chap13

Question 1

_= claim about the cause of someone’s behavior

Answer 1

attributions

Question 2

_: ppl give too much weight to personality, not enoug h to environmental
situation when they make attributions abt others’ actions → _

Answer 2

Heider
person bias

Question 3

person’s _ can have effects on attribution that other make abt that
person

Answer 3

social role

Question 4

People are much more likely to make the person bias error if _

Answer 4

their minds are occupied by other tasks or if they are tired than if they devote their full attention to the task

Question 5

By the mid-1970s so much evidence had appeared to support the person bias that Lee Ross (1977) called it the _, a label designed to signify the pervasiveness and strength of the bias and to suggest that it underlies many other social-psychological phenomena.

Answer 5

fundamental attribution error

Question 6

person bias, product of _ way of thinking: _ cultures emphasize
personal independence vs interdependence in the _

Answer 6

western
western
east

Question 7

getting to know someone over the internet is _ intimate and _ revealing of a person’s true self bc of _ ; also gets rid of the b_

Answer 7

more
more
reduced social anxiety
biasing effects of
attractiveness

Question 8

Adolescents are especially prone to conducting _.

Answer 8

identity experiments online, pretending to be someone they are not

Question 9

Cooley’s “_” is not an actual mirror; it is a metaphor for other people who react to us. He suggested that we all naturally infer what others think of us from their reactions, and we use those inferences to build our own self-concepts.

Answer 9

looking glass

Question 10

effects of others’ appraisal on self-understanding and behavior :
_ effect = beliefs of other on a person can influence person’s self-concept/behavior

Answer 10

self fulfilling prophecies or Pygmalion

Question 11

self-esteem as an index of _ : Leary → judgments derive form our perceptions of other’s attitudes toward us = _

Answer 11

other’s approval and acceptance
sociometer theory

Question 12

_ → process of comparing ourselves w others in order to identify
our unique characteristics and evaluate our abilities which depend son the
reference group

Answer 12

social comparison

Question 13

_ → change is reference group can affect self-esteem

Answer 13

big-dish-in-small-pond effect

Question 14

_ → tendency to attribute our successes to our own
inner qualities and our failures to external circumstances

Answer 14

self-serving attributional bias

Question 15

_ = manifested in automatic mental associations → reflected in
portions of _ that are involves w emotions and drives

Answer 15

implicit attitudes
limbic system

Question 16

_ = conscious, verbally stated evaluations → reflected in portions
of _ concerned w conscious control

Answer 16

explicit attitude
prefrontal cortex

Question 17

An _ is any belief or opinion that has an evaluative component—a judgment or feeling that something is good or bad, likable or unlikable, moral or immoral, attractive or repulsive.

Answer 17

attitude

Question 18

Festinger → _theory: feeling of dissonance when sense of
inconsistency among explicit attitudes beliefs, knowledge.
what do we do about dissonance info?

Answer 18

cognitive dissonance
avoiding dissonant info

Question 19

people suddenly become _ confident of their choice after acting on it than they were before.

Answer 19

more

Question 20

changing an attitude to justify n action: the _ effect
(Some students were offered $1 for their role in recruiting the other student, and others were offered $20)

Answer 20

insufficient-justification

Question 21

Self- descriptions that pertain to the person as a separate individual are referred to as _, and those that pertain to the social categories or groups to which the person belongs are referred to as _

Answer 21

personal identity
social identity

Question 22

_ → private and public stereotype , what someone consciously
thinks when judging other ppl

Answer 22

explicit stereotypes

Question 23

_ → sets of mental associations that operate automatically to
guide our judgments and actons towards members of a grp

Answer 23

implicit stereotypes

Question 24

● _ stereotypes can be deadly

Answer 24

Implicit

Question 25

Implicit prejudices are based on primitive emotional processes, modifiable by _. _with members of the stereotyped group can help to reduce implicit prejudice.

Answer 25

classical conditioning Positive associations

Question 26

_, a set of psychological forces that are exerted on us by others’ judgments, examples, expectations, and demands, whether real or imagined.

Answer 26

social pressure

Question 27

Having an audience affects how well people perform tasks. In some cases, being observed improves performance (termed _), whereas in other cases, an audience hinders performance (termed _ or _).

Answer 27

social facilitation social interference social inhibition

Question 28

Zajonc → presence _ person’s level of drive/arousal → _ effort → _ dominant tasks where the amount of effort determines degree of succes

Answer 28

increases increases facilitates

Question 29

heightened drive can also interfere w _ → _ performance of nondominant actions

Answer 29

conscious thought and attention worsening

Question 30

_ → the expectation that you will perform badly causes you to perform badly

Answer 30

self-fulfilling prophecy

Question 31

_, a particularly potent cause of choking on academic tests, was first described by Claude Steele (1997). It is the threat that test-takers experience when they are reminded of the stereotypical belief that the group to which they belong is not expected to do well on the test.

Answer 31

Stereotype threat

Question 32

The term _ refers to the entire set of ways by which people consciously and unconsciously modify their behavior to influence others’ impressions of them

Answer 32

impression management

Question 33

Social influence that works through providing clues about the objective nature of an event or situation is called _. (take bridge A and not B bc everyone taking A they might know something that I don't)

Answer 33

informational influence

Question 34

This kind of social influence, which works through the person’s desire to be part of a group or to be approved by others, is called _.

Answer 34

normative influence

Question 35

_’s (1956) procedure was as follows: A college-student volunteer was brought into the lab and seated with six to eight other students, and the group was told that their task was to judge the lengths of lines.

Answer 35

Asch

Question 36

According to Robert Cialdini, an expert on persuasion, such messages may undermine themselves. At the same time that they are urging people not to behave in a certain way, they are sending the implicit message that _.

Answer 36

behaving in that way is normal—many people do behave in that way

Question 37

When a group is evenly split on an issue, the result is often a compromise (Burnstein & Vinokur, 1977). Each side partially convinces the other, so the majority leaves the room with a more moderate view on the issue than they had when they entered. However, if the group is not evenly split—if all or a large majority of the members argue on the same side of the issue —discussion typically pushes that majority toward a more extreme view in the same direction as their initial view. This phenomenon is called _.

Answer 37

group polarization

Question 38

To refer to such processes, Janis coined the term _, which he defined as “a mode of thinking that people engage in when they are deeply involved in a cohesive in-group, when the members’ striving for unanimity overrides their motivation to realistically appraise alternative courses of action.”

Answer 38

groupthink

Question 39

One of the least subtle yet most potent forms of social influence is the _. If the _ is small and made politely, we tend to _ (Langer et al., 1978), we tend to honor _ of people who have done things for us (the norm of reciprocity), and we are more apt to honor a request from someone who is a member of our in-group, even if we don’t know that person personally.

Answer 39

direct request request comply automatically requests

Question 40

_: The essence of this technique is that the customer first agrees to buy a product at a low price and then, after a delay, the salesperson “discovers” that the low price isn’t possible and the product must be sold for more. explain this effect:_

Answer 40

low-ball technique. the trick works because customers, after agreeing to the initial deal, are motivated to reduce cognitive dissonance.

Question 41

the _ technique is that people are more likely to agree to a large request if they have already agreed to a small one. explain why it works:_

Answer 41

foot-in-the-door. because compliance with the first request induces a sense of trust, commitment, or compassion toward the person making that request..

Question 42

explain the results of Milgram’s experiments

Answer 42

- The norm of obedience to legitimate authorities. - The experimenter’s self-assurance and acceptance of responsibility. - The proximity of the experimenter and the distance of the learner. - The absence of an alternative model of how to behave. (no example, alone in this experiment) - The incremental nature of the requests. (= foot-in-the-door technique)

Question 43

The tension between acting for the good of the group (cooperation) and acting for one’s own selfish good at the expense of the others (defection) is epitomized in _.

Answer 43

social dilemmas

Question 44

_: add a cow and gain but if everyone does, the castle will die or don't but someone else might do it and gain.

Answer 44

the tragedy of the commons

Question 45

People everywhere have two different ways of thinking about themselves, which serve different functions. One is _, which entails thought of oneself as an independent person with self-interests distinct from those of other people. The other is _, which entails thought of oneself as a more or less interchangeable member of a larger entity, the group, whose interests are shared by all members.

Answer 45

personal identity social identity

Question 46

People are also more likely to feel empathy for in-group than for _ members. In fact, when groups are in competition with one another, people may experience schadenfreude, _

Answer 46

out- group pleasure at another’s pain

Question 47

As Sherif had predicted from previous research, the competitions promoted three changes in the relationships among the boys within and between groups: 1. _. As the boys worked on plans to defeat the other group, they set aside their internal squabbles and differences, and their loyalty to their own group became even stronger than it was before. 2. _.Even though the boys had all come from the same background (white, Protestant, and middle class) and had been assigned to the groups on a purely random basis, they began to see members of the other group as very different from themselves and as very similar to one another in negative ways.

Answer 47

Within-group solidarity Negative stereotyping of the other group.

Question 48

The second new strategy, however, was successful. This involved the establishment of _, defined as goals that were desired by both groups and could be achieved best through cooperation between the groups. name of the experiment: _

Answer 48

superordinate goals Robbers Cave experiment,