Term
|
Definition
| Individuals come to know there own attitudes by inferring them from observations of their own overt behavior and/or the circumstances. |
|
|
Term
| Cognitive Dissonance Theory |
|
Definition
| people change attitudes to fit their behavior because inconsistencies are mentally unpleasant |
|
|
Term
| Self Perception Theory: Con't |
|
Definition
| An unpleasant mental state is not needed as explanation for the results of the cognitive dissonance studies. |
|
|
Term
|
Definition
| A measure of how socially acceptable you are |
|
|
Term
|
Definition
| Having high self esteem helps shield people from fear of death. |
|
|
Term
|
Definition
| A changing in one's behavior due to the real or imagined influence of other people |
|
|
Term
|
Definition
| Performing an act at another's explicit request, even if privately disagreeing. |
|
|
Term
|
Definition
Compliance to an explicit command in an unequal power relationship
Bringing one's behavior in line with the commands of authoriy |
|
|
Term
|
Definition
Yawning or laughter
Study found that participants would unconsciously imitate the behaviors of a confederate |
|
|
Term
|
Definition
| Non-conscious mimicry of the posture, mannerisms, and facial expressions of one's interaction partner |
|
|
Term
|
Definition
| Thinking about a behavior increases the tendency to engage in that behavior. |
|
|
Term
|
Definition
| The act of perceiving another person's behavior creates a tendency to behave similarly. |
|
|
Term
| Informational Social Influence |
|
Definition
desire to be right
look to others for information about how to act
private acceptance |
|
|
Term
|
Definition
| Conforming to other people's behavior out of a genuine belief that what they are doing or saying is right. |
|
|
Term
|
Definition
| Conforming to other people's behavior publicly without necessarily believing in what we are doing or saying. |
|
|
Term
| Normative Social Influence |
|
Definition
Desire to be like and accepted
Unambiguous situations
Public compliance
|
|
|
Term
|
Definition
| The implicit or explicit rules a group has for the acceptable behaviors, values, and beliefs of its members. |
|
|
Term
| two major techniques of interrogation |
|
Definition
maximization: scare tactics
minimization: soft sell - 'they were probably asking for it' |
|
|
Term
| 6 Social Influence Techniques |
|
Definition
|
|
Term
| Principle 1: Reciprocation |
|
Definition
Pay every debt, as if God wrote the bill.”
–R. W. Emerson
Door-in-the-face technique: Large request
denied followed by the smaller request.
That's-not-all technique
Free samples, free inspections, free workouts
|
|
|
Term
| Principle 2: Commitment & Consistency |
|
Definition
| Please call if you have to change your plans-Will you please call if you have to change you plans? no show rate dropped from 30-10% |
|
|
Term
Principle 2: Con't
Foot in the door technique |
|
Definition
Small request-granted-followed by larger(target) request.
|
|
|
Term
Principle 2: Con't
Low balling technique |
|
Definition
| You agree to attractive offer - followed by a less attractive offer - you feel inclined to agree |
|
|
Term
Principle 2: Con't
Bait and switch technique |
|
Definition
| Advertise a low price on an item - unavailable or obviously poor quality - you go find an alternative item that is in stock or of better quality |
|
|
Term
| Principle 3: Social Validation |
|
Definition
Truths are us.
What other are doing or have done there.
peer pressure
a long list of neighbors who had donated money to a local charity |
|
|
Term
|
Definition
The friendly thief
friendship
physical attractiveness
similarity, compliments, cooperation |
|
|
Term
|
Definition
Less is best and loss is worst
items become desirable as they become less available
hard to get, rate - limited time only, limited supply |
|
|
Term
|
Definition
Appear to be an expert
appearance of authority |
|
|
Term
|
Definition
Can you spare a quarter? -17 cents
different number |
|
|
Term
|
Definition
Positive moods tends to increase compliance for two main reasons
1. feel more resources
2. mood maintenance, helping the participant, hindering the participant. |
|
|
Term
|
Definition
likely to increase compliance
negative state relief hypothesis - people engage in certain actions in order to relieve neg feelings and to feel better about themselves
guilt - may feel more obligated to help someone if we feel guilty
better to ask for a donation before someone confesses their sins than afterward |
|
|
Term
|
Definition
When persuasion attempts boomerang
people experience an unpleasant state of arousal when they believe their freedoms are threatened, and they often act to reduce this unpleasant arousal by reasserting the rights. |
|
|
Term
|
Definition
a psychological tendency that is expressed by evaluating a particular entity with some degree of favor or disfavor.
evaluations of people, objects, and ideas.
attitude is the categorization of a stimulus object along an evaluative dimension |
|
|
Term
|
Definition
affective, cognitive, behavioral
responses |
|
|
Term
|
Definition
|
|
Term
| The accessibility of an attitude |
|
Definition
| How easily or quickly an attitude can be retrieved from memory. The speed of retrieval is presumed to indicate the strength of the link in memory between the representation of the object and the evaluation of it. |
|
|
Term
|
Definition
| the psychological experience of the degree to which an attitude is personally important and perceived as central to your personal values. |
|
|
Term
|
Definition
| attitudes are useful - they alert us to rewarding object we should approach and to costly and punishing object we should avoid (morning sickness) |
|
|
Term
|
Definition
protecting us from being aware of unpleasant facts or emotions
terror management theory |
|
|
Term
|
Definition
| Words or pictures that are not consciously perceived but may nevertheless influence people's judgments, attitudes, and behaviors. |
|
|
Term
|
Definition
| the assumption that other people are more prone to being influence by persuasive messages than they themselves are. |
|
|
Term
|
Definition
| Over generalized negative/positive beliefs about members in a social group |
|
|
Term
|
Definition
| Negative feelings towards members in a social group |
|
|
Term
|
Definition
| negative behaviors directed at members in social groups |
|
|
Term
|
Definition
Hostile and benevolent aspects combined
hostile: woman are inferior to men
benevolent: woman are superior to men. |
|
|
Term
| Realistic Conflict theory |
|
Definition
| Hostility between groups is typically the result of conflict between the groups of some real, material resource. |
|
|
Term
| Basking in reflected glory |
|
Definition
process or presenting ourselves with successful, high status others or events
ex. we won/they lost |
|
|
Term
| cutting off reflected failure |
|
Definition
| process of distancing ourselves from unsuccessful, low status others or events. |
|
|
Term
|
Definition
| false belief of a stronger association between two variables than actually exists |
|
|
