Ch13

Question 1

Attitude

Answer 1

Feelings,
Influenced by our beliefs,
That predispose us to respond in a particular way to objects, people, and events

Question 2

Foot in door phenomenon

Answer 2

The tendency for people who have first agreed to small request to comply later with a larger request

Question 3

Role

Answer 3

A set of expectations about a social position,
Defining how those in the position ought to behave

Question 4

Central route persuasion

Answer 4

Occurs when interested people’s thinking is influenced by considering evidence and arguments

Question 5

Peripheral route persuasion

Answer 5

Occurs when people influenced by incidental cues,
such as speakers attractiveness

Question 6

What are some evidence-based ways to effectively persuade others?

Answer 6

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.

Question 7

What do social psychologists study?

Answer 7

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.

Question 8

How do we tend to explain others behaviors and our own?

Answer 8

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.

Question 9

How do attitudes and actions interact?

Answer 9

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.

Question 10

How do peripheral route persuasion and central route persuasion differ?

Answer 10

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.

Question 11

How can we share our views more effectively?

Answer 11

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.

Question 12

Cognitive dissonance theory

Answer 12

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

Question 13

Fundamental attribution error

Answer 13

The tendency , when analyzing others behaviour, to underestimate the impact of the situation and to overestimate the impact of personal disposition

Question 14

Attribution theory

Answer 14

The theory that we explain someone’s behaviour by crediting either the situation or their persons disposition

Question 15

Social psychologist

Answer 15

The scientific study of how we think about, influence, and relate to one another

Question 16

Norms

Answer 16

Understood rules die accepted and expected behavior
Norms prescribe ‘proper’ behavior

Question 17

Conformity

Answer 17

Adjusting our behavior or thinking to coincide with a group standard

Question 18

Normative social influence

Answer 18

Influence resulting from a persons desire to gain approval or avoid disapproval

Question 19

Informational social influence

Answer 19

Influence resulting from a persons willingness to accept others opinion about reality

Question 20

Collectivism

Answer 20

Emphasizes high group standard values

Question 21

Individualism

Answer 21

Emphasizes high independent self value

Question 22

Social control

Answer 22

The power or the situation

Question 23

Personal control

Answer 23

The power of the individual

Question 24

Minority influence

Answer 24

The power of one or two individuals to sway majorities

Question 25

Social facilitation

Answer 25

In the presence of others, improved performance on simple or well-learned tasks, and worsened performance on difficult tasks

Question 26

Social loafing

Answer 26

The tendency for people in a group to exert less effort when pooling their efforts towards attaining a common goal than when individually accountable.

Question 27

deindividuation

Answer 27

the loss of self-awareness and self-restraint occurring in group situations that foster arousal and anonymity.

Question 28

group polarization

Answer 28

the enhancement of a group's prevailing inclinations through discussion within the group

Question 29

groupthink

Answer 29

the mode of thinking that occurs when the desire for harmony in a decision-making group overrides a realistic appraisal of alternatives.

Question 30

prejudice

Answer 30

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.

Question 31

stereotypes

Answer 31

a generalized (sometimes accurate but often overgeneralized) belief about a group of people.

Question 32

discriminate in classical conditioning

Answer 32

the learned ability to distinguish btwn a conditioned stimulus and similar stimuli that do not signal an unconditioned stimulus

Question 33

discriminate in social psychology

Answer 33

injustifiable negative behaviour toward a group or its members

Question 34

just-world phenomenon

Answer 34

the tendency for people to believe that the world is just and people therefore get what they deserve and deserve what they get

Question 35

ingroup

Answer 35

"us" - people with whom we share a common identity

Question 36

outgroup

Answer 36

"them" - those perceived as different or apart from our ingroup

Question 37

ingroup bias

Answer 37

the tendency to favour our own group

Question 38

scapegoat theory

Answer 38

the theory that prejudice offers an outlet for anger by providing someone to blame

Question 39

other-race effort

Answer 39

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

Question 40

aggression

Answer 40

any physical or verbal behaviour intended to harm someone physically or emotionally

Question 41

frustration-aggression principle

Answer 41

the principle that frustration - the blocking of an attempt to achieve some goal - creates anger, which can generate aggression

Question 42

social-scripts

Answer 42

a culturally modeled guide for how to act in various situation

Question 43

mere exposure effect

Answer 43

the tendency for repeated exposure to novel stimuli to increase our liking of them

Question 44

passionate love

Answer 44

an aroused state of intense positive absorption in another, usually present at the beginning of a romantic relationship

Question 45

companionate love

Answer 45

the deep affectionate attachment we feel for those with whom our lives are intertwined

Question 46

equity

Answer 46

a condition in which people receive from a relationship in proportion to what they give to it

Question 47

self-disclosure

Answer 47

the act of revealing intimate aspects of ourselves to others

Question 48

altruism

Answer 48

unselfish regard for the welfare of others

Question 49

bystander effect

Answer 49

the tendency for any given bystander to be less likely to give aid if others bystanders are present

Question 50

social exchange theory

Answer 50

the theory that our social behaviour is an exchange process, the aim of which is to maximize benefits and minimize costs

Question 51

reciprocity norm

Answer 51

an expectation that people will help, not hurt, those who have helped them

Question 52

social-responsibility norm

Answer 52

an expectation that people will help those needing their help

Question 53

conflict

Answer 53

a perceived incompatibility of actions, goals, or ideas

Question 54

social traps

Answer 54

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

Question 55

mirror-image perception

Answer 55

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

Question 56

self-fulfilling prophecies

Answer 56

a belief that leads to its own fulfillment

Question 57

superordinate goals

Answer 57

shared goals that overrides differences among people and required their cooperation

Question 58

what does GRIT stand for and what is it?

Answer 58

Graduated Reciprocated Initiatives in Tension-Reduction