for mutual care (family) |
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Term
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Definition
| higher-ranking individuals are entitled to loyalty, repect, and deference, lower ranking entitled to protection, advice, and leadership (military) |
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Term
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Definition
| equal, reciprocated benefits (children playing) |
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Term
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Definition
| individuals trade according to rational rules of self-interest, taking goods and services in proportion to what they put in, and seeking the best possible "deal" (marketplace) |
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Term
| proximity-attraction principle |
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Definition
| the tendecy to become friends with those who live or work nearby |
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Term
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Definition
| tendency to feel positively toward people, places, or things we have seen frequently |
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Term
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Definition
| assets that can be drawn from one's network of personal relationships |
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Term
| characteristics of relationships in western cultures |
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Definition
| freely chosen, less permanent or continuous, individualistic |
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Term
| characteristics of relationships in traditional cultures |
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Definition
| involuntary, permanent/continuous, collectivistic |
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Term
| health psychology research |
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Definition
| nurturing contact with other people is linked to a longer and happier life, dogs more stress-reducing than humans in certain evaluative situations |
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Term
| self esteem maintenance theory |
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Definition
| comparing oneself to similar others double edged sword in that you may bask in their glory when they achieve something not considered to be a personal specialty, or you may feel bad about your own performance if the triumph was in that area |
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Term
| the nature of attitudes deals with |
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Definition
| attitude formation, attitude strength, attitude behavior consistency |
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