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Social Psychology > 2nd Test > Flashcards

2nd Test Flashcards

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1
Q

When the attributions for a person’s behavior vary according to whether one is the actor (doing the behavior or an observer (of the behavior)

A

Actor/observer effect

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2
Q

Wherein an expression reflects more than one emotion

A

Blended emotions

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3
Q

Tendency to assume that outward behavior corresponds to inward attitudes and to ignore situational influences

A

Correspondence bias

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4
Q

Judgment about the cause of behavior

A

Attribution

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5
Q

Interpretation of facial expression and other nonverbal behavior

A

Decoding

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6
Q

Rules indicating which facial expressions are appropriate in a given context

A

Display rules

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7
Q

Attributing behavior to dispositional factors while ignoring situational ones

A

Fundamental attribution error

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8
Q

Believing that the odds of a coin coming up heads are greater after having just come up tails rather than heads in the last flip

A

Gambler’s fallacy

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9
Q

Incorrectly thinking that identical random outcomes are “Streaks”

A

Hot hand illusion

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10
Q

False belief that one can control or influence random or chance events

A

Illusion of control

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11
Q

Overestimation of the extent to which 2 variables are correlated

A

Illusory correlation

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12
Q

Lay or unscientific theory about the kinds of person characteristics that are typically found together

A

Implicit personality theory

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13
Q

Combines multiple studies, usually by different researchers into one analysis that allows the researcher to draw conclusions about the set of studies as a whole

A

Meta-analysis

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14
Q

Perceptible social behavior that is extra linguistic and not primarily intended to manipulate the physical world

A

Nonverbal behavior

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15
Q

When an initially inaccurate expectation leads to behaviors that cause that expectations to come true

A

Self-fulfilling prophecy

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16
Q

Increased likelihood that people will do what is requested or suggested by a perceived authority

A

Authority principle

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17
Q

Social influence tactic in which a person psychologically commits to a product and then suddenly the product is replaced with a related product that is more expensive

A

Bait-and-switch

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18
Q

When people mimic the movements of others without conscious awareness of doing so

A

Chameleon effect

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19
Q

Increased likelihood that people will enact a behavior that is consistent with their own past behavior and allows them to follow through on prior commitments

A

Commitment/consistency principle

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20
Q

Behavioral response to a request

A

Compliance

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21
Q

Person who pretends to be a participant but is really working with the experimenter

A

Confederate

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22
Q

Change in one’s responses in order to fit in

A

Conformity

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23
Q

Setting a specific end date for an opportunity such as a sale or service in order to increase its desirability

A

Deadline technique

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24
Q

What most people are or are not doing in a particular context

A

Descriptive norma

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25
Q

Sequential procedure of

  1. ) Making a relatively large request
  2. ) Waiting until the request has been refused
  3. ) Subsequently scaling back to a smaller request
A

Door-in-the-face technique

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26
Q

Idea that social norms can be divided into those that are descriptive and those that are injunctive and that whichever norm people focus their attention on is likely to be more influential

A

Focus of theory of normative conduct

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27
Q

Sequential procedure in which

  1. ) A small request is made and following compliance
  2. ) A larger request is made
A

Foot-in-the-door Technique (FITD)

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28
Q

Adopting of other’s behaviors, attitudes, and/or beliefs because those individuals are perceived as sources of valid information about objective reality

A

Informational influence

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29
Q

What people should or shouldn’t do in a specific situation

A

Injunctive norms

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30
Q

Bestowing a positive label on a person in order to gain compliance to a request

A

Labeling technique

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31
Q

People are more likely to adhere to a request from a positively evaluated other, such as a friend or an admired person

A

Liking/friendship principle

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32
Q

Restricting the quantity of a product, service, or opportunity in order to increase its desirability

A

Limited-quantity technique

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33
Q

Enticing consumers to agree to purchase something and then subsequently inform them the price is higher than initially promised

A

Low-ball tactic

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34
Q

Alteration of one’s behaviors, attitudes, or beliefs in order to be accepted by another person or group

A

Normative influence

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35
Q

Behavioral response to a request from an authority

A

Obedience

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36
Q

Change in attitudes or beliefs

A

Persuasion

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37
Q

Unpleasant arousal that triggers behavior intended to protect or reinstate freedoms that are restricted or threatened

A

Reactance

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38
Q

Increased likelihood that an individual will comply with a request from a person or an entity who has previously done a favor to that individual

A

Reciprocity principle

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39
Q

People are more likely to value options and items when they are difficult to obtain or otherwise limited in their availability

A

Scarcity principle

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40
Q

Internal or external change in a person caused by real or imagined pressure from others

A

Social influence

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41
Q

A rule and/or standard that is typically unwritten and guides social behavior

A

Social norm

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42
Q

Increased likelihood that a person will enact a particular behavior to the extent that others are thought to be engaging in that same behavior

A

Social validation (or social proof) principle

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43
Q

Adding new incentives to a deal before the consumer has been given the opportunity to either accept or decline the deal and without increasing the price

A

That’s-not-all technique

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44
Q

Positive or negative evaluation of a person, thing or idea

A

Attitude

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45
Q

Conviction we hold about whether something is true or false

A

Belief

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46
Q

Technique in which participants are hooked up to a machine and are told that the machine can reveal their true feelings when in fact the machine cannot do this

A

Bogus pipeline

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47
Q

Unpleasant arousal stemming from inconsistencies among one’s attitudes, beliefs and/or behaviors

A

Cognitive dissonance

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48
Q

Thoughts a person has while processing a message

A

Cognitive responses

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49
Q

Posits that persuasion is more likely to occur to the extent that message recipients produce a greater number of favorable than unfavorable responses to the message

A

Cognitive response model of persuasion

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50
Q

Arguing or advocating for a position that is counter or contrary to a person’s attitudes

A

Counter attitudinal advocacy

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51
Q

Obtaining information from people when they are not aware that this is being done

A

Covert or unobtrusive measures

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52
Q

Communicator characteristic based on expertise, trustworthiness, and goodwill that affects the extent to which message recipients accept the validity of the communicator’s statemetns

A

Credibility

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53
Q

Inconsistent implicit and explicit attitudes toward a person, thing or idea

A

Dual attitude

54
Q

Posits that attitudes and beliefs can change via two processes with and without much thought

A

Dual process model

55
Q

Attitude that a person is aware of and can articulate

A

Explicit attitude

56
Q

Postulates that persuasion occurs via systematic and/or heuristic processing

A

Heuristic-systematic model of persuasion

57
Q

Leading someone to recognize an inconsistency among their attitudes, beliefs and behaviors

A

Hypocrisy induction paradigm

58
Q

Attitude that a person is typically not aware or conscious of

A

Implicit attitude

59
Q

When a person believes that his or her explanation for their own behavior is inadequate

A

Insufficient justification

60
Q

Repeated contact with or exposure to a person, thing or idea leads one to favor or prefer it

A

Mere exposure effect

61
Q

Extent to which a person enjoys and tends to engage in thinking

A

Need for cognition

62
Q

Obtaining information from people when they know what is being examined

A

Overt measures

63
Q

Thinking about a message that is relatively rapid, superficial, and focused on non-argument features of the message

A

Peripheral processing

64
Q

Change in attitudes or beliefs

A

Persuasion

65
Q

Process whereby the integrity of the self is restored by affirming important values or qualities

A

Self affirmation

66
Q

Postulates that attitudes are composed of three elements

  1. ) Affect
  2. ) Cognition
  3. ) Behavior
A

Tripartite model of attitudes

67
Q

Obtaining information from people when they are not aware that this is being done

A

Unobtrusive measure or covert

68
Q

According to the _____ model of impression formation, people initially form an overall impression of others and then identify individual traits

A

Configural

69
Q

When we make snap judgments about individuals based on their sex/gender, age, race/ethnicity, we are relying on which system in the brain?

A

X-system

70
Q

Depression-era fears that U.S. banks would close led people to hurriedly withdraw their money, resulting in bank closures. This is an example of…

A

Self-fulfilling prophecy

71
Q

A young child points to the ball he wants from a store and says “ball” to his father. Ekman would consider the pointing to be an…

A

Illustrator

72
Q

Rosanna has difficulty with recognizing the nonverbal behavior of other people. One could say she is not particularly skilled at….

A

Decoding

73
Q

Two major challenges to cross-cultural research are…

A
  1. ) Language

2. ) Response styles

74
Q

Focusing on eye contact, eye shifting, or gaze aversion…

A

Has no effect on lie detection

75
Q

According to Gilbert’s research on belief, the more you have on your mind the…

A

The more likely you are to believe what you read

76
Q

Margaret does not believe in luck or chance. Rather, she believes that she possesses the ability to determine everything that happens to her, good or bad. Margaret’s belief reflects the…

A

Illusion of control

77
Q

Bernie decides to wear a tie to the party because he imagines that his girlfriend would like him to do so. This is an example of…

A

Social influence

78
Q

Sean’s coworkers verbally pressure him to skip work and go to the beach. As a result he does so. This is an example of…

A

Normative influence

79
Q

One-day only sales are making use of which of the following techniques?

A

Deadline technique

80
Q

“People should not text while driving” is an example of….

A

Injuctive norms

81
Q

Conformity rates in the Asch line judgement research…

A

Varied across cultures

82
Q

The power of the situation to overwhelm individual differences is most clearly demonstrated by…

A

The Stanford Prison Experiment

83
Q

Yawning is often described as being contagious as when one person yawns, others soon follow, although unintentionally and without realizing they are doing so.

A

The chameleon effect

84
Q

As found in the Milgram experiments, increasing a person’s ______ from another is likely to increase that person’s likelihood of harming an innocent person

A

Emotional distance

85
Q

According to Lavine (2009) _____ may actually explain some apparent cultural difference in obedience

A

Personality

86
Q

Gabriel thinks that chocolate can have a positive effect on a person’s health

A

A belief

87
Q

Leonardo is unaware that he has negative feelings for Italians

A

Implicit attitude

88
Q

A car ad that focuses on the buyer’s image if he drives it will likely appeal to people who are…

A

Self-monitors

89
Q

Dr. Broughton knows a lot about the harmful effects of smoking, yet chooses to reveal only possible benefits of smoking to the public. Which component of credibility is she failing to demonstrate?

A

Trustworthiness

90
Q

A Thurstone-type scale is one kind of…

A

Direct self-report method

91
Q

Although Ann like the iPhone she just purchased she sometimes wonders if the Samsung Galaxy might have worked better for her. Ann’s doubts are linked specifically to the experience of…

A

Post-decisional dissonance

92
Q

In explaining Cognitive Dissonance findings, ________ does not require that a change must occur that is related to the attitude-behavior at issue

A

Self-Affirmation

93
Q

According to the ______ model of impression formation, people’s overall impression of someone is based on combining perceptions of individual traits

A

Additive

94
Q

The x-system allows us to form impressions formed from exposure to….. of another person

A

“thin slices”

95
Q

When nonscientists think that, if a person is intelligent, then she also has high self-esteem and likes to read, they can be said to have

A

Implicit personality theories

96
Q

3 categories of Ekman’s non verbal behavior?

A
  1. ) Emblems
  2. ) Regulators
  3. ) Insignias
  4. ) Adaptors
  5. ) Illustrators
97
Q

6 universally recognized facial expressions/emotions

A
  1. ) Sadness
  2. ) Disgust
  3. ) Surprise
  4. ) Happiness
  5. ) Anger
  6. ) Fear
98
Q

The fact that there is abundant cross-cultural evidence for at least 6 facial expression suggests that they have

A

Evolutionary origins

99
Q

What does WEIRD stand for?

A 
W= Western
E= Educated
I= Industrialized
R= Rich
D= Democratic
100
Q

4 Challanges presented in the text that must be met in order to create valid and reliable cross-cultural studies

A
  1. ) Language
  2. ) Experimental equivalence
  3. ) Response styles
  4. ) Sampling
101
Q

Thinking that thunder and lightning always co-occur is an example of….

A

Illusory correlation

102
Q

T/F

Persuasion does not necessarily include behavior change

A

True

103
Q

Which social influence principle takes its power from the fact that, when people believe that their freedom to obtain something is threatened they value that thing more highly

A

Scarcity

104
Q

The DITF (door in the face technique) takes advantage of the same social influence principle as…

A

Thats-not-all

105
Q

Injunctive and descriptive norms are two norms described in…

A

The Focus Theory of Normative Conduct

106
Q

Experimenters who try to study sensitive topics while treating participants with dignity and respect often experience

A

An ethical dilemma

107
Q

After The Seekers’ prophecy failed to come true, they attempted to reduce their cognitive dissonance by…

A

Strengthening their faith in their religious beliefs

108
Q

Maya embraces a new belief system is an example of…

A

Persuasion

109
Q

An attitude is a(n) _______ whereas a belief is a(n) _____

A
  1. ) Evaluation

2. ) Knowledge claim

110
Q

The statement “I am friendly person” is an example of…

A

A belief

111
Q

“Joshua likes studying history” is an example of

A

An attitude

112
Q

Delores does not have an opinion about the prime minister of France. One could say she has….

A

An indifferent attitude

113
Q

Social psychologists call an attitude that person is typically unaware

A

Implicit

114
Q

T/F

People can become aware if their implicit attitudes

A

True

115
Q

According to the chapter ______ attitudes are typically better predictors of behavior than ______ attitudes

A

Specific

General

116
Q

When repeated experience with a previously unknown stimulus leads to a new attitude toward it, the process is called….

A

The mere exposure effect

117
Q

Regina was initially ambivalent about her new professor but began liking her after a month of classes. This process is called…

A

The mere exposure effect

118
Q

According to research _____ attitudes are more likely to be partially inherited than _____ attitudes

A

Moral

Food related

119
Q

Peripheral processing per the ELM is most likely to lead to persuasion if…

A

The message source is an attractive person

120
Q

People with a high need for cognition typically engage in _____ processing

A

Central

121
Q

Gestures that have direct linguistic translation into one or 2 words or a phrase

A

Emblems

122
Q

Gestures that help to illustrate what is being said and they typically accompany rather than replace words

A

Illustrators

123
Q

Behaviors that while they may have been performed to to fulfill a bodily need or to mange emotions or interpersonal contacts have evolved to serve a communicative function

A

Adaptors

124
Q

2 Scarcity principle tactics

A
  1. ) Setting a deadline

2. )Limiting quantity

125
Q

4 commitment/consistency principle tactics

A
  1. ) Foot-in-the-door
  2. ) Labeling
  3. ) Low-ball
  4. ) Bait-and-swtich
126
Q

2 Reciprocity principle tactics

A
  1. ) Door-in-the-face

2. )That’s-not-all

127
Q

2 Reciprocity principle tactics

A
  1. ) Door-in-the-face

2. )That’s-not-all

128
Q

Is the source an expert on the topic?

A

Expertise

129
Q

Can the source be trusted to offer an unbiased opinion?

A

Trustworthiness

130
Q

Does the source have the best interests of the audience in mind?

A

Goodwill

131
Q

Sources who are more attractive, liked better and more similar to the audience are more persuasive

A

Physical attractiveness likability and similarity

Social Psychology (3 decks)

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