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| Theory of Parental Investment and Sexual Selection |
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| The sex investing more in offspring will be more discriminating about mate selection. The sex investing less in offspring will be more competitive for sexual access to the high-investing sex. |
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| Anything that draws two or more people together |
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| People like you and include you in their groups |
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| People exclude you from their groups |
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| Behaviors reinforced will be repeated In attraction, people like those who are rewarding to them |
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Do favors for someone
Praise someone |
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| Annoying habits become more annoying over time |
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| Familiarity and Repeated Exposure |
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Can make bad things worse
Can encourage liking someone |
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When we are confronted with information implying that we may have behaved in ways that are irrational, immoral or stupid, we experience discomfort.
This discomfort caused by performing an action that runs counter to one's (typically positive) conception of oneself is referred to an cognitive dissonance. |
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| The tendency to overestimate the intensity and duration of our emotional reactions to future negative events |
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Every time we make a decision, we experience dissonance. In any decision, the chosen alternative is seldom entirely negative.
So while making the decision, you have doubts. After the decision, your cognition that you are a smart person is dissonant with aspects that didn't fit your choice.
You reduce dissonance by downplaying the negative aspects of the one you chose and the positive aspects of the one you rejected.
Dissonance aroused after making a decision, typically reduced by enhancing the attractiveness of the chosen alternative and devaluing the rejected alternatives |
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| a 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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Tendency for individuals to increase their liking for something they have worked hard to attain esp. with negative consequences.
ex: hazing for clubs, boot camps |
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| counter-attitudinal advocacy |
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| with insufficient external justification leads to attitude change |
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| The purpose is to lead individuals to more responsible behavior, by introducing something wrong (learning from an example) |
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| The dissonance aroused when individuals lack sufficient external justification for having resisted a desired activity of object, usually resulting in individuals devaluing the forbidden activity or object. |
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| A long lasting form of attitude change, based on reflecting on oneself. |
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| A person who has done someone a favor is more likely to do that person another favor than they would be if they had received a favor from that person. Similarly, one who harms another is more willing to harm them again than the victim is to retaliate. |
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| Help us deal with a complex world. Are evaluation (like or dislike), initial evaluations are immediate and unconscious (evaluations of people, objects, and ideas). Attitudes are helpful in making choices. |
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| cognitively based attitudes |
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| an attitude based primarily on people's beliefs about the properties of an attitude object |
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| affectively based attitudes |
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| 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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| An attitude based on observations of how one behaves toward an attitude object |
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| Like teaching a dog: reward for something good, punishment for something bad. |
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| conscious evaluation response |
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| automatic evaluative response |
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| Persuasion is an attempt to change someone's attitudes. Typically with the ultimate goal of changing someones behavior. Central route: invovles conscious processing (careful and thoughtful consideration) and peripheral route involves automatic processing (influenced by simple cues). |
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| Yale attitude change approach |
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| the study of the conditions under which people are most likely to change their attitudes, in response to persuasive messages |
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| Elaboration likelihood model |
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| Persuasion process: Central route: invovles conscious processing (careful and thoughtful consideration) and peripheral route involves automatic processing (influenced by simple cues). |
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| central route to persuasion |
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| Central route: invovles conscious processing (careful and thoughtful consideration) |
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| peripheral route to persuasion |
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| peripheral route involves automatic processing (influenced by simple cues) |
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| Fear-arousing communications |
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| Heuristic-systematic model of persuasion |
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| when a person cannot act the way they want to act, and to reduce the feeling of anxiety, they do what they are told to do |
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| Some attitudes are strong, easily accessible. Others are weak, hard to access. |
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| Theory of Planned behavior |
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| Attitude toward the behavior & subjective norms & perceived behavioral control. Behavioral intention: behavior. |
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| when a person is presented with something that appears to look ordinary, but has a hidden, manipulative message |
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| Solomon Asch (1951, 1956) participants guessed which line in the right box is the same length as the line on the left. Almost everyone easily gets this right- when alone. |
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| informational social influence |
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| 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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| conforming to other peoples behaviors out of a genuine belief that what they are doing or saying is right |
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| People still conformed to the group estimate when they participated individually a year later. These results suggest that people were relying on each other to define reality and came to privately accept the group estimate. |
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| occurrence in a group of people of similar symptoms, without the knowledge of a physical cause |
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The implicit or explicit rules a group has for the acceptable behaviors, values and beliefs of its members.
Beliefs about what other people we care about want us to do. |
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| normative social influence |
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| Obedience is a social norm that is valued in every culture. Without obedience to authority, there would be chaos. We internalize the social norm of obedience. Good side: we obey rules and laws even when the authority figure isn't present. Bad side: people will obey the orders of an authority figure to hurt or even kill other human beings. |
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| Conforming to social influence depends on: the strength of the group's importance, its immediacy, the number of people in the group. |
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| Tolerance a person earns over time by conforming to group norms; if they do something abnormal and will not be punished for it |
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| Comparison Level for alternatives |
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| Anxious/ ambivalent attachment |
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