Brain and Behavior Flashcards

1
Q

Learning is…

A

Relatively permanent change in behavior as a consequence of behavior.

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2
Q

Cognitive Learning is…

A

Learning aimed at obtaining knowledge and insights

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3
Q

Operant Conditioning is based in…

A

Reinforcement and Punishment

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4
Q

People copy other people’s behavior when…

A

They are role models, when we are aware of it or when you can memorize it

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5
Q

Gestallt believes…

A

We give meaning to all stimuli, observe and make them into unity

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6
Q

Three things that influence attention are…

A

Foreknowledge, context, expectations, familiarity or feelings

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7
Q

Two types of reference groups are…

A

Normative // direct interaction, Comparative // indirect interaction.

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8
Q

Peripheral route persuasion is…

A

Attitude change without conscious processing.

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9
Q

Central route persuasion is…

A

Conscious processing of arguments in the message.

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10
Q

Four main ways of learning are…

A

Classical conditioning, operant conditioning, mere exposure and social learning.

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11
Q

Key points in the mere exposure theory are…

A

More exposure equals a better attitude, familiar is preferred over unfamiliar and wear-in / wear-out

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12
Q

Three methods of influencing are…

A

Informational, instrumental and value expressive

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13
Q

Define Cialdini’s Authority…

A

We are inclined to automatically obey authority.

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14
Q

Define Cialdini’s Unity…

A

A shared identity that both the influencer and influence are part of.

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15
Q

Define Cialdini’s Reciprocity…

A

We try to compensate proportionally to what another person has given us.

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16
Q

Define Cialdini’s Consistency and Commitment…

A

The personal and interpersonal pressure to behave ourselves according to earlier choices or stances.

17
Q

Define Cialdini’s Consensus…

A

In certain situations we view certain behavior as being right measured by the extent of others showing this behavior.

18
Q

Define Cialdini’s Scarcity…

A

Things look more valuable to us when they’re harder to come by.

19
Q

Define Cialdini’s Liking

A

People preferably say yes to people they know and like.