Chapter 13 Flashcards
Social psychology
3 Components of Attitudes
- Cognitive component - belief and thoughts
- Affective component - your feeling/emotions towards it
- behavioural component - your action
Does Attitude predict behaviour?
IT DEPENDS on 3 components:
1. Attitude strength: How strong do you feel about this?
2. Attitude accessibility: How easily/often do you think about this?
3. Attitude ambivalence: Do you see the other side?
+ The situational constraints play a huge role on how attitudes reflect behaviours.
Cognitive dissonance theory
Describe
Unpleasant state of tension between 2 or more contradicting thought and behaviours. (when behaviour and attitudes don’t match)
- We don’t like the inconsistency, so we try to reduce the anxiety by changing he attitude
- I’m not changing the behaviour though.
4 Factors involved in persuasion
- Source factors - Who is trying to convince you?
- Message factors - What is used to persuade you?
- Channel factors - How is it presented?
- Receiver factor - Whom - who are you convincing?
5 Persuasion techniques
Reciprocity: a mutual exchange of privileges! It needs to be:
1. Unexpected
2. You offer first (The waitor gives candy before we pay tips)
3. Personalized (ONLY for you guys)
Foot-in-the-door: Follow a small reasonable request with a larger request
- The larger request is the main request
- Using guilt
Door-in-the-face: Start with unreasonably large request followed by a smaller request.
- It works because it makes the recipients become guilty from rejecting the initial large request.
Lowball: Providing an attractive offer (price) then changing the agreement to be something that is not as attractive (But that’s the original intention)
- Once the buyer agrees to purchase the product, the seller mentions all the needed “add-ons” that come along with the product.
- Has to be an ATTRACTIVE offer (while foot in the door doesn’t really need to attract someone)
But-you-are-free: Giving the sense that they’re free to choose whether to perform the act.
- “We’d like you to send $1 to this poor international student… but you are free to go
Don’t confuse between foot in the door and lowball!!
Stereotype vs prejudice vs discrimination
Stereotype: a generalized belief (+ or -) about a group of people, regardless of actual variation among the members.
Prejudice: negative attitudes toward people solely based on their membership in that group.
Discrimination: negative harmful action toward a member of one group simply cuz of their membership in that group,
Causes of prejudice
There’s big 2
Social categorization: us vs them
- Humans like to categorize things
- Evolutionary adaptation
In-Group Bias: tendency to evaluate in-group members more positively than out-group members.
- Social identity - stronger identification with ingroup = stronger ingroup bias = stronger outgroup discrimination
- Self-esteem benefts - ingroup bias raises self-esteem.
Overt discrimination vs covert discrimination
Overt discrimination: Direct and intentional discrimination
- Ex) physically assaulting
Covert discrimination: Subtle acts of prejudice
- Ex) Unequal pay and a lack of promotions for employees of colour
Psychological consequences of stereotyping, prejudice, discrimination
Perceptions of discrimination relate to symptoms of depression
Behavioural consequences of stereotyping, prejudice, discrimination
Self-fulfilling prophecy: an expectation of belief that can influence your behaviours, thus causing the belieft to come true.
- Not really related to “stereotypes” (it could be separate belief about individual itself)
Stereotype threat: When the individual is aware of the negative stereotypes about their group, so they experience fear/anxiety about confirming the stereotypes which ends up with reduced performance.
Causal Attributions
Dispositional / situational influences
How one explains behaviours of another person/group.
Dispositional influences: Finding the origin of the behaviours inside the person.
Situational influences: Contextual, environmental influencing the behaviour. (external)
Just world attributions
The world is a fair place and whatever it got them into that circumstance/behaviour, they deserved it. It’s their fault.
- The world is NOT a fiar place though.
- It leads to fundamental attribution error
Fundamental attribution error
Tendency to overestimate the dispositional causes of other people’s behaviours.
- We focus too much on the dispositional influences ignoring the situational influences
- If we’ve been in the situation, we are less likely to commit FAE.
- Culture influences too (Asians are more likely to look at the situational influences)
Ultimate Attribution Error
Mistake of attributing the negative behaviour of entire group to their dispositions.
- If there is a person who proves the stereotype wrong, it’s cuz they’re “lucky” or “exceptions”
Define
Conformity and why people conform
3 issues
Tendency of people to alter their behaviour as a result of group pressure
1. Normative influence - people conform to social norms for fear of negative consequences. You don’t want people to yell at you.
2. Informational influences - people look to others for guidance about how to behave when in ambiguous situations.
3. Deindividuation
