people’s evaluations of their own self-worth—that is, the extent to which they view themselves as good, competent, and decent.  

evaluations of people, objects, and ideas.

a change in one’s behavior due to real or imagined influence of other people.

defining oneself in terms of one’s relationship to other people; recognizing that one’s behavior is often determined by the thoughts, feelings, and actions of others.

defining oneself in terms of one’s own internal thoughts, feelings, and actions and not in terms of the thoughts, feelings, and actions of other people.

the tendency for people to view their behavior as caused by compelling extrinsic reasons, making them underestimate the extent to which it was caused by intrinsic reasons.

the process whereby people flatter, praise, and generally try to make themselves likable to another person, often of higher status.  

the strategy whereby people create obstacles and excuses for themselves so that if they do poorly on a task, they can avoid blaming themselves.  

(compare to someone who is a n00b)

(when someone holds 2 or more inconsistent attitudes/cognitions of their behavior is inconsistent with an attitude/cognition, they feel a dissonance or discomfort.)

an attitude based more on people’s feelings and values than on their beliefs about the nature of an attitude object. (voting for a president based on feelings/values/believe in what is right versus actually knowing what the political topics are about)

attitude based on observations of how one behaves toward an attitude object. (when asked about exercise, someone says, “I guess I like it, I seem to go running every day after work”—behaviorally based)

attitude based primarily on people’s beliefs about the properties of an attitude object.  (How many miles per gallon? What are its safety features?)

study of the conditions under which people are most likely to change their attitudes in response to persuasive messages, focusing on the “who said what to whom”—the source of the communication, the nature of the communication, and the nature of the audience (looking at the “who says what to whom with what effect” in trying to change attitudes)

when people are motivated and have the ability to pay attention to the arguments in the communication. (audience already interested)

when people do not pay attention to the arguments but are instead swayed by surface characteristics (i.e. who gave the speech). (audience not interested, presenter of high status more likely to persuade)

Making people immune to attempt to change their attitudes by initially exposing them to small doses of the arguments against their position (exposing people to weak attacks upon their attitudes so that when stronger attacks come, they will have refutations available.)

an emotional reaction in direct contradiction to rules or regulations that threaten or eliminate specific behavioral freedoms

rapid spread of an emotion or behavior

implicit or explicit rules a group has for the acceptable behaviors, values, and beliefs of its members.

someone does something for you, you should do something for them

the tolerance a person earns, over time, by conforming to group norms; if enough idiosyncrasy credits are earned, the person can, on occasion, behave defiantly without retribution from the group.

need to be liked

need to be right

a change in one’s behavior due to the real or imagined influence of other people.  

negative feelings that arise when people are unable to cope with demands of environment

aggressive, competitive, fast paced

passive, relaxed, unrushed

we see conformity go up. After that it doesn’t continue to increase