Chapter 13 Flashcards
Attribution theory
Someone’s behavior can be explained by either the situation or the persons disposition
Fundamental attribution error
We underestimate the impact of the situation and overestimate the personal disposition.
What does western culture attribute behaviors towards
Personal traits
What do Eastern cultures attribute behaviors toward
The situation
What is the foot-in-the-door phenomenon?
When you ask someone to do something small first to get someone to do something big
What is aligned with attitude
actions
Two types of persuasion
Peripheral and Central
Peripheral persuasion definition
Influenced by incidental cues. Like the vibe of something
Central persuasion definition
The hard reasons and arguments made and tangible pros
Norms definition
The rules for expected and accepted behavior
Positive herding definition
When someone you are friends with likes something and you are more likely to like it too
Normative social influence
Influence resulting form a person’s desire to gain approval or avoid disapproval
Informational social influence
Influence resulting from one’s willingness to accept other’s opinions about reality
Social Facilitation
The presence of others arouses people to do better at what they are good at.
Social Facilitation Defenition
The presence of others arouses people to perform well in easy tasks but less performance on difficult tasks
