Ch 13 - Vocab & Terms Flashcards
How long does it take to form a first impression?
2-7 seconds.
How many positive interactions does it take to change a negative impression?
8.
List 5 things yo8u can do to make a good first impression:
smile eye contact lean-in slightly shake hands adjust your attitude
Internal Attribution
Explanations based on someone’s characteristics, such as attitudes, personality traits or abilities.
External attributions
Explanations based n the situation, including events the presumably would influence anyone.
Actor-Observer Effect
When people are more likely to make internal attribution for other people’s behavior and more likely to make external attributions for their own.
Cognitive Dissonance
A state of unpleasant tension that people experience when they hold contradictory attitudes or when their behavior contradicts their state attitudes, especially if the inconsistency distresses them.
Minority Influence
“A minority group proposes worthwhile idea, and gets reject by majority at first.”
EX: socialist part of the United States
Liking & Similarity
“Persuading where you like someone or have similarities”
EX: sales people, politicians, etc.
Social Norm
“Monkey see, monkey do”
EX: A singer puts money into a jar at the start to imply that other people have already left tips.
Sleeper Effect
“To describe delayed persuasion by an initially rejected message”
EX: Hearing an idea from someone with poor qualification and rejecting it. Later forgetting the source, but remembering the idea and claiming it as own.
Sleeper Effect
“To describe delayed persuasion by an initially rejected message”
EX: Hearing an idea from someone with poor qualification and rejecting it. Later forgetting the source, but remembering the idea and claiming it as own.
Fear
“A type of persuasion that uses threats”
EX: If you don’t make a donation towards the whales, they will go extinct.
Bait-and-Switch Technique
“Offers favorable deal, gets person to committ, then makes addition demands.”
EX: Cable price goes up after promotion.
That’s Not All Technique
“Someone makes an offer and then improves the offer before you have a chance to reply.”
EX: info-commercials
