02/04

Question 1

situational attribution

Answer 1

behavior is due to the circumstance

Question 2

dispositional attribution

Answer 2

behavior is due to the personality

Question 3

actor observer bias

Answer 3

tendency to make internal attributions about others’ behavior when it is inappropriate, but external attributions for our own in a similar situation.

Question 4

self serving bias

Answer 4

tendency to make internal attributions when successful, and external attributions when unsuccessful.

Question 5

fundamental attribution error

Answer 5

tendency for observers, when analyzing others’ behavior, to underestimate the impact of the situation and to overestimate the impact of personal disposition

Question 6

attitude

Answer 6

feelings, often influenced by our beliefs, that predispose us to respond in a particular way to objects, people, and events.

Question 7

peripheral route persuasion

Answer 7

occurs when people are influenced by incidental cues, such as a speaker’s attractiveness.
● fast but thoughtless changes in attitudes.

Question 8

central route persuasion

Answer 8

occurs when interested people focus on the arguments and respond with favorable thoughts.
● slower but more meaningful changes

Question 9

foot in the door phenomenon

Answer 9

people who have first agreed to a small request comply later with a larger request.

Question 10

door in the face phenomenon

Answer 10

the tendency for people reject large requests eventually compromise with a smaller request

Question 11

cognitive dissonance theory

Answer 11

we act to reduce the discomfort (dissonance) we feel when two of our thoughts (cognitions) are inconsistent. For example, when we become aware that our attitudes and our actions clash, we can reduce the resulting dissonance by changing our attitudes.