2nd Test Flashcards
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
2
Q
Wherein an expression reflects more than one emotion
A
Blended emotions
3
Q
Tendency to assume that outward behavior corresponds to inward attitudes and to ignore situational influences
A
Correspondence bias
4
Q
Judgment about the cause of behavior
A
Attribution
5
Q
Interpretation of facial expression and other nonverbal behavior
A
Decoding
6
Q
Rules indicating which facial expressions are appropriate in a given context
A
Display rules
7
Q
Attributing behavior to dispositional factors while ignoring situational ones
A
Fundamental attribution error
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
9
Q
Incorrectly thinking that identical random outcomes are “Streaks”
A
Hot hand illusion
10
Q
False belief that one can control or influence random or chance events
A
Illusion of control
11
Q
Overestimation of the extent to which 2 variables are correlated
A
Illusory correlation
12
Q
Lay or unscientific theory about the kinds of person characteristics that are typically found together
A
Implicit personality theory
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
14
Q
Perceptible social behavior that is extra linguistic and not primarily intended to manipulate the physical world
A
Nonverbal behavior
15
Q
When an initially inaccurate expectation leads to behaviors that cause that expectations to come true
A
Self-fulfilling prophecy
16
Q
Increased likelihood that people will do what is requested or suggested by a perceived authority
A
Authority principle
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
18
Q
When people mimic the movements of others without conscious awareness of doing so
A
Chameleon effect
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
20
Q
Behavioral response to a request
A
Compliance
21
Q
Person who pretends to be a participant but is really working with the experimenter
A
Confederate
22
Q
Change in one’s responses in order to fit in
A
Conformity
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
24
Q
What most people are or are not doing in a particular context
A
Descriptive norma
25
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
Door-in-the-face technique
26
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
Focus of theory of normative conduct
27
Sequential procedure in which
1. ) A small request is made and following compliance
2. ) A larger request is made
Foot-in-the-door Technique (FITD)
28
Adopting of other's behaviors, attitudes, and/or beliefs because those individuals are perceived as sources of valid information about objective reality
Informational influence
29
What people should or shouldn't do in a specific situation
Injunctive norms
30
Bestowing a positive label on a person in order to gain compliance to a request
Labeling technique
31
People are more likely to adhere to a request from a positively evaluated other, such as a friend or an admired person
Liking/friendship principle
32
Restricting the quantity of a product, service, or opportunity in order to increase its desirability
Limited-quantity technique
33
Enticing consumers to agree to purchase something and then subsequently inform them the price is higher than initially promised
Low-ball tactic
34
Alteration of one's behaviors, attitudes, or beliefs in order to be accepted by another person or group
Normative influence
35
Behavioral response to a request from an authority
Obedience
36
Change in attitudes or beliefs
Persuasion
37
Unpleasant arousal that triggers behavior intended to protect or reinstate freedoms that are restricted or threatened
Reactance
38
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
Reciprocity principle
39
People are more likely to value options and items when they are difficult to obtain or otherwise limited in their availability
Scarcity principle
40
Internal or external change in a person caused by real or imagined pressure from others
Social influence
41
A rule and/or standard that is typically unwritten and guides social behavior
Social norm
42
Increased likelihood that a person will enact a particular behavior to the extent that others are thought to be engaging in that same behavior
Social validation (or social proof) principle
43
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
That's-not-all technique
44
Positive or negative evaluation of a person, thing or idea
Attitude
45
Conviction we hold about whether something is true or false
Belief
46
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
Bogus pipeline
47
Unpleasant arousal stemming from inconsistencies among one's attitudes, beliefs and/or behaviors
Cognitive dissonance
48
Thoughts a person has while processing a message
Cognitive responses
49
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
Cognitive response model of persuasion
50
Arguing or advocating for a position that is counter or contrary to a person's attitudes
Counter attitudinal advocacy
51
Obtaining information from people when they are not aware that this is being done
Covert or unobtrusive measures
52
Communicator characteristic based on expertise, trustworthiness, and goodwill that affects the extent to which message recipients accept the validity of the communicator's statemetns
Credibility
53
Inconsistent implicit and explicit attitudes toward a person, thing or idea
Dual attitude
54
Posits that attitudes and beliefs can change via two processes with and without much thought
Dual process model
55
Attitude that a person is aware of and can articulate
Explicit attitude
56
Postulates that persuasion occurs via systematic and/or heuristic processing
Heuristic-systematic model of persuasion
57
Leading someone to recognize an inconsistency among their attitudes, beliefs and behaviors
Hypocrisy induction paradigm
58
Attitude that a person is typically not aware or conscious of
Implicit attitude
59
When a person believes that his or her explanation for their own behavior is inadequate
Insufficient justification
60
Repeated contact with or exposure to a person, thing or idea leads one to favor or prefer it
Mere exposure effect
61
Extent to which a person enjoys and tends to engage in thinking
Need for cognition
62
Obtaining information from people when they know what is being examined
Overt measures
63
Thinking about a message that is relatively rapid, superficial, and focused on non-argument features of the message
Peripheral processing
64
Change in attitudes or beliefs
Persuasion
65
Process whereby the integrity of the self is restored by affirming important values or qualities
Self affirmation
66
Postulates that attitudes are composed of three elements
1. ) Affect
2. ) Cognition
3. ) Behavior
Tripartite model of attitudes
67
Obtaining information from people when they are not aware that this is being done
Unobtrusive measure or covert
68
According to the _____ model of impression formation, people initially form an overall impression of others and then identify individual traits
Configural
69
When we make snap judgments about individuals based on their sex/gender, age, race/ethnicity, we are relying on which system in the brain?
X-system
70
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...
Self-fulfilling prophecy
71
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...
Illustrator
72
Rosanna has difficulty with recognizing the nonverbal behavior of other people. One could say she is not particularly skilled at....
Decoding
73
Two major challenges to cross-cultural research are...
1. ) Language
| 2. ) Response styles
74
Focusing on eye contact, eye shifting, or gaze aversion...
Has no effect on lie detection
75
According to Gilbert's research on belief, the more you have on your mind the...
The more likely you are to believe what you read
76
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...
Illusion of control
77
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...
Social influence
78
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...
Normative influence
79
One-day only sales are making use of which of the following techniques?
Deadline technique
80
"People should not text while driving" is an example of....
Injuctive norms
81
Conformity rates in the Asch line judgement research...
Varied across cultures
82
The power of the situation to overwhelm individual differences is most clearly demonstrated by...
The Stanford Prison Experiment
83
Yawning is often described as being contagious as when one person yawns, others soon follow, although unintentionally and without realizing they are doing so.
The chameleon effect
84
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
Emotional distance
85
According to Lavine (2009) _____ may actually explain some apparent cultural difference in obedience
Personality
86
Gabriel thinks that chocolate can have a positive effect on a person's health
A belief
87
Leonardo is unaware that he has negative feelings for Italians
Implicit attitude
88
A car ad that focuses on the buyer's image if he drives it will likely appeal to people who are...
Self-monitors
89
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?
Trustworthiness
90
A Thurstone-type scale is one kind of...
Direct self-report method
91
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...
Post-decisional dissonance
92
In explaining Cognitive Dissonance findings, ________ does not require that a change must occur that is related to the attitude-behavior at issue
Self-Affirmation
93
According to the ______ model of impression formation, people's overall impression of someone is based on combining perceptions of individual traits
Additive
94
The x-system allows us to form impressions formed from exposure to..... of another person
"thin slices"
95
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
Implicit personality theories
96
3 categories of Ekman's non verbal behavior?
1. ) Emblems
2. ) Regulators
3. ) Insignias
4. ) Adaptors
5. ) Illustrators
97
6 universally recognized facial expressions/emotions
1. ) Sadness
2. ) Disgust
3. ) Surprise
4. ) Happiness
5. ) Anger
6. ) Fear
98
The fact that there is abundant cross-cultural evidence for at least 6 facial expression suggests that they have
Evolutionary origins
99
What does WEIRD stand for?
```
W= Western
E= Educated
I= Industrialized
R= Rich
D= Democratic
```
100
4 Challanges presented in the text that must be met in order to create valid and reliable cross-cultural studies
1. ) Language
2. ) Experimental equivalence
3. ) Response styles
4. ) Sampling
101
Thinking that thunder and lightning always co-occur is an example of....
Illusory correlation
102
T/F
Persuasion does not necessarily include behavior change
True
103
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
Scarcity
104
The DITF (door in the face technique) takes advantage of the same social influence principle as...
Thats-not-all
105
Injunctive and descriptive norms are two norms described in...
The Focus Theory of Normative Conduct
106
Experimenters who try to study sensitive topics while treating participants with dignity and respect often experience
An ethical dilemma
107
After The Seekers' prophecy failed to come true, they attempted to reduce their cognitive dissonance by...
Strengthening their faith in their religious beliefs
108
Maya embraces a new belief system is an example of...
Persuasion
109
An attitude is a(n) _______ whereas a belief is a(n) _____
1. ) Evaluation
| 2. ) Knowledge claim
110
The statement "I am friendly person" is an example of...
A belief
111
"Joshua likes studying history" is an example of
An attitude
112
Delores does not have an opinion about the prime minister of France. One could say she has....
An indifferent attitude
113
Social psychologists call an attitude that person is typically unaware
Implicit
114
T/F
People can become aware if their implicit attitudes
True
115
According to the chapter ______ attitudes are typically better predictors of behavior than ______ attitudes
Specific
| General
116
When repeated experience with a previously unknown stimulus leads to a new attitude toward it, the process is called....
The mere exposure effect
117
Regina was initially ambivalent about her new professor but began liking her after a month of classes. This process is called...
The mere exposure effect
118
According to research _____ attitudes are more likely to be partially inherited than _____ attitudes
Moral
| Food related
119
Peripheral processing per the ELM is most likely to lead to persuasion if...
The message source is an attractive person
120
People with a high need for cognition typically engage in _____ processing
Central
121
Gestures that have direct linguistic translation into one or 2 words or a phrase
Emblems
122
Gestures that help to illustrate what is being said and they typically accompany rather than replace words
Illustrators
123
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
Adaptors
124
2 Scarcity principle tactics
1. ) Setting a deadline
| 2. )Limiting quantity
125
4 commitment/consistency principle tactics
1. ) Foot-in-the-door
2. ) Labeling
3. ) Low-ball
4. ) Bait-and-swtich
126
2 Reciprocity principle tactics
1. ) Door-in-the-face
| 2. )That's-not-all
127
2 Reciprocity principle tactics
1. ) Door-in-the-face
| 2. )That's-not-all
128
Is the source an expert on the topic?
Expertise
129
Can the source be trusted to offer an unbiased opinion?
Trustworthiness
130
Does the source have the best interests of the audience in mind?
Goodwill
131
Sources who are more attractive, liked better and more similar to the audience are more persuasive
Physical attractiveness likability and similarity
