Term
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Definition
| going along with the crowd in order to be liked an accepted |
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Term
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Definition
| illusion, caused by very slight movements of the eye, that a stationary point of light in a dark room is moving |
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Term
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Definition
| the beliefs or behaviors that a group of people accepts as normal |
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Term
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Definition
| going along with the crowd because you think the crowd knows more than you do |
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Term
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Definition
| looking to others for cues about how to behave, while they are looking to you; collective misinterpretation |
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Term
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Definition
| a genuine inner belief that others are right |
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Term
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Definition
| outwardly going along with the group but maintaining a private, inner belief that the group is wrong |
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Term
| foot-in-the-door technique |
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Definition
| influence technique based on commitment, in which one starts with a small request in order to gain eventual compliance with a larger request |
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Term
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Definition
| influence technique based on commitment, in which one first gets a person to comply with a seemingly low-cost request and only later reveals hidden additional costs |
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Term
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Definition
| influence technique based on commitment, in which one draws people in with an attractive offer that is unavailable and then switches them to a less attractive offer that is available |
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Term
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Definition
| influence technique based on consistency, in which one assigns a label to an individual and then requests a favor that is available |
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Term
| legitimization-of-paltry-favors-technique |
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Definition
| influence technique in which a requester makes a small amount of aid acceptable |
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Term
| door in the face technique |
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Definition
| influence technique based on reciprocity, in which one starts with an inflated request and then retreats to a smaller request that appears to be a concession |
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Term
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Definition
| influence technique based on reciprocity, in which one first makes an inflated request but, before the person can answer yes or no, sweetens the deal by offering a discount or bonus |
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Term
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Definition
| influence technique based on scarcity, in which one tells people that an item is in short supply |
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Term
| fast-approaching-deadline technique |
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Definition
| influence technique based on scarcity, in which one tells people an item or a price is only available for a limited time |
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Term
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Definition
| influence technique in which one captures people's attention, as by making a novel request |
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Term
| disrupt-then-reframe technique |
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Definition
| influence technique in which one disrupts critical thinking by introducing and unexpected element, then reframes the message in a positive light |
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Term
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Definition
| an attempt to change a person's attitude |
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Term
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Definition
| the individual who delivers a message |
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Term
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Definition
| the finding that, over time, people separate the message from the messenger |
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Term
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Definition
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Term
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Definition
| whether a source will honestly tell you what he or she knows |
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Term
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Definition
| people perceived as credible sources because they are arguing against their own previously held attitudes and behaviors |
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Term
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Definition
| the assumption that because people have one desirable trait (e.g. attractiveness), people also possess many other desirable traits (e.g. intelligence) |
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Term
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Definition
| revealing potentially incriminating evidence first to negate its impact |
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Term
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Definition
| inattention and irritation that occurs after an audience has encountered the same advertisement too many times |
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Term
| repetition with variation |
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Definition
| repeating the same information, but in a varied format |
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Term
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Definition
| whether you "get" (pay attention to, understand) the message |
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Term
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Definition
| whether you "accept" the message |
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Term
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Definition
| a tendency to engage in and enjoy effortful thinking, analysis, and mental problem solving |
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Term
| impressionable years hypothesis |
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Definition
| proposition that adolescents and young adults are more easily persuaded than their elders |
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Term
| elaboration likelihood model (ELM) |
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Definition
| theory that posits two routes to persuasion, via either conscious or automatic processing |
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Term
| heuristic/systematic model |
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Definition
| theory that posits (assume as a fact) two routes to persuasion, via either conscious or automatic processing |
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Term
| central route (systematic processing) |
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Definition
| the route to persuasion that involves careful and thoughtful consideration of the content of the message (conscious processing) |
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Term
| peripheral route (heuristic processing) |
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Definition
| the route to persuasion that involves some simple cue, such as attractiveness of the source (automatic processing) |
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Term
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Definition
| degree to which people expect an issue to have significant consequences for their own lives |
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Term
| negative attitude change (boomerang effect) |
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Definition
| doing exactly the opposite of what one is being persuaded to do |
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Term
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Definition
| doing something that is good for other people or for society as a whole |
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Term
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Definition
| when members of a society respect and follow its rules |
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Term
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Definition
| the obligation to return in kind what another has done for us |
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Term
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Definition
| standards established by a society to tell its members what types of behavior are typical or expected |
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Term
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Definition
| the idea that each person receives benefits in proportion to what he or she contributes |
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Term
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Definition
| the idea that everyone gets the same amount, regardless of what he or she contributes |
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Term
| sensitivity about being the target of a threatening upward comparison |
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Definition
| interpersonal concern about the consequences of outperforming others |
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Term
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Definition
| getting less than you deserve |
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Term
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Definition
| getting more than you deserve |
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Term
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Definition
| feeling bad for having lived through a terrible experience in which many others died |
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Term
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Definition
| when each person does his or her part, and together they work toward a common goal |
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Term
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Definition
| a game that forces people to choose between cooperation and competition |
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Term
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Definition
| an interaction in which both participants can win (or lose) |
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Term
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Definition
| a situation in which one person's gain is another's loss |
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Term
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Definition
| ceasing to feel angry toward or seek retribution against someone who has wronged you |
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Term
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Definition
| following orders from an authority figure |
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Term
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Definition
| going along with the crowd |
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Term
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Definition
| the evolutionary tendency to help people who have our genes |
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Term
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Definition
| when a helper seeks to increase his or her own welfare by helping another |
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Term
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Definition
| when a helper seeks to increase another's welfare and expects nothing in return (altruistic: selfless concern for the well-being of others) |
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Term
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Definition
| reacting to another person's emotional state by experiencing the same emotional state |
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Term
| empathy-altruism hypothesis |
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Definition
| the idea that empathy motivates people to reduce other people's distress, as by helping or conforming |
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Term
| empathy-specific reward hypothesis |
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Definition
| the idea that empathy triggers the need for social reward (e.g. praise, honor, pride) that can be gained by helping) |
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Term
| empathy-specific punishment hypothesis |
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Definition
| the idea that empathy triggers the fear of social punishment (e.g. guilt, shame, censure) that can be avoided by helping) |
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Term
| negative state relief hypothesis |
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Definition
| the idea that people help others in order to relieve their own distress |
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Term
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Definition
| the assumption that life is essentially fair, that people generally get what they deserve and deserve what they get |
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Term
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Definition
| the finding that people are less likely to offer help when they are in a group than when they are alone |
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Term
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Definition
| looking to others for cues about how to behave, while they are looking to you; collective misinterpretation |
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Term
| diffusion of responsibility |
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Definition
| the reduction in feeling responsible that occurs when others are present |
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Term
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Definition
| failure to help in front of others for fear of feeling like a fool if one's offer of help is rejected |
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Term
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Definition
| a planned, long-term, nonimpulsive decision to help others |
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Term
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Definition
| any behavior intended to harm another person who is motivated to avoid the harm |
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Term
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Definition
| any behavior that intentionally harms another person who is physically present |
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Term
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Definition
| any behavior that intentionally harms another person who is physically absent |
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Term
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Definition
| "hot," impulsive, angry behavior that is motivated by a desire to harm someone |
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Term
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Definition
| "cold," premeditated, calculated harmful behavior that is a means to some practical or material end |
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Term
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Definition
| aggression that has as its goal extreme physical harm, such as injury or death |
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Term
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Definition
| behavior that either damages interpersonal relationships or is culturally undesirable |
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Term
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Definition
| an innate (inborn, biologically programmed) tendency to seek a particular goal, such as food, water or sex |
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Term
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Definition
| in Freudian theory, the constructive, life-giving instinct |
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Term
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Definition
| in Freudian theory, the destructive, death instinct |
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Term
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Definition
| observing and copying or imitating the behavior of others |
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Term
| frustration-aggression hypothesis |
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Definition
| proposal that "the occurrence of aggressive behavior always presupposes the existence of frustration," and "the existence of frustration always leads to some form of aggression" |
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Term
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Definition
| blockage of or interference with a personal goal |
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Term
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Definition
| the tendency to perceive ambiguous actions by others as aggressive |
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Term
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Definition
| the tendency to perceive social interactions in general as being aggressive |
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Term
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Definition
| the tendency to assume that people will react to potential conflicts with aggression |
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Term
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Definition
| a response to stress that involves aggressing against others or running away |
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Term
| tend and befriend syndrome |
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Definition
| a response to stress that involves nurturing others and making friends |
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Term
| domestic violence (family violence, intimate-partner violence) |
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Definition
| violence that occurs within the home or family, between people who have a close relationship with each other |
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Term
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Definition
| the increase in aggression that occurs as a result of the mere presence of a weapon |
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Term
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Definition
| the male sex hormone, HIGH levels of which have been linked to aggression and violence in both animals and humans |
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Term
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Definition
| the "feel good" neurotransmitter, LOW levels of which have been linked to aggression and violence in both animals and humans |
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Term
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Definition
| according to Malaysian culture, refers to the behavior of a young man who becomes "uncontrollably" violent after receiving a blow to his ego |
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Term
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Definition
| a society that places high value on individual respect, strength, and virtue, and accepts and justifies violent action in response to threats to one's honor |
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Term
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Definition
| a state of disgrace or loss of self-respect (or of respect from others) |
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Term
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Definition
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Term
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Definition
| a sense of anonymity and loss of individuality, as in a large group, making people especially likely to engage in antisocial behaviors such as theft |
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Term
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Definition
| social standards that prescribe what people ought to do |
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Term
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Definition
| norms that specify what most others approve or disapprove of |
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Term
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Definition
| norms that specify what most people do |
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