CH12 - social psychology Flashcards
attitudes
evaluations of people objects ideas and behavior
message source
the characteristics of a person who delivers a persuasive message, known as an ATTITUDE COMMUNICATOR, impact the message effectiveness
characteristics of the message
not just who, but what the message is like affects attitude. two sided messages including communicators position and the one theyre arguing against are more effective.
characteristics of the target
target may determine whether the message will be accepted.
routes of persusasion
central route
peripheral rout
central route processing
occurs when the recipient thoughtfully considers the issues and arguments involved in persuasion.
people are swayed in their judgments by logic merit and strength of arguments
peripheral route processing
occurs when people are persuaded on the basis of factors unrelated to the nature or quality of the content of a persuasive mssage.
factors that are irrelevant or extraneous to the issue such as who is providing the message, how long the arguments are, or emotional appeal influence the target.
central route processing targets
highly involved, motivated, attentive
peripheral route processsing targets
uninvolved, unmotivated, inattentive
Cognitive dissonance
the psychological tension that occurs when a person holds two contradictory attitudes or thoughts. (Leon Festinger)
ways to reduce cognitive dissonance
modifying one or both of the cognitions
changing the perceived importance of one cognition
adding cognitions
denying that the two cognitions are related
social cognition
the way people understand and make sense of others and themselves
schema
sets of cognition about people and social experiences.
schemas organize information stored in memory, represent in our minds the way the social world operates, and give us a framework to recognize, categorize and recall information relating to social stimuli
impression formation
the process by which one person organizes information about another person to form an overall impression of that person
central traits
traits people pay particular attention to in order to help form an overall impression
attribution theory
seeks to explain how we decide on the basis of samples of an individuals behavior what the spefici causes of that person behavior are
situational causes
causes brought about by somethin in the enviornment
dispositional cause
prompted by a person disposition
attribution biasses
the halo effect
assumed similarity bias
the self serving bias
the fundamental attribution error
the halo effect
a phenomenon in which an initial understanding that a person has positive traits is used to infer other uniformly positive characteristics
assumed similarity bias
to think o f people as being similar to one self even when meeting them for the first time
self serving bias
the tendency to attribute success to personal factors and to attribute failure to factors outside oneself
the fundamental attribution error
tendency to over attribute others behavior to the dispositional causes and the corresponding failure to recognize the importance of situational causes.
behavioral economics
how individuals biases irrationally affect economic decisions
social psychology
the study of the ways in which peoples thoughts feelings and actions are affected by others and the nature and causes of individual behavior in social situations
social influence
the process by which the actions of an individual or gorup affect the behavior of others.
norms
informal beliefs, expectations, and standards about what is appropriate behavior for group members
conformity
a change in behavior or attitudes brought about by a desire to follow the beliefs of standards of other people
compliance
the type of behavior that occurs in response to direct social pressure.
techniques to gain compliance
foot in the door technique
door in the face technique
thats not all technique
not so free sample
foot in the door technique
begins when someone asxk a target to comply with a small trivial request leading to a significantly larger request
door in the face technique
begins w a exceedingly larger ask, to be less compliant when the small ask is requested
thats not all technique
a great deal is offered but immediately after offered incentives discounts and bonus to clinch a deal
not so free sample
the norm of reciprocity; we treat people as they treat us. receiving a free sample activates the norm, and makes us feel like we should return the favor.
industrial organizational psychology
considers issues such as worker motivation, satisfaction, safety and productivity.
obedience
a change in behavior in response to the commands of others.
stereotype
a set of generalized beliefs and expectations about a specific group and its members.
prejudice
a negative/positive evaluation of a gorup and its members.
descrimination
behavior directed toward individuals on the basis of their membership in a particular group
self fulfilling prophecy
expectations about the occurence of a future event or behavior that act to increase the likelihood the event or behavior will happen
social identity theory
we use group membership as a source of pride and self worth
ethnocentric
viewing the world from ones own perspective and judging others in terms of their group membership
Implicit Association Test (IAT)
allows measurement of attitudes about which people might not be consciously aware, as well as attitudes they wish to keep hidden from others.
ways of reducing prejudice and descrimination
- increasing contact between the target of stereotyping and the holder of the stereotype
- making values and norms against prejudice more conspicuous
3 providing information about the targets of stereotyping - reducing stereotype threat
- increasing the sense of social belonging of ethnic minority students.
interpersonal attraction or close relationships
the factors that lead to positive feelings for others
factors that initially attract two people to each other
proximity
mere exposure
similarity
physical attractiveness
Types of love (per robert sternberg)
Decision/commitment
intimacy component
passion component
aggression
the intentional injury of or harm to another person both on a societal level and on an individual elvel
microagressions
small daily slights put downs and insults often perpetrated against members of marginalized groups based on race gender and sexual orientation
instinct theories approache to aggression
the prevalence of aggression not only in humans but in animals as well, propose that aggression is primarily the outcome of innate or inborn urges
catharsis
aggressive energy constantly builds up in an individual until the person finally discharges it.
the longer the energy builds up the greater the amount of aggression displayed when it is discharged
prosocial behavior
helping behavior;
frustration
the experience of having ones goals thwarted or blocked which produces anger which leads to a readiness to act aggressively
diffusion of responsibility
- noticing a person event or situation that may require help
- interpreting the event as one thtat requires help
- assuming responsibility of helping
- deciding on and implementing the form of helping
stress
peoples response to events that threaten or challenge them.
psychophysiological disorders
medical problems that are influenecd by an interaction of psychological, emotional, and physical difficulties.
types of stressors
cataclysmic events
personal stressors
posttraumatic stress disorder
background stressors
General Adaptive Syndronme (gas)
- alarm and mobilization
- resistance
- exhaustion
Psychoneuroimmunology (PNI)
the relationships among psychological factors, the immune system, and the brain
stress consequences
direct physiological effects
harmful behaviors
indirect health related behaviors
coping
efforts to control reduce or learn to tolerate the threats that lead to stress
types of coping
- emotion focused coping - manage emotions in the face of stress
- problem focused coping - attempts to modify the stressful problem or source of stress
- avoidant coping - wishful thinking (less effective)
learned helplessness
when people conclude that unpleasant or aversive stimuli cannot be controlled
resilience
the ability to withstand overcome and actuall thrive after profound adversity.
effective coping strategies
- turn a threat into a challenge
- make a threatening situation less threatening.
- change your goals.
- modify your phsyiological reactions to stress
- change the situations that are likely to cause stress
ethnicity
shared national origins or cultural patterns.
