Ch13 Flashcards
Attitude
Feelings,
Influenced by our beliefs,
That predispose us to respond in a particular way to objects, people, and events
Foot in door phenomenon
The tendency for people who have first agreed to small request to comply later with a larger request
Role
A set of expectations about a social position,
Defining how those in the position ought to behave
Central route persuasion
Occurs when interested people’s thinking is influenced by considering evidence and arguments
Peripheral route persuasion
Occurs when people influenced by incidental cues,
such as speakers attractiveness
What are some evidence-based ways to effectively persuade others?
Avoid yelling, humiliating or boring your audience.
Instead identify shared values, appeal to others admirable motives, make your messages vivid and repeat it, and get your audience to actively engage with your message.
What do social psychologists study?
Use scientific methods to study how people think about, influence, and relate to one another. Social influences that explain why the same person will act differently in different situations.
How do we tend to explain others behaviors and our own?
Western culture will commit the fundamental attribution error by understanding the influence of the situation and overestimating the effect of stable, enduring traits.
Explaining our own behavior, we more readily attribute it to the influence of the situation.
How do attitudes and actions interact?
They influence each other
When other influences are minimal, attributes that are stable, specific, and easily recalled can affect our actions.
Actions can modify attitudes, as in the foot-in-the-door phenomenon and role playing.
When they don’t fit, cognitive dissonance theory suggests that we will reduce tension by changing our attitudes to match our actions.
How do peripheral route persuasion and central route persuasion differ?
Peripheral route persuasion uses attention-getting cues to trigger fast but relatively thoughtless judgments.
Central route persuasion offers evidence and arguments to trigger thoughtful responses.
How can we share our views more effectively?
Avoid yelling at, humiliating, or boring them with complicated or forgettable information.
Instead identify shared goals and relate your aim to their motives.
Also make your message vivid , to repeat it, and to engage others on restating it.
Cognitive dissonance theory
We act to reduce the discomfort we feel when two of our thoughts are inconsistent.
Ex. When we become aware that our attitudes and our actions clash, we reduce the resting dissonance by changing our attitudes
Fundamental attribution error
The tendency , when analyzing others behaviour, to underestimate the impact of the situation and to overestimate the impact of personal disposition
Attribution theory
The theory that we explain someone’s behaviour by crediting either the situation or their persons disposition
Social psychologist
The scientific study of how we think about, influence, and relate to one another
Norms
Understood rules die accepted and expected behavior
Norms prescribe ‘proper’ behavior
Conformity
Adjusting our behavior or thinking to coincide with a group standard
Normative social influence
Influence resulting from a persons desire to gain approval or avoid disapproval
Informational social influence
Influence resulting from a persons willingness to accept others opinion about reality
Collectivism
Emphasizes high group standard values
Individualism
Emphasizes high independent self value
Social control
The power or the situation
Personal control
The power of the individual
Minority influence
The power of one or two individuals to sway majorities
Social facilitation
In the presence of others, improved performance on simple or well-learned tasks, and worsened performance on difficult tasks
Social loafing
The tendency for people in a group to exert less effort when pooling their efforts towards attaining a common goal than when individually accountable.
deindividuation
the loss of self-awareness and self-restraint occurring in group situations that foster arousal and anonymity.
group polarization
the enhancement of a group’s prevailing inclinations through discussion within the group
groupthink
the mode of thinking that occurs when the desire for harmony in a decision-making group overrides a realistic appraisal of alternatives.
prejudice
an unjustifiable and usually negative attitude toward a group and its members.
Prejudice generally involves stereotyped beliefs, negative feelings, and a predisposition to discriminatory action.
stereotypes
a generalized (sometimes accurate but often overgeneralized) belief about a group of people.
discriminate in classical conditioning
the learned ability to distinguish btwn a conditioned stimulus and similar stimuli that do not signal an unconditioned stimulus
discriminate in social psychology
injustifiable negative behaviour toward a group or its members
just-world phenomenon
the tendency for people to believe that the world is just and people therefore get what they deserve and deserve what they get
ingroup
“us” - people with whom we share a common identity
outgroup
“them” - those perceived as different or apart from our ingroup
ingroup bias
the tendency to favour our own group
scapegoat theory
the theory that prejudice offers an outlet for anger by providing someone to blame
other-race effort
the tendency to recall faces of one’s own race more accurately than faces of other races.
Also called the ‘cross-race effort’ and the ‘own-race’ bias
aggression
any physical or verbal behaviour intended to harm someone physically or emotionally
frustration-aggression principle
the principle that frustration
- the blocking of an attempt to achieve some goal
- creates anger, which can generate aggression
social-scripts
a culturally modeled guide for how to act in various situation
mere exposure effect
the tendency for repeated exposure to novel stimuli to increase our liking of them
passionate love
an aroused state of intense positive absorption in another, usually present at the beginning of a romantic relationship
companionate love
the deep affectionate attachment we feel for those with whom our lives are intertwined
equity
a condition in which people receive from a relationship in proportion to what they give to it
self-disclosure
the act of revealing intimate aspects of ourselves to others
altruism
unselfish regard for the welfare of others
bystander effect
the tendency for any given bystander to be less likely to give aid if others bystanders are present
social exchange theory
the theory that our social behaviour is an exchange process,
the aim of which is to maximize benefits and minimize costs
reciprocity norm
an expectation that people will help, not hurt, those who have helped them
social-responsibility norm
an expectation that people will help those needing their help
conflict
a perceived incompatibility of actions, goals, or ideas
social traps
a situation in which the conflicting parties,
by each pursuing their self-interest rather than the good of the group, become caught in mutually destructive behaviour
mirror-image perception
mutual views often held by conflicting parties,
as when each side sees itself as ethical and peaceful and views the other side as evil and aggressive
self-fulfilling prophecies
a belief that leads to its own fulfillment
superordinate goals
shared goals that overrides differences among people and required their cooperation
what does GRIT stand for and what is it?
Graduated
Reciprocated
Initiatives in
Tension-Reduction
