#2 exam (book terms)

Question 1

Sleeper Effect?

Answer 1

A delayed increase in the persuasive impact of a non-credible source
At first, credibility matters but…
Low credibility sources gain persuasion after time

Question 2

Need for cognition (NC)?

Answer 2

A personality variable that distinguishes people on the basis of how much they enjoy effortful cognitive activities

Question 3

Inoculation Hypothesis?

Answer 3

The idea that exposure to weak versions of a persuasive argument increases later resistance to that argument
(I wrestle a scrub- i gain confidence- I start to dominate)

Question 4

Psychological reactance?

Answer 4

Theory that people react against threats to their freedom by asserting themselves and perceiving the threatened freedom as more attractive
(Gotta make weight- so now I want food more)

Question 5

Cognitive Dissonance Theory?

Answer 5

Theory holding that inconsistent cognitions arouse psychological tension that people become motivated to reduce
EX: Deer wants fruit (cognition), but deer can’t reach fruit (inconsistency to cognition)(tension caused), deer thinks “fruit was bad anyways” (reduces tension)

Question 6

Insufficient Justification?

Answer 6

Condition in which people freely perform an attitude-discrepant behavior without receiving a large reward

Question 7

Insufficient Deterrence?

Answer 7

Condition in which people refrain from engaging in a desirable activity, even when only mild punishment is threatened

Question 8

Attitude Scale?

(self report measure)

Answer 8

A multiple-item questionnaire designed to measure a person’s attitude toward some object.

Question 9

Bogus Pipeline?

self report measure

Answer 9

A phony lie-detector device that is sometimes used to get respondents to give truthful answers to sensitive questions.

Question 10

Facial Electromyograph (EMG)? 
(covert measure)

Answer 10

Electronic instrument that records facial muscle activity associated with emotions and attitudes

Question 11

Conformity?

Answer 11

The tendency to change our perceptions, opinions, or behavior in ways that are consistent with group norms

Question 12

Information influence?

Answer 12

Influence that produces conformity when a person believes that others are correct in their judgments

Question 13

Normative influence?

Answer 13

Influence that produces conformity when a person fears the negative social consequences of appearing deviant

Question 14

Private conformity?

Answer 14

Change of beliefs that occurs when a person privately accepts the position taken by others

Question 15

Public conformity?

Answer 15

A superficial change in overt behavior without a corresponding change of opinion that is produced by real or imagined group pressure

Question 16

Minority influence?

Answer 16

Process by which minority decision produces change within a group

Question 17

Idiosyncrasy credits?

Answer 17

Gaining goodwill (“brownie points”) by conforming with the group so that your later deviance will be tolerable

Question 18

Individualism vs Collectivism?

Answer 18

Ind- Myself before others

Col- Group goals before mine

Question 19

Foot-in-the-door technique?

Answer 19

Two step compliance technique in which an influencer sets the stage for the real request by first getting a person to comply with a much smaller request

Question 20

lowballing?

Answer 20

Two step compliance technique in which the influencer secures agreement with a request but then increases the size of that request by revealing hidden costs

Question 21

Door-in-the-face technique?

Answer 21

Two step compliance technique in which the influencer prefaces the real request with one that is so large that it is rejected

Question 22

That’s-not-all technique?

Answer 22

Two step compliance technique in which the influencer begins with an inflated request, then decreases its apparent size by offering a discount or bonus

Question 23

Social impact theory?

Answer 23

Theory that social influence depends on the strength, immediacy and number of source persons relative to target persons

Question 24

Social facilitation?

Answer 24

Process in which the presence of others enhances performance on easy tasks but impairs performance on difficult tasks

Question 25

Mere Presence theory?

Answer 25

Proposition that the “mere presence” of others is sufficient to produce social facilitation effects

Question 26

Evaluation apprehension theory?

Answer 26

Theory that the presence of others will produce social facilitation effects but only when those others are seen as potential evaluators

Question 27

Distraction-conflict theory?

Answer 27

Theory that the presence of others will produce social facilitation effects but only when those others distract from the task and create attention conflict

Question 28

Social Loafing?

Answer 28

A group-produced reduction in individual output on tasks where contributions are pooled

Question 29

Collective effort model?

Answer 29

Theory that individuals will exert effort on a collective task to the degree that they think their individual efforts will be important, relevant, and meaningful for achieving outcomes that they value
-EX: crowd cheering vs. individual cheering

Question 30

De-individuation?

Answer 30

The loss of a person’s sense of individuality and the reduction of normal constraints against deviant behavior

Question 31

Social Identity Model of De-individuation effects (SIDE)?

Answer 31

A model of group behavior that explains de-individuation effects as the result of a shift from personal identity to social identity

Question 32

Process loss?

Answer 32

The reduction in group performance due to obstacles created by group processes, such as problems of coordination and motivation

Question 33

Process gain?

Answer 33

Increase in group performance so that the group outperforms the individuals who comprise the group

Question 34

Group Polarization?

Answer 34

The exaggeration of initial tendencies in the thinking of group members through group discussion

Question 35

Escalation effect?

Answer 35

The condition in which commitments to a failing course of action are increased to justify investments already made

Question 36

Biased Sampling?

Answer 36

The tendency for groups to spend more time discussing shared information (info that all members know) than unshared information (info that few members know)

Question 37

Transactive memory?

Answer 37

A shared system of remembering information that enables multiple people to remember information together more efficiently than they could do so alone

Question 38

Social Dilemma?

Answer 38

A situation in which a self-interested choice by everyone will create the worst outcome for everyone

Question 39

Prisoner’s Dilemma?

Answer 39

A type of dilemma in which one party must make either cooperative or competitive moves in relation to another party. the dilemma is typically designed so that the competitive move appears to be in one’s self-interest, but if both sides make this move, they both suffer more than if they had both cooperated

Question 40

Resource Dilemma?

Answer 40

Social dilemmas involving how two or more people will share a limited resource

Question 41

Graduated and Reciprocated Initiatives in Tension Reduction (GRIT)?

Answer 41

A strategy for unilateral persistent efforts to establish trust and cooperation between opposing parties

Question 42

Integrative Agreement?

Answer 42

A negotiated resolution to a conflict in which all parties obtain outcomes that are superior to what they would have obtained from an equal division of the contested resource

Question 43

Attitude?

Answer 43

A positive, negative,
or mixed reaction to a person, object, or idea, expressed at some level of intensity
-love, like, dislike, detest, etc.

Question 44

Implicit Association Test (IAT)?

Answer 44

Measures unconscious attitudes by the speed with which one responds to pairings of concepts.
EX: Faster responding to positive words when Rutgers is paired with pleasant = positive implicit attitude toward Rutgers
Average correspondence = .24

Question 45

Planned Behavior Theory?

Answer 45

Theory that attitudes toward a specific behavior combine with subjective norms and perceived control to influence a person’s actions