Chapter 13 1/2 Flashcards
attributions
judgements about the causes of our own and other pals behaviour and outcomes
personal (internal) attributions
infer that people’s behaviour is caused by their characteristics
situational (external) attributions
infer that aspects of the situation cause a behaviour
fundamental attribution error
underestimate the impact of the situation and overestimate the role of personal factors when explaining other peoples behaviour
self-serving bias
making relatively more personal attributions for successes and more situational attributions for failures
self-fulfilling prophecy
occurs usually without conscious awareness, when peoples incorrect expectations lead them to act towards others in a way that brings about the expected behaviours, confirms go impression
attitude
pos or neg evaluation reaction toward a stimulus such as person, action, object, concept
theory of planned behaviour
our intention to engage in a behaviour is strongest when we have a pos attitude toward that behaviour, when subjective norms support our attitudes, and when we believe that the behaviour is under control
theory of cognitive dissonance
ppl strive for consistency in their cognitions
self-perception theory
we make inferences about our own attitudes in much the same way: by observing how we behave
communicator credibility
how believable the communicator is often the key to effective persuasion
central route to persuasion
when ppl think carefully about the message and are influenced because they find the arguments compelling
peripheral route to persuasion
when ppl do not scrutinize the message but are influenced mostly by other factors, such as a speaker’s attractiveness or a message’s emotional appeal
social facilitation
an increased tendency to perform one’s dominant response in the mere presence of other
social norms
shared expectations about how people should think, feel, behave, and they are the cement that binds social systems together
social role
consists of a set of norms that characterizes how ppl in a given social position ought to behave
informational social influence
following opinions and behaviour of other ppl bc we believe they have accurate knowledge and what they are doing is right
normative social influence
may conform to obtain rewards that come from being accepted by other ppl, while at the same time avoiding their rejection
norm of reciprocity
involves the expectation that when others treat us well, we should response in kind
door-in-the-face technique
persuader makes a large request, expects you to reject it, then presents a smaller request
foot-in-the-door technique
persuader gets you to comply w a small request first and later presents a larger request
lowballing
persuader gets you to commit to some action and then before you actually perform the behaviour, they increase the “cost” of that same behaviour
social loafing
tendency for ppl to expend less individual effort when working in a group than when working alone
group polarization
when a group of like0minded ppl discuss and issue, whether face to face or electronically, the “average” opinion of group members tends to be more extreme
groupthink
tendency for group members to suspend critical thinking bc they are striving to seek agreement
social comparison
comparing our beliefs, feelings, and behaviours with those of other ppl
mere exposure effect
repeated exposure to a stimulus typically increases our liking for it
matching effect
we are most likely to have a dating partner or spouse whose level of physical attractiveness is similar to our own
social exchange theory
the course of a relationship is governed by rewards and costs that the partners experience
passionate love
intense emotion, arousal, and yearning for the partner
companionate love
affection, deep caring about the partner’s wellbeing and a commitment to being there for the other
triangular theory of love
focuses on intimacy, commitment, and passion
cognitive-arousal of love
the passionate component of love has interacting cognitive and physiological components
transfer of excitation
emotional arousal actually caused by some other factor may sometimes be misinterpreted as love
realistic conflict theory
competition for limited resources fosters prejudice
social identity theory
prejudice stems from a need to enhance our self-esteem
stereotype threat
stereotypes create fear and self-consciousness among stereotyped group members that they will “live up” to other people’s stereotypes
equal status contact
prejudice between people is most likely to be reduced when they (1) engage in sustained close contact, (2) have equal status, (3_) work to achieve a common goal that requires cooperation, (4) supported by broader social norms
empathy-altruism hypothesis
altruism does exist, and it is produced by empathy, the ability to put oneself in the place of another and to share what that person is experiencing
negative state relief model
proposes, high empathy causes us to feel distress when we learn of other’s suffering, so by helping them we reduce our own personal distress, a self-focused goal, not altruistic
just world hypothesis
because people want to view the world as fair, they perceive that ppl get what they deserve and deserve wat they get
frustration-aggression hypothesis
(1)frustration inevitably leads to aggression, (2) all aggression is the result of frustratoin
catharsis
performing an act of aggression discharges aggressive energy and temporarily reduces our impulse to aggress
