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Definition
| The content of the self; that is, our knowledge about who we are |
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Definition
| The act of thinking about ourselves |
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Definition
| Formulate and organize what we know about ourselves |
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| Make plans and execute decisions |
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Definition
| Try to put our best foot forward to others |
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Definition
| Try to put our best foot forward to ourselves |
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| Independent VIew of the Self |
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Definition
| A way of 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 |
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| Interdependent View of the Self |
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Definition
| A way of defining oneself in terms of one's relationships to other people; recognizing that one's behavior is often determined by the thoughts, feelings, and actions of others |
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Definition
| The process whereby people look inward and examine their own thoughts, feelings, and motives |
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Definition
| The idea that when people focus their attention on themselves, they evaluate and compare their behavior to their internal standards and values |
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Definition
| Theories about the causes of one's own feelings and behaviors; often we learn such theories from our culture |
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Term
| Reasons-Generated Attitude Change |
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Definition
| Attitude change resulting from thinking about the reasons for one's attitudes; people assume their attitudes match the reasons that are plausible and easy to verbalize |
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Definition
| The theory that when our attitudes and feelings are uncertain or ambiguous, we infer these states by observing our behavior and the situation in which it occurs |
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Definition
| The desire to engage in an activity because we enjoy it or find it interesting, not because of external rewards or pressures |
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Definition
| The desire to engage in an activity because of external rewards or pressures, not because we enjoy the task or find it interesting |
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Definition
| The tendency for people to view their behavior as caused by compelling extrinsic reasons, making them underestimate the extent to which it is caused by intrinsic reasons |
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Term
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Definition
| Rewards that are given for performing a task, regardless of how well the task is done |
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Term
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Definition
| Rewards that are given for performing a task, regardless of how well the task is done |
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Term
| Performance-Contingent Rewards |
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Definition
| Rewards that are based on how well we perform a task |
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Term
| Two-Factor Theory of Emotion |
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Definition
| The idea that emotional experience is the result of a two-step self-perception process in which people first experience physiological arousal and then seek an appropriate explanation for it |
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Term
| Misattribution of Arousal |
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Definition
| The process whereby people make mistaken inferences about what is causing them to feel the way that they do |
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Term
| Appraisal Theories of Emotion |
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Definition
| Theories holding that emotions result from people's interpretations and explanations of events, even in the absence of physiological arousal |
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Term
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Definition
| The idea that we have a set amount of an ability that cannot change |
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Definition
| The idea that our abilities are malleable qualities that we can cultivate and grow |
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Term
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Definition
| The idea that we learn about our own abilities and attitudes by comparing ourselves to other people |
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Term
| Downward Social Comparison |
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Definition
| Comparing ourselves to people who are worse than we are on a particular trait or ability |
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Term
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Definition
| Comparing ourselves to people who are better than we are on a particular trait or ability |
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Definition
| The process whereby people adopt another person's attitudes |
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Term
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Definition
| The attempt by people to get others to see them as they want to be seen |
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Term
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Definition
| The process whereby people flatter, praise, and generally try to make themselves likable to another person, often of higher status |
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Definition
| The strategy whereby people create obstacles and excuses for themselves so that if they do poorly on a task, they can avoid blaming themselves |
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Term
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Definition
| A drive or feeling of discomfort, originally defined as being caused by holding two or more inconsistent cognitions and subsequently defined as being caused by performing an action that is discrepant from one's customary, typically positive self-conception |
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Term
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Definition
| The tendency to overestimate the intensity and duration of our emotional reactions to future negative events |
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Term
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Definition
| Dissonance aroused after making a decision, typically reduced by enhancing the attractiveness of the chosen alternative and devaluating the rejected alternatives |
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Term
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Definition
| An unscrupulous strategy whereby a salesperson induces a customer to agree to purchase a product at a very low cost, subsequently claims it was an error, and then raises the price; frequently, the customer will agree to make the purchase at the inflated price |
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Definition
| The tendency for individuals to increase their liking for something they have worked hard to attain |
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Definition
| A reason or an explanation for dissonant personal behavior that resides outside the individual |
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Definition
| The reduction of dissonance by changing something about oneself |
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Term
| Counterattitudinal Advocacy |
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Definition
| Stating an opinion or attitude that runs counter to one's private belief or attitude |
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Term
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Definition
| The arousal of dissonance by having individuals make statements that run counter to their behaviors and then reminding them of the inconsistency between what they advocated and their behavior. The purpose is to lead individuals to more responsible behavior. |
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Term
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Definition
| The dissonance aroused when individuals lack sufficient external justification for having resisted a desired activity or object, usually resulting in individuals' devaluing the forbidden activity or object |
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Term
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Definition
| Evaluations of people, objects, and ideas |
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Term
| Cognitively Based Attitude |
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Definition
| An attitude based primarily on people's beliefs about the properties of an attitude object |
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Term
| Affectively Based Attitude |
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Definition
| An attitude based more on people's feelings and values than on their beliefs about the nature of an attitude object |
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Term
| Behaviorally Based Attitude |
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Definition
| An attitude based on observations of how one behaves toward an attitude object |
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Term
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Definition
| Attitudes that we consciously endorse and can easily report |
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Term
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Definition
| Attitudes that are involuntary, uncontrollable, and at times unconscious |
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Term
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Definition
| Communication advocating a particular side of an issue |
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Term
| Yale Attitude Change Approach |
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Definition
| The study of the conditions under which people are most likely to change their attitudes in response to persuasive messages, focusing on "who said what to whom"--the source of the communication, the nature of the communication, and the nature of the audience |
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Term
| Elaboration Likelihood Model |
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Definition
| A model explaining two ways in which persuasive communications can cause attitude change |
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Term
| Central Route to Persuasion |
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Definition
| The case whereby people elaborate on a persuasive communication, listening carefully to and thinking about the arguments, as occurs when people have both the ability and the motivation to listen carefully to a communication |
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Term
| Peripheral Route to Persuasion |
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Definition
| The case whereby people do not elaborate on the arguments in a persuasive communication but are instead swayed by peripheral cues |
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Term
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Definition
| A personality variable reflecting the extent to which people engage in and enjoy effortful cognitive activities |
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Term
| Fear-Arousing Communications |
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Definition
| Persuasive messages that attempt to change people's attitudes by arousing their fears |
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Term
| Heuristic-Systematic Model of Persuasion |
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Definition
| AN explanation of the two ways in which persuasive communications can cause attitude change: either systematically processing the merits of the arguments or using mental shortcuts |
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Term
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Definition
| Making people immune to attempts to change their attitudes by initially exposing them to small doses of the arguments against their position |
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Term
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Definition
| The idea that when people feel their freedom to perform a certain behavior is threatened, an unpleasant state of reactance is aroused, which they can reduce by performing the threatened behavior |
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Term
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Definition
| The strenth of the association between an attitude object and a person's evaluation of that object, measured by the speed with which people can report how they feel about the object |
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Term
| Theory of Planned Behavior |
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Definition
| The idea that the best predictors of a person's planned, deliberate behaviors are the person's attitudes toward specific behaviors, subjective norms, and perceived behavioral control |
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Term
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Definition
| A change in one's behavior due to the real or imagined influence of other people |
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Term
| Informational Social Influence |
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Definition
| The influence of other people that leads us to conform because we see them as a source of information to guide our behavior; we conform because we believe that others' interpretation of an ambiguous situation is more correct than ours and will help us choose an appropriate course of action |
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Term
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Definition
| COnforming to other people's behavior out of a genuine belief that what they are doing or saying is right |
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Term
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Definition
| Conforming to other people's behavior publicly without necessarily believing in what the other people are doing or saying |
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Term
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Definition
| The rapid spread of emotions or behaviors through a crowd |
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Term
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Definition
| The occurrence, in a group of people, of similar physical symptoms with no known physical cause |
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Term
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Definition
| The implicit or explicit rules a group has for the acceptable behaviors, values, and beliefs of its members |
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Term
| Normative Social Influence |
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Definition
| The influence of other people that leads us to conform in order to be liked and accepted by them; this type of conformity results in public compliance with the group's beliefs and behaviors but not necessarily private acceptance of those beliefs and behaviors |
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Term
| Normative Social Influence |
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Definition
| The influence of other people that leads us to conform in order to be liked and accepted by them; this type of conformity results in public compliance with the group's beliefs and behaviors but not necessarily private acceptance of those beliefs and behaviors |
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Term
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Definition
| The idea that conforming to social influence depends on the strength of the group's importance, its immediacy, and the number of people in the group |
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Term
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Definition
| The tolerance a person earns, over time, by conforming to group norms; if enough idiosyncrasy credits are earned, the person can, on occasion, behave deviantly without retribution from the group |
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Term
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Definition
| The case where a minority of group members influences the behavior or beliefs of the majority |
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Term
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Definition
| People's perceptions of what behaviors are approved or disapproved of by others |
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Term
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Definition
| People's perceptions of how people actually behave in given situations, regardless of whether the behavior is approved or disapproved of by others |
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